Every real estate agent needs to perfect their elevator pitch. Those 30 seconds can make a big difference in nearly all aspects of the job. Delivered with the right balance of pizzazz and responsible credibility, your pitch can open the door and help you nab the sale, client, or connection. Let’s take a look at you how you can make the most of those 30 seconds.
The Potential Client Pitch
Regardless of what your profession may be – whether you are a parent, teacher, real estate agent or any combination of these titles – you are selling something.
As a matter of fact, for most people, a day does not pass by that you are not selling something to somebody. Money may not always be the medium of exchange, but when you are attempting to convince someone to change a point of view and to look at things from your way of thinking, you are selling.
This is where learning some tips to pitch to a potential client comes in handy. Check out these suggestions below. It could prove useful to you some day.
Use the Power of Storytelling
For most people, parents and teachers reading them stories is one of their first and fondest memories. Humans love stories. Open your pitch with a story about a client, removing identifying details as needed. Craft it in such a way that it demonstrates how you overcome challenges and is compelling enough that they want to know what happens next.
Draw the client in and then begin talking business.
The Savvy clients who tend to offer the higher commissions are shopping around. Don’t assume you’re a shoe-in.
Understand what your individual strengths are and how those are the traits that this prospect needs achieve their goals. Communicate your Unique Selling Proposition (USP).
Be You-Focused Not Me-Focused
Your words and language should be easy for your potential client understand. Now’s not the time to impress with your real estate vocabulary.
Talk less about “me” and “I”. Talk more about the client’s unique situation. Only talk about you in relation to how it helps them meet their goals.
The Seminar/Public Speaking Pitch
For a seminar pitch 1, 2 and 3 above are great for a pitch. But to it we’ll add:
A Trending Topic
Connect with your audience with a trending industry topic. Is flipping houses really worth it? How do I know if I qualify for a 1031 exchange?
Engage with a Question
What’s 1 question that when answered would completely qualify a seminar participant for your services? Craft this question and ask it to both engage and get everyone in the room thinking about why what you’re about to share is the best idea they’ve ever heard.
The Networking Pitch
In a competitive industry like real estate who you know matters across real estate, finance, construction, government, advertising, etc. The stronger your network, the better you’ll be able to deliver results. In this article, each section builds upon the last with the above points important in networking as well. To networking we’ll add.
Use Impactful Words
It’s okay to use jargon when networking as long as you’re networking with a close industry peer. Convey confidence and competence by not beating around the bush in ineffective wording. Professionals are busy and look for immediate value to signal that they should continue the conversation.
Practice, but Don’t Memorize
Networking should always seem genuine and mutual. It shouldn’t sound overly rehearsed. Do practice in front of a mirror along with your smile and stance. But be careful not to sound stoic or rote. Be open to interruptions in your train of thought. Plan for them, adapt and stay the course to make that connection.
Elevator Pitches Matter
Maybe you’re a natural at the pitch. Maybe you aren’t. But all of us could benefit from tweaking our style to better seal the deal? Would you add anything to our list? How have you used these keys in your own pitches? Comment below.
Article contributed by:
Anthony Gilbert REALTOR® ABR®
13785 Research Blvd #125, Austin, TX 78750