11 Basic Categories of Need

We have identified eleven basic Categories of Need that you can and should research to be a valuable resource for your clients:

1. Consistency in business flow: Marketing plans that provide consistent leads, avoiding peaks and valleys, analyze competitors in their market area, help to develop speaking opportunities for lead generation.

2. Hiring, managing, training assistants: Training, vendor relationships, job descriptions, identifying qualified candidates, transaction management.

3. Understanding business planning and forecasting: Goal setting, creating quarterly business plans, planning transactional volume and calculating buyer/seller split, turn time analysis (avg. length of home ownership in their area).

4. Utilizing technology to increase efficiency: Keeping in touch with past and current clients, using PDA’s, Blackberry’s and other technological tools, products a title company may offer to help them access information remotely and 24/7 for current orders and ordering customer service products.

5. Using technology to increase sales: Increasing value of websites, database management and Customer Relationship Management (CRM) systems.

6. Improving the response of marketing and advertising efforts: Working with professionals to increase return on marketing investment (logos, tagline, etc), marketing pieces have a “call to action” and focus less on them and more on what benefits they can provide to their client.

7. Cultivating referrals from past clients/sphere of influence: Creating strategy and follow up plans, CRM systems to support goals, client apprecia¬tion parties.

8. Tax and financial planning issues: Tracking expenditures, calculating real profit, find a good CPA who specializes in real estate professionals and small business owners.

9. Increasing average transactional value: Strategy to “move up” in home values.

10. Increasing sales volume: Goal setting, marketing efforts, farming, prospec-t¬ing, sphere of influence.

11. Increasing personal time: Delegating, hiring an assistant, specializing in something rather than trying to be all things to all people, goal setting.

By understanding these categories, you are better prepared to identify one need on which to base your solution and put yourself in a position to truly negotiate a percentage of business from your clients or prospects.

Happy Selling!