What’s the most important thing you can bring to your clients? Is it your knowledge of the local market? Is it your negotiation expertise? Is it your property marketing skills? While all of these skills are important for your clients, I would suggest they are not THE most important thing you can bring to your clients.
The single most important thing you can bring to your clients is clarity. Whether they are buyers or sellers, clients who are not clear have a difficult time making a decision. If a seller does not have a clear understanding of the current market and their property’s value, will they price their home to sell? Probably not. What about buyers? Do confused buyers make a decision? No, they want to “think about it”.
How do we provide clarity to our clients? Studies show that 60% of the population is primarily visual learners so we know that showing is better than telling for most clients. Simple charts and graphs are much better methods to communicate than text or single line MLS search outputs. So what to use? Trendgraphix charts are an option but can be busy and hard to decipher. We have a program that uses MLS data to show the client their odds of selling and illustrates the inventory flowing in and out of the market using the concept of water flowing in and out of a pond. Both are good/simple visuals for our clients and help them become clear about the state of the current market so they can make decisions.
Compare these charts to a single line MLS report which many brokers use in their CMAs. Which do you think is easier to read, understand, and provides more clarity for a client? Think about what you use to educate your clients on the market. Does it provide clarity or confusion?
All the best,