I just read a blog that stopped me in my tracks. It was called, “What If I'm Not Awesome Enough?” I'm going to paraphrase here, but I wanted you to know that awesome is not the primary thing that homebuyers are looking for!
So, think like a client would think. Let's say that Mr. and Mrs. Jones are looking for a loan officer to help them obtain a mortgage. They search a few websites. They check mortgage rates and loan programs. They see that they can apply online. They read a couple of testimonials. They might even be referred by a real estate agent. They like what they have read and have heard about you. They make an application.
Then you have Mr. and Mrs. Climber. They are looking for a loan officer. They search for the fanciest website they can find, such as the loan officer who claims to be a top producer. It has a picture of them with the President of the United States and who's been on Oprah. The interest rates and closing costs are a little bit higher. They don't care because they want to brag about how they (think) they are working with the best of the best.
For every Mr. and Mrs. Climber out there, there are 100 Mr. and Mrs. Joneses. You don't have to be awesome to be competitive. There are plenty of clients out there who don't care about awards or pictures or TV personalities. (In fact, they intimidate many people.)
The three things they are really looking for are:
1. Can you get the job done?
2. Does it fit their budget?
3. Is this person for real?
You don't have to show the world how awesome you are. You don't have to be flashy. You just have to show them that you are good at what you do. You just have to show them you are real. That you have their backs.
Don't assume that homebuyers will pay for awesome. They don't require the best. They don't even want the best. Some will. Most won't.
Take a look at your blog, your Facebook page and your website through the lens of the homebuyer. Ask yourself "Would you do business with you?"
