Why estate agents are problem solvers

I read a good article on the ThinkTraffic website recently about how being the solution to a problem is the best way of generating search traffic.

It's true - when people are using search engines, they're looking for answers.

I think this is also quite a refreshing way to look at your business. Your customers are looking for solutions too - that's why they pay you! Viewing your services from their perspective can help you clarify your sales message, particularly at such a time of change.

• They need advice about the process or related legal issues.
• They want to know more about the local area - the facilities, properties, prices, etc.
• They want properties that match their needs.

Add FAQ pages or guides to your website, use a blog and list your properties widely and these boxes are ticked.

Vendors and landlords have more varied needs, some of which they may not even know about before first speaking to you. Qualifying your potential customers properly will help you understand their specific priorities and needs:

• They need advice on value (though are increasingly capable of determining this themselves with the amount of information available online these days).
• They need advice on positioning - on their target audience and likely buyer profiles.
• They want advice on making the most value from their property.
• They need expert negotiators who have a professional distance from both parties involved and are able to act without emotion.
• They need advice on the process.
• They need someone who can devote appropriate amounts of time to their asset.
• Sellers need to be ready to move in the right timeframe.
• Landlords need good quality tenants and ongoing management.
• Most of all, they need an audience.

Proving that you can solve these problems at an acceptable price is the key to winning their business.