I called up a broker owner to ask if I might do a 10 minute presentation on my Home Staging services for their weekly sales team meeting. He stopped me right after I introduced myself and said... "Why should I have you in here when I have how many other Stagers calling me up every day? What makes Advantage Staging so special?"
I was glad he asked as I know I offer many services that other Stagers do not such as-
-over $30,000 in rental props and accessories inventory
-over 250 pieces of rental artwork
-a construction background for the jobs that require extra prep work before a Staging takes place
-a Live Green, Live Smart certified trainer for Realtors that want to get certified as a "green" Realtor
-the "go to" person for referrals to painters, renovators, electricians etc. that show up on time and on budget
-specialize in senior transition
as well as having a killer presentation. I have Realtors from Barrie to Toronto stop me in stores and say... I know you. You were in my office about 6 months ago. They only saw me for 10 minutes but they never forget my presentation.
What do you do that makes you so special? What separates you from the pack? Why are you outstanding in your field?
Take the time to find out what your niche is and I guarantee you will find a clientele for your work.
Havign the inventory is definitely huge:) Good for you for knowing your strengths when asked!
Hi Courtney, It definitely helped to have my answers ready. I know he would have basically dismissed me rather quickly if I hadn't been prepared.
The offices that I do presentations in have me back on average every three months as they know that I will have something to present to them to increase their bottom line that year. And who wouldn't like that? :)
We call it "having our 30 second commercial ready"
Hi Marc, that's it exactly! I am a member of BNI and the exercise each week of saying your two minute intro really helped me to refine my "30 second commercial".
What is yours?
Way to go, Michelle. You have to be ready at all times and you have shown that you are. Take Care, Jim
Michelle, I very much like that you had ready to go, your key diffentiators, your elevator speech. Very good. As a REALTOR I am just GREAT!! : )
Hi Jim, Ready, willing and able that's me. :)
Hi Gary, I know you are great as I read all of your blogs! :) If anyone hasn't read Gary yet, they should read a few and you will know what separates Gary from the pack by a mile, no make that 10 miles.
Hi Michelle, Just like you have been telling me.... be ready! CRACK
Hi Donna, LOL!!! you are too funny. If anyone hasn't read Donna's blog yet titled "the whip is out and it feels good" please do. You won't regret it!
Now tell us Donna, what makes you outstanding as a Stager?
Michelle, I would love to take credit for such a great blog... but it wasn't me, that blog belongs to Elaine.
Because I am just starting out, this is somewhat difficult for me to answer. However it is a wonderful thing to thing about as I move forward--just where am I going to make my niche. I need to be thinking about how I can answer that with my lack of experience. At least now, I realize that is something I need to consider and I'll get my answer in order. Thanks!
Hi Donna, oooops! thanks for setting the record straight on Elaine's blog.
Hi Vicki, this is something that you have to continually look at in your business plan and marketing.
It is best to not attempt to service all types of clients. Select one or two that you can specialize in servicing and get known as a professional in those areas. There is an old saying... jack of all trades and master of none.
In todays world the spoils go to those who specialize.
In my previous company I had 19 vans that installed natural gas lines in new subdivision sites. We didn't install the furnace, a/c, hrv's or boilers. We just ran the pipes that connected them to the meters. Find your niche and service the heck out of it. We did over 5, 000 homes every year.
In home staging, find who you would like to work with- vacants, condos, occupieds, seniors in transition etc.
I will be looking for your answer! :)
Michelle, thanks for sharing. I am off to real Donna's article as well. With what you write here, I cannot imagine why you could be considered as NOT special.
Michelle -- Thanks for sharing your quick, confident response. It did make me stop and think and compose my own. It is important to know what areas you excel in and that you do have something special to offer. Great post!
No matter who you are or what your business is, we should each be prepared with a concise answer to "Tell me about yourself." or "What do you do?" And I love how Michelle was able to tailor her "commercial" to answer this specific question - she was able to set herself apart and demonstrate value. Thansk for posting on ADE, Michelle! Julie
Hi Huiting, Thank you for stopping in to read my blog and the lovely compliment. :)
I really liked the catfish story on your site and suggest that everyone take a look at your homepage. Very interesting story and one that I can find useful.
Hi Margaret, I have done my good deed for the day! :) Let us know what you came up with. Don't worry about other people using your tag line as only you can deliver it in your special way, from the heart.
Hi Julia, It's all about value for your money. If I am not bringing value to a Realtor or a client why am I in business? Glad to be part of ADE here on AR. It provides an educational forum for designers and home stagers that is needed appreciated by those in the industry. Please check it out when you get a minute and consider joinging this new group. We can all grow and learn together.
As Huiting's story goes, if you put a stimulant in a workplace it increases everyone's productivity.
Great response to his question. It's always best to be prepared and know that you may be questioned so a not to be taken by surprise.
I once had a manager ask me the same question.
BTW, did you get to do the presentation?
Hi Dane, I did get to the presentation plus I went on to do two more when I added services to my business.
If you are growing your business, you always have a new topic to share and your enthusiasm shines through. I actually sweep people up in my excitement for what I am about to embark on and people really respond to it.
I found by joining business groups and having to give ''30 second commercials as they say'' when it is your turn to speak in front of the group has really improved our responses when put on the spot, or asked a off the wall question by a client.
Well done, and hope you get the job.
BB
Hi Brian, I cannot stress enough to find the right networking group for your type of clientele. My group cares whether I succeed or not and I care about their success.
They offer marketing ideas and help me to refine what I say about my services to the point that people say... "now I understand what you do much better" .
I give my networking group "key phrases" to listen for when they are talking to people so that they can easily recognise if I may be of service to their client and refer them to me.
I suggest that everyone think about what their "key phrases" would be so that their networking group knows which type of clientele you are looking for.
A good referral for me would be someone who is...........
As a Realtor I am always impressed by a good delivery of a message... any message and by reading your post, I can understand why you are successful, it does pay to be ready, the fact is you never know where your next client is coming from... It could the be next person in line at the store... right behind you, or like they say, the "elevator technique" when you only have 2 floors to go gets a bit tight... but you must perform nevertheless. Good post thank You Michelle.
Antonio & Alexia Cardenas, "The Realtors In Motion" www.ListedbyAntonio.com
Hi Antonio and Alexia, Thank your for stopping in to read my blog today. It is a simple, 30 second idea, but one that takes much thought and preparation to get just right. Thank you for the positive comments on my delivery. It is appreciated.
If anyone has the time, please check Antonio's and Alexia's website. They have their message up front delivered in a clear, concise way that expresses exactly who they are and what they offer with their services to the client.
Hi Michelle, What an excellent intro and specialty speech! You are a class act. God bless,
Hi Cheryl, Thank you for the wonderful compliment. As you know, your business intro is critical when meeting people to get your message across in the first few seconds. There's nothing worse than thinking after that you should have said something more important.
Hi Michelle, jeez I don't think I'd be able to come up with such a strong comeback if put on the spot like that, maybe I should make myself a mental list just in case.
Michelle, your posts are always thought provoking. And your comment to Cheryl is right on. "there's nothing worse than thinking after that you should have said something more important" Just as reasons to stage a home, you never get a second chance to make a first impression...goes for presentations and phone calling. How clever and right you are, and always prepared. Good job.
Hi Ronelle, my training started many years ago with a company that placed value on teaching their sales staff the anatomy of a sale. One of the most important being handling objections. If anyone has not been trained in this most important aspect of sales I suggest they ask around (especially Realtors) who they have taken a course from.
Hi Terrylynn, Thank you for stopping in and reading this post. It is an important topic to the success of a business. If you can't identify why you are special how do you expect others to figure it out. The Boy Scouts have it right... always be prepared.:)
I agree! One of our biggest points is, "We have approximately 45 homes worth of furniture, art & accessories. This means that no matter the size, price point or style of home we have something that will work for your listing/home. Because at any point in time we have at least 30-35 homes staged, we are also constantly investing in additional inventory. So if for some reason we don't have something available, we simply purchase additional inventory pieces. This means that you'll always have high quality pieces to make your property stand out."
This gives them several key information pieces:
Hi Melissa,
Love your reply,you definitely have the 1 minute "who are we and why are we special" down pat! You are the business woman of the year in my books.
All excellent reasons to deal with you company. Number one, you mean business.
When people that interested in starting a Staging business call me to ask for advice, the first thing I stress with them is that Staging is not a hobby and definitely hard work. It is not all fun and games like on TV.
As a Stager you are responsible for helping to market the sellers largest investment- their home. It is not an undertaking to be taken lightly.
Any new Stager would do well to read your posts on your blog on a regular basis for up to date information regarding Staging.