Have you ever had a buyer ask you, "What makes you different?"
If you have been an agent for a while, you know that question. It can feel awkward. You have sold homes. You have clients. You have years in the business. But when someone asks you that question, it can be hard to know what to say.
Here is the good news. You do not have to wait for that question. You can answer it before it ever comes up.
Bring It Up First
In your next presentation, just say it out loud. Tell them you have worked with lots of buyers before. Tell them one question always comes up. What makes you different from the other agents in town?
Then answer it.
When you say it first, it does not feel like an objection anymore. It feels like you already thought about it. That gives your client a lot of trust right from the start.
The Real Question Is About Listings
Here is the best way to answer that question. Talk about where listings come from.
Think of it like this. It is kind of like when a kid asks where babies come from. It feels like a big question. But it does not have to be hard to answer.
There are four places listings come from. Once your client understands this, most of their worries go away.
Place One: The MLS
This is the one everyone knows. The MLS is the big list of homes for sale. It feeds out to sites like Zillow and Realtor too.
But here is something a lot of people do not know. Only 81 percent of homes that sold last month were even on the MLS. That means almost one out of every five deals came from somewhere else.
So where did the rest come from?
Place Two: Homes That Came Off the Market
Sometimes a home gets pulled off the market. Maybe the price was too high. Maybe the timing was bad. Maybe the seller just was not ready.
That does not mean the seller gave up on selling. It just means it did not work out yet.
Smart agents keep a list of these homes. You can call them. You can send a letter. You can knock on the door. Ask if they would sell if the price and terms were right.
If you want a copy of the letter I use for this, grab it in the link below. It is free and it is a Canva template you can use in your own business.
Place Three: Your Agent Network
Some listings never even make it to the MLS. They stay quiet. Only agents know about them.
This happens when a seller does not want the hassle of open houses and showings. But if the right buyer comes along with the right offer, they might say yes.
This is why your agent network matters just as much as your list of leads. Build real relationships with other agents. You never know when they have a hidden listing that fits your buyer perfectly.
Place Four: Coming Soon Homes
These are homes that are about to hit the market. They are not listed yet. But they will be soon.
Some areas share this information on Zillow. Some do not. Either way, you need to know how coming soon listings work where you sell homes. Ask your broker. Ask your agent network. Stay close to this information.
Why This Matters
When you can explain these four places to a client, everything changes.
They stop worrying that you are missing something. They stop thinking you are just checking the MLS and hoping for the best. They see that you have a real plan.
That is what makes you different. Not fancy words. Not a slogan. A real plan for finding homes other agents miss.
We work with clients right now who want homes that are not even on the market yet. And most agents just tell them to keep checking the MLS and wait. That might be true. But it is not exciting to hear. Clients deserve more than that.
Your Next Step
If you want the letter template I mentioned, click the link below. Add your email and we will send it right over. Use it however you want in your business.
The next time a client asks what makes you different, you will already have the answer.