SOLD in 45 to 60 days

SPEED
Faster is always better? Usually there is a penalty for more speed. In Aviation more speed requires less drag, less weight, more lift and more POWER-Thrust. Usually one must give to get, but that’s not always the case.

If I could sell your property for 30% less than your last list price in 45 to 60 days, what would that time be worth to you?

Let’s use a real world example. A commercial building, light assembly to be exact, is listed for $2.1M.  Most local experts predict time on the market through an ordinary sales method to be approximately 14 to 24 months.  Total monthly holding cost for our sample building are $27,000.  If I sell this building in 60 days for $1.5M, (which we did) the owner would have to sell this building at full list price ($2.1M) within 22 months in order to achieve the same value that we delivered. (Do the math).

Did we sell this client TIME ? Absolutely. Did he understand, Time Value of Money ? Absolutely. Did he understand the opportunity cost associated with waiting an additional 22 months to sell his building ? Absolutely.  Could the commercial broker guarantee that his building would sell 22 months later for full list price ? Absolutely NOT.

 
I have just used a technique called Dollarization.  Until your potential client can see dollars and cents, you’ll have a hard time convincing her that you are bringing value to the proposition.
This  is also referred to by Jill Konrath, “Selling to BIG Companies” as your value proposition.  Until the potential client sees your value proposition, you’ll have very little chance selling our method of marketing.