The Farm and Ranch Specialist

1. The Farm and Ranch Specialist What’s Your UVP? Kasey Mock

2. Kasey Mock The Farm and Ranch Specialist - What's Your UVP? Austin, TX Plateau Land & Wildlife Management Business Development

3. Please complete an evaluation formfound in the back of your program guide. The Farm and Ranch Specialist - What's Your UVP?

4. The Big Why?Why Farm and Ranch?Why You? The Farm and Ranch Specialist - What's Your UVP?

5. “Top agents can easily explain what services they will provide to anyone who hires them. We have come to call these services the agent’s value proposition.” - The Millionaire Real Estate Agent, p. 94 The Farm and Ranch Specialist - What's Your UVP?

6. Top Service Areas of SELLER Value Proposition - The Millionaire Real Estate Agent, p. 95 The Farm and Ranch Specialist - What's Your UVP?

7. Top Service Areas of BUYER Value Proposition - The Millionaire Real Estate Agent, p. 95 The Farm and Ranch Specialist - What's Your UVP?

8. What’s Your UNIQUE Value Proposition? • Expressed Value to Clients • Why should I hire you? • What area have you mastered? • Brand yourself! • Separate yourself from your competitors. • Make commissions a nonissue! The Farm and Ranch Specialist - What's Your UVP?

9. Everyone Stand Up Sit down when I call out an area of real estate sales where you are not an expert. • Farm and Ranch • Residential • Commercial • Luxury Homes • Real Estate Auctions • International The Farm and Ranch Specialist - What's Your UVP?

10. Diversity within Farm and Ranch • Small tracts • Large tracts • Urban rural interface • Commercial use potential • Future development • Live water ranches • Tillable farm land • Revenue through crop production • Livestock production • Equestrian sports • Timber production • Ranchette development • Improving and flipping ranches • Working with investors • Wildlife habitat • Selling hunting properties • Benefits of 1031 tax free exchange • Understanding a conservation easement • Selling conservation real estate • Ecotourism opportunities • Property tax valuations • Pond and lake siting The Farm and Ranch Specialist - What's Your UVP?

11. “The very best real estate agents are able to translate this purpose and the reason people should hire them into a specific set of services that they will provide.” - The Millionaire Real Estate Agent, p. 94 The Farm and Ranch Specialist - What's Your UVP?

12. Plateau Land & Wildlife Plateau Land & Wildlife Management has been helping rural landowners protect and enhance their rural land since 1997. Plateau was born out of a law that was passed in 1995 by the Texas Legislature that made it possible for a property owner to maintain a tax savings while managing for native wildlife. The Farm and Ranch Specialist - What's Your UVP?

13. Three-Phase Approach To determine your Unique Value Proposition: • Mission, Vision, Values • Mastery of a Discipline or Area • Key Relationships and Network The Farm and Ranch Specialist - What's Your UVP?

14. Mission, Vision, Values A Guide and Filter for Your Business • Mission • Why are you in business? • Vision • Long-term goals • Values • What do people recognize as important to you? The Farm and Ranch Specialist - What's Your UVP?

15. Mastery What You Do Better Than the Rest • Your area of expertise • You are recognized for it • Committed to dominating this field Examples: • Do you sell equestrian better than anyone because you are an accomplished and recognized rider? • Are you a master at marketing destination properties? The Farm and Ranch Specialist - What's Your UVP?

16. Build Key Relationships No one succeeds alone, no one fails alone. • In your personal life • Agents in another field • Industry partners • Vendor lists • Farm and Ranch community network The Farm and Ranch Specialist - What's Your UVP?

17. Be Specific Generalities are not unique! • Write it down. • Live it. • Believe it. • Brand it. • Sell it. The Farm and Ranch Specialist - What's Your UVP?

18. Attract Sellers with Your UVP • Sellers want an expert professional to list their unique property. • Brand yourself as the expert in your market. • Motivate your sellers • Confident pricing strategy • Aggressive marketing strategy The Farm and Ranch Specialist - What's Your UVP?

19. Attract Buyers with Your UVP • Buyers want to know you can find the best property. • Protect their investment • Ability to distinguish between properties • Confident in your market • Negotiate terms • Often lifestyle specific The Farm and Ranch Specialist - What's Your UVP?

20. Avoid Distractions • Hold tight to your MVVB and UVP • Let them guide and filter your business • Especially dangerous for young agents • Team up with an expert • Distractions disguised as opportunity • Example: Plateau+ The Farm and Ranch Specialist - What's Your UVP?

21. Observations • Be more concerned with the relationship than the sale. • Become the source for information . • Leverage your UVP. The Farm and Ranch Specialist - What's Your UVP?

22. Be like the ski boat salesman! The Farm and Ranch Specialist - What's Your UVP?

23. “Extraordinary results are directly determined by how narrow you can make your focus.” - Gary Keller, The ONE Thing The Farm and Ranch Specialist - What's Your UVP?

24. Thank You! Please complete an evaluation form found in the back of your program guide. To download a free copy of this presentation, GO TO: www.familyreunion.kw.com/downloads