What Makes You Different?”- The Wrong Way to Answer (And the Pro Way to Flip It)

Alexis Valladares

Jul 29 • Announcements 🔔

Realtors—if you’re skilled enough to get a cold prospect to ask:

“So, what do you do different?”

That’s a win...But chances are, you’re blowing the sale with your response.

Here’s what most agents do:

They start pitching.

“Well John, I work with eXp… we’re a top brokerage.I’ve got a 99% list-to-sale ratio, professional marketing, drone shots, staging…”

❌ That’s not what they asked.

❌ That’s not how trust is built.

They didn’t want a resume.

They wanted to feel heard.

Here’s how you answer without answering:

“Look John, I appreciate that you’re even open-minded to exploring this conversation. I guess just so we’re on the same page. From what I’ve gathered so far, your top priority is selling this property for the most amount of money, right?”

John: “Yeah, that’s right.”

Then you follow with:

“So let me ask you—if you were to even go down the route of hiring an agent,what would be two critical things you’d need to see from that agent to even consider hiring them?”

💥 Now you’re in control.

💥 Now he’s pitching to you.

💥 Now you set the appointment—and deliver exactly what he asked for.

📈 Pros don’t answer. They redirect.

📉 Rookies pitch. Pros ask the next question.

📩 Want to see how I can help you master this, message me the work "MENTOR" & let's chat!

—Alexis

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