Saja is a sales agent with a national and well-known real estate firm. She has been trained to focus on her personal and professional network as a vital source of new sales leads. One of Saja's previous clients recommends her to someone interested in selling his home (Mr. Roberto). Saja schedules a meeting with Mr. Roberto for Thursday evening at 7:30p. During the meeting, Saja learns that Mr. Roberto is interviewing 3 separate sales agents from 3 separate real estate firms. He is concerned that most of these agents are only interested in selling their own listings. He asks Saja for her opinion on the most likely selling price and for how Saja might go about selling the property.

Discussion Questions

1) How can Saja use a value-added selling strategy as a differentiator from other local real estate agents.?

2) How might this strategy influence Mr. Roberto and his decision of which real estate decision to choose?