During this Podcast we have Matt Johnson author of the new book - MicroFamous: Become Famously Influential to the Right People. Matt is a real estate industry veteran who has worked with some of the most influential industry leaders in the real estate business. He is also the co-host of the wildly popular Real Estate Uncensored podcast.
During this episode we dive into some of the concepts and strategies for creating influence within your core audience group.
As Matt points out "Right now, there is a group of people running a simple, profitable business without being glued to their phones, their social media, or their marketing strategies. What’s their secret? They have become famously influential to the right people. And so can you!"
During this episode we dive deep into tactical real world strategies for creating powerful, meaningful connections with your database and the POWER Centers in your community.
In a world of influencers and social media...
What is a Legacy FSBO?
This is someone that put their house on the market but then they got cold feet, or they got tired, or maybe frustrated so they removed their yard sign and threw in the towel.....but they forgot to remove their listing from all the places they may listed their home, places like FSBO.com, and others. (Google FSBO's in your city for a complete list of sites that may contain Legacy FSBO's)
This provides you with a unique opportunity to reach out to these potential sellers. For instance you might say something simple like:
"Hey, I just was doing some deep research in your neighborhood this morning and I noticed you had your home on the market last June. Just a quick question, would you still consider selling to a cash buyer? Would you still consider selling for the right price? Would you still consider selling to a qualified buyer? Because I've got a really strong group of buyers that are out in the marketplace looking right now. If you've ever considered, still...
My friend and superstar REALTOR Adam McGrew recently shared a unique concept that he uses when talking commissions with sellers. He focuses his script around what the competition is offering and how the seller can be more competitive in the market.
His first step is to print a map of the area along with a list of properties that are currently for sale near the new listing. He then researches the compensation offered to buyers agents and highlights this information in his presentation. Next he asks the seller a simple question "So, you do want to be competitive, right?"
Not only do most sellers want to match the current compensation offered to buyers agents in the market, many want to incentivize buyers agents and encourage more showings by offering a higher compensation percentage.
Watch the video for more details...
As many of you are aware my wife and I live in Southern Oregon, over the past several weeks the entire West Coast has been ravaged by Wildfires. In our area two fires touched our lives. The first was the Alameda fire which burned through the towns of Phoenix and Talent Oregon and touched areas of Medford, Oregon. The second was the Obenchain Fire which caused a level 2 evacuation of where our personal home was located.
The outcome of these fires is that 2300 homes have been lost with hundreds of families displaced. While our personal home was safe, we did end up losing three duplexes to the Alameda Fire. These properties were in the center of a densely populated area where you would never think a wildfire would touch the structures. The good news is that our tenants all made it out safe (with literally minutes to spare) and we are insured for the losses.
10 Things We Have Learned Living Through a Natural Disaster:
Most of us have sent a just-listed/sold/pending postcard to a neighborhood. These can be an effective way to touch more potential sellers and unlock new listings.
But what if we had a different twist on this traditional marketing approach, that is more effective? Here are two different techniques which may dramatically improve your results:
The first is a pre-listing letter that you send out before you launch your next listing. Let's assume your sellers have given you permission to put their home on the market but strategically you are doing a coming soon campaign so you have a few days before the listing goes live in the MLS. This is a perfect time to do a pre-listing letter which will say something like:
"I will be marketing a new listing in you neighborhood in the next few days. As a courtesy I wanted to let you know will see some some increased activity. Also because I've done a ton of research in the area I thought I would reach out to you and offer my services. If...
It was an honor to have Joe Sesso on our eRealEstateCoach podcast program! Joe is the National Speaker and National Sales Director for Homes.com.
Since 2008 Joe has traveled the country speaking to more than 35,000 real estate professionals in 49 states on how to sell more real estate and build independent wealth using proven sales techniques and technology.
During the show we discussed his latest book - Secrets of Top Selling Agents featuring Alexis Bolin, Dirk Zeller, Michael J. Maher, Leigh Thomas Brown, Marki Lemons-Ryhal, Sherri Johnson and the late Howard Brinton! Joe was even kind enough to allow me to contribute a chapter to the book focused on For Sale By Owners!
Get ready to learn the best habits, mindsets, and tactics of super producer's in real estate.
Recently a coaching student come to me and had a question about negotiation because they had a really good cash offer on a higher tier property. They knew the seller wasn't going to be excited necessarily about the offer because it was less than full price.
Here were my two quick strategies:
First look and see how many homes have gone pending in your listings price range last month, it turns out in her case out only four had done so because of the price point. My suggestion was to point that out to the seller, for instance she could say:
"Listen in the entire MLS only four properties in your price range went pending last month. So this is a great opportunity! Very few sellers are even receiving offers - its' great news that we received an offer!"
Second look at the average price that people are receiving in your market - list price vs sales price -- in her case that number was 94.9%. The good news - the offer she received was 95.7% of list price. My suggestion was to...
The number one way to attract clients is with high quality inventory. So what happens when you are low on inventory?
Borrow a Listing
Of course you can borrow one from your own office colleagues, which is a common technique, but you can also borrow cooperating agents listings as well. To expand this concept you might target some of the top teams in your market and give them a phone call by saying:
"Hey, I'm looking to do some open houses this weekend, I know you have some great listings. Would you be open to allowing me to do an open house on one of your listings?"
You might be surprised to find that even though they have buyers agents sometimes these buyers agents are already busy, or they don't have enough manpower to do all the open houses they need to based on their listing inventory.
For Sale by Owner Open Houses
Another opportunity, which is really outside the box is to call For Sale by Owners in your market with this quick script:
"I have an out of the box question for...
Who is the urban flight buyer?
This is a growing group of people that live in major cities but are looking to exit densely populated, metro areas. In many cases they want to escape to a suburb or a more rural market because they don't like being trapped in their house because of Covid-19.
Why do people want to move?
Two key reasons why people are leaving metro markets - they want more space inside their home and then they want more space outside of their home. Behind this is a new ability to actually make the move a reality. Here are four reasons why this dream is coming true for so many people. First jobs are becoming more remote, especially for people that are working in an upper-tier employment role. In addition many school systems around the country have now gone to a virtual classroom. Third we are also seeing record low interest rates. Finally there is the quarantine lifestyle effect. Because of Covid-19 people are much more focused on their homes today because of 'shelter...
What is a mini brochure card?
These are over-sized business card sized brochures which feature a couple pictures of your listing, a few key bullet points, along with the price and address of the home. On the reverse side of the card is your contact information in the form of a traditional business card.
How do you use a Mini-Brochure Card for marketing and lead generation?
First when you take a listing provide these cards to your sellers as a way for them to provide information about their listing to family and friends. You might say:
"I am providing you with a stack of mini-brochures to provide to family and friends. I like to cover all bases with my marketing. The card has a link to my website so they see the virtual tour and HD photos."
The cards not only market the home, they market you as the listing agent. In addition they could go into a flyer box and be used at open houses. Another use for a mini-brochure is to use them when talking to the neighborhood, for...
Jim would like to talk to you about your real estate business with a complimentary 30 minute coaching session.
During the call be prepared to discuss - Your goals for the next twelve months. Your time management and priority management strategies. Your willingness to change and adapt to a changing market landscape, and your biggest choke points - what's really holding you back
The road to transformation starts with small steps. Take your first towards a better real estate business today...