At this time of year, a lot of sellers will say something like this:
"Hey Jim, I think I'm just going to wait because I will probably get more from my house later anyway. So I'm just going to wait until spring or summer and see what happens then."
How do we address that comment or that concern?
I'm going to give you one script that's worked for me over the years. And it works by talking about the fact that when we're staying and rebuying in the same market, waiting doesn't make a lot of sense.
So let's put this in practice. You might say,
"Hey, I hear what you're saying, but here's something to consider, right? If you're buying or selling in the same market -- because the entire market's going up in value at the same time -- waiting to sell your home to buy another home just means the other home you're buying is also going up in value at the same time.
In fact, there's a little bit of a Delta that if you're buying a higher...
Hey guys, when you set a price on a property, how fast do you pivot if you got the price wrong?
And we all get prices wrong, I've gotten prices wrong. Anybody that's been in the industry for any length of time has gotten the price wrong.
So how fast do you pivot? How fast do you reach out to the seller to try to get that price adjustment?
There's a new study done by ShowingTime, which shows that the average across America, in our current market for there to be a massive drop in activity is five days.
After five days, activity goes straight down.
So we have a five day window to try to generate a lot of showings and hopefully multiple offers. If we get past that five days and we don't do an adjustment, we're probably going to have a hard time meeting the market where it's at.
So we have to lay the groundwork with sellers and have a conversation with them about this five day window. It's not two weeks. It's not three weeks. It's not a...
How much does what someone sees on TV impact their buying patterns or buying behavior?
And that's a question that was asked within the new staging report from the NAR — the National Association of Realtors. And here's what they found:
63% of REALTORS say that when they're out showing homes to buyers, that the buyers requested to view homes that were comparable to those that they had seen on TV.
Because of that, 35% of REALTORS say that they have patterned their staging around what they see on TV as well. So TV is definitely having an impact in the real world of selling real estate.
So when we look at those numbers, when we dig deeper, here's what's interesting:
When we ask the bigger question, how many REALTORS are actually staging listings at all?
Here's the numbers:
* 31% of REALTORS stage every listing.
* 13% only staged difficult homes
* 8% only stage high priced homes
But most interesting...
If you want a quick way to generate conversation through text with your Sphere of Influence, here's a great message that's resonating with a lot of my coaching students.
Look at your Sphere of Influence. Pull 5 or 10 people you're going to text today. And here's what you're going to say:
"Hey, have you ever looked at what your home is worth on Zillow? I'm curious as an agent, do you think it's sort of close, wrong, or right on the money?"
Watch what happens when you put this out to your Sphere of Influence.
Now, you can do it through a text or you could post it on social media. It's a great social media post and I guarantee you're going to get into a lot of conversations with people.
The end result of these conversations should be that Zillow is wrong 95% of the time.
In other words, 95% of the time, they don't get within 5% of their eventual sales price of the property. That Zillow's own data.
By the way, if you haven't looked at it,...
Land is the last thing to heat up in any market. And it's the first thing to cool off.
Why is that?
Because everybody takes the low hanging fruit. If you think of the real estate market like a tree, land is at the top of the tree. Everybody takes the low-hanging fruit before they get to land.
But now that everything is sold out in most markets, people are wondering what they can do. And that's when they decide to build.
That's why land is starting to heat up. Also, developers are starting to buy land so they can subdivide it and build more homes. Which is another reason why why land is starting to heat up.
As an agent, you can actually go after land as a prospecting method. It's an effective method because very few agents are going after land right now.
But as you drive around in your neighborhoods, you'll see a piece of land in a subdivision that's not developed. Or you'll see a piece of a lot that's an infill lot...
Are you looking for more ways to find listings? I'm going to give you three more strategies right now.
Over at erealestatecoach, we've got hundreds of strategies over there. Lots of classes, lots of free material over there to check out. And we'll give you two weeks of free coaching. But today let me give you just three quick strategies:
1. Checking out the garage sales and estate sales that are coming up in the spring market
This is where people are downsizing all their stuff. They're doing the spring cleaning and they're deciding to get rid of a few things. But there could be an opportunity for you to reach out and make contact. Now, what would be the script? I'm going to give you those scripts right down below, but you could use this as a mailer, a postcard, an email, or just a direct approach either in person or over the phone.
So you might say:
"Hey as a local REALTOR, I noticed you had a recent garage sale. I hope it went super...
Are you doing circle marketing around neighborhoods where you have an active, interested, and qualified buyer?
If your answer is no, then you're missing a massive opportunity to unlock listings — not just for your buyer, but for yourself and for your business.
So I'm going to give you the single best circle marketing letter I've ever received as an agent. Because I own several properties, I get a lot of marketing from agents. But this particular letter really struck me as being super powerful.
I'm going to give it to you right now. And then you should take this letter and run with it. When you have a buyer that's actively engaged and wants to live in a neighborhood, send a mailing using this letter to unlock some listing opportunities.
Here's what the letter said:
My name is... and I'm a broker with 123 Real Estate. The reason I'm sending this letter is that I have a buyer who has interest in buying a home...
Let's say you have an active, qualified buyer who wants to live in a certain neighborhood. But you've shown them everything and can't find what they're looking for.
One technique to try is to identify any for sale by owners in that market that are either new for sale by owners or what I call "legacy" for sale by owners. Meaning, people that were on the market three, four, five, six months ago, even as much as a year ago.
We give you some great techniques to do that over erealestatecoach. But then the question is, what do we do once we are making the call to these for sale by owners?
What do we say to let them let us in the door? I'm going to give you the script that I'm going to put it down below. So you have it. And if you like this script, and you'd like to see more, I can share with you where you can find more of these scripts. But here is the script:
"Good morning. I noticed you have a home for sale in Laurelwood. And just wondering if...
What is educational marketing?
Educational marketing is one of the most powerful techniques you can use to build trust and unlock more buyers and sellers for your business.
But how do you do it?
Well, you got to understand that a lot of expert marketers use what's called "The Curiosity Gap." That's where you pose a question or you put a statement out there and then it makes people curious about knowing the answer.
Now we fall into this curiosity gap all the time — from headlines to news soundbites that are trying to get you to watch the news at six o'clock, book covers, wine labels, and all kinds of things create curiosity in us. But when we look at our knowledge quest as human beings, we're always driven by not knowing and the power of wanting to know what we don't know, right?
So here's an example of this:
One of my good friends, Scott Lewis, a superstar realtor that I work with put this post out. And it was simply about the...
Why is list price versus sales price such an important number to know and master in your market?
Here's the answer:
Buyers and sellers need to understand that when they're making or accepting offers, this number will have impact. And I'll give you an example:
Every buyer wants to get a great deal, right? Every buyer wants to feel like they're beating the market. So when we sit with a buyer, we need to educate them about what's happening in the marketplace. For instance, in my market today, sellers are receiving on average 99% of list price. Some are getting much more — they're getting 105% or 106% of list price. But the average in our market is 99%.
So with a buyer, what I'll say to them at the beginning of the relationship is:
"Hey, you know, many homes sell for full price in our current market, or even over full price. But the average is 99%. The key is to see how aggressively the sellers price their home compared to other listings in the area....
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