Hey guys, we are still in a low supply market. It's the lowest supply real estate market we've ever seen.
Despite the marketing changes and interest rates rising and the market dynamics kind of influx, still low supply and high demand.
So based on that, how can we go out there and still crush it in the market? How can we thrive despite the market conditions starting to shift under our feet?
One strategy is use the "Pocket Listing Strategy."
It's one of my favorite strategies and it's totally underused. Very few people do it.
Here's the concept:
One in seven homeowners today has raised their hand and said they're interested in selling the next three years. That's 15% of the population.
Drive through any neighborhood, and one of every seven homes you drive by is thinking about selling in the next three years.
There's a massive pent up seller demand, but how do you turn the key to unlock it?
Well, a large group of those people may not be...
My wife and I had something exciting happen: We downsized! We moved out of our big house into a much smaller house because three outta four of our kids are out of the house and we want to travel some more.
We're like a lot of people in our generation. We're in that mindset of scaling down. But what's interesting is over the years, in our big house, we received a lot of marketing messages from REALTORS and the marketing messages always focused mostly on the agent getting a listing. For instance, the marketing messages would be a postcard, a door hanger, etc. and it would say something like this:
"Are you considering selling? Call me."
"Would you like to know what your home is worth? Call me."
"I have a buyer who may be interested in your home. Call me."
Now, what are all those marketing messages center on? The agent getting your listing. And I get it. I've been guilty of the same thing.
But what if we changed tactics and we focused on...
Hey guys, quick idea for you. Actually two.
First one is: Have you mapped all the home anniversaries for clients you sold a home to in 2021? Maybe you go back even further. You could go back to 2020, 2019 and map those home anniversaries of those closings, and then give everybody a call as their anniversary comes up.
You can say, "Hey, happy home anniversary. By the way, I did a quick updated CMA on your home for you to let you know what your home is worth and to show you how much equity you've built up over the last 12 months. It's incredible. Let me show you what's happened here."
That will be a value added call. People will appreciate you're making the call and they'll be looking forward to it next year.
Okay. That's a one idea.
Second idea is this time of year, everybody's starting to file their taxes. Get it in front of it. Send everybody you closed a home with in the last 12 months a copy of their HUD and closing statements so their...
A few of you are suffering from what I call referral resistance. What's referral resistance mean? It means you've got a pretty good size database of people, a sphere of influence, and it's not performing well.
In other words, you're not getting a lot of referrals. Your sphere of influence isn't sending you buyers and sellers.
It's because the people in your sphere don't quite trust you enough. They don't quite see you as the expert that you know you are. And because of that, there's resistance to sending you referrals.
So how can you overcome referral resistance?
I'm gonna give you three quick techniques to help you with that:
1. You have to be the experts in their minds, not yours.
How do you do it? You need to be giving them information regularly about the real estate market. Now, this is super easy to do because you are given information all the time. One of the places you are given information from is your local MLS system....
One thing that we should do this year is cut the dead wood.
What does that mean?
It means we don't wanna be walking up a mountain, our mountain being our figurative goal set that we've set for ourselves and have a backpack full of rocks on our back.
Now, what is that backpack full of rocks?
Those are clients that don't wanna sell, that don't wanna buy, that are wasting your time, that are frustrating, that are angry people that we do not need to be carrying around on our backs anymore.
We need to cut them loose and work with people that really wanna buy and sell.
So going into the new year, how can we approach our business a little bit differently?
One is to work with ready and willing clients which sounds crazy, but it is so simple that it's obvious, right?
We need to work with ready and willing clients.
Having a ready and willing conversation is important. So I'm gonna give you my "ready and willing" conversation script when I'm...
I want to talk to you about what I call the algorithm of sales. And what that means is that there's some base numbers in our industry, that if you embrace them, it can unlock unlimited opportunity.
The problem is most agents don't want to embrace them. They just want somebody to hand them a buyer or seller. Or for a buyer or seller to literally lay down in front of them so they can just start working with them.
Guys, that doesn't work.
You have to go out there and work the numbers if you want to do well.
I'm going to give you six numbers that are going to be just what I would call standard in the industry that you have to embrace for you to have success.
1. For every 30 conversations you have, you'll average one closing.
So if you want to make 300, 400, 500, $600,000 a year, you just have to figure out how many closings you need. And then multiply that number by 30, which will tell you how many conversations you need to have in...
What is your power base?
Have you ever heard that term before? Well, your power base is a measurement and it's a great measurement that all of us should understand and really work towards improving over the course of the next 12 months.
So here's what it is:
It's the amount of sales your database is producing every year per member. So I'm going to give you an example to kind of put this in perspective:
Let's say you have a guy named John. John's a realtor has been in the business for years. Let's say John sold 22 homes last year. And his database size was 232. So we had 232 people on his database, created 22 closed signs last year. He can simply divide the 232 by 22 and this gives him his power base number, which is 10.5.
What does that mean? That means for every 10 and a half people in his database, he's averaging one closed sale.
What's the national average?
It's about 10. So if you're doing 10 and a half, your database...
What is Q2?
Well, Q2 is your most valuable asset. And you might not even know it.
Your most valuable asset is your database, your sphere of influence, we know that.
But what's Q2 mean?
Q2 represents the quality and the quantity of your database. So let's look at those two issues and how they can impact your bottom line coming into the new year.
Let's start with the quantity. What does that mean? Well, if we know that for every 10 people in our database, we'll average one closed sale, knowing that quantity makes a big difference. In fact, when I talk to agents on a regular basis, and I ask, how many transactions did you close last year? And they say 10, 12, I'll say, how big is your database? Let me guess. It's probably 80 to 120 am I right? Most people will say, yeah, you're right on the money.
Because your database is a reflection of your performance. Smaller database, smaller performance. Larger database, larger...
This week, we got some great information from NAR and some good news for the market.
We've had this kind of trending downline with home sales across the country. Now we've had a sharp turn in sales:
Sales are up 7% compared to September.
So why would we have this kind of dramatic increase in sales right now coming into fall?
There's a couple of key reasons:
1. There's more listings coming to market
We're seeing more listings coming to market every single month. The market is building with listings right now, which means buyers can finally find what they're looking for. So if you've got buyers on the sidelines, encourage them to come back in, because now there's more and more listings piling in. And there's listings coming back on the market as well.
2. Interest rates have stayed low
But the biggest reason why buyers are coming back to the market?
3. Prices are moderating
People are finally bringing their prices down to meet the market. And...
Zillow announced recently that they've stopped buying homes!
In their press release, they said they had supply chain issues and labor shortages, which is interesting because when you look at what they actually did in Q2 and Q3, where we've had kind of the same issues going on, they actually doubled the amount of homes that they purchased during that time compared to last year.
So why would they go from twice the amount they were buying last year to stopping on October 18th?
Some people are saying that one reason might be they're seeing market changes, just like we've been talking about. They're seeing a lot more listings coming to market which creates pricing pressure and competition. So they may not be able to come in and pay these high prices and then resell it at an even higher price. Because Zillow runs a flipping operation, right?
So we're actually seeing that. I've got a lot of students and a lot of parts of the country that...
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