Author Archives: Gary Elwood
Author Archives: Gary Elwood
Are Open Houses a thing of the past?
Showings gone forever?
No to both. That’s a bit on the dramatic side.
We are all having to deal with things in a way that we have never done before. We are all having to come up with creative solutions to maintain our lives, our jobs and frankly, our sanity as well.
The video we linked to below is not an endorsement of a specific brand, but it does offer you a solution.
Proquest Technologies is in its 25th year. We have believed in the integration of other technologies along with our system to create a well-rounded real estate business. That holds true, even more so today.
Many states have opened up, but people still are looking for alternative ways to remain safe and still function.
We integrate with most CRM’s. We’ve done that for years.
We can also help you with virtual tours…virtual Open Houses…virtual anything you want. This is just an example of how to use a Matterport camera.
When you create a virtual tour, link to it through your Proquest system.
Create a "Recorded & Text Info - 24 Hours" extension…
Title...123 Main Street Open House
Recorded Message: “Are you looking for a beautiful home in an established neighborhood with tree-lined streets? Look no further. 123 Main is a beautiful home that…”
Make sure your extension recording is between 30-45 seconds. Then use your prompts to create live conversations…
Use “Say Yes” Prompt: “Would you like additional photos, current up-to-the-minute pricing, or a video tour of this home, if so, say yes.”
If you are available: Your system calls you and gets you on the line seconds before your prospect says, “yes”. This transitions into a live conversation 80-90% of the time.
If you are not available: Your system auto-texts your prospect info, captures your lead, and drops the lead into your CRM….for you to follow up later.
When can't answer your phone and have a live conversation with your lead, your prospect hears your "Send a Text Message" prompt that says, “A text message with a link to photos, current pricing, and a virtual tour is being sent. As a courtesy, our pricing assistant will contact you shortly, to ensure you received the proper information. Thank you for calling.”
Here's a sample text message your prospect will receive.
“Thank you for your interest in 123 Main Street. For photos, current pricing, and a virtual tour go to: www.sample-property-info.com”
This keeps you current and keeps your business open and ready to serve.
...and find out how you can get our service free!
Here's to your continued success!
Watch...then read below.
The Crash of 2007 and 2008
Whenever something happens statewide, country-wide, or worldwide, we all have one singular choice. That choice is how we react.
Remember 1999 when so many people were afraid that all the computer systems would shut down the world as we knew it because of Y2K?
Remember when the Mayan calendar predicted that the end of the world was upon us…I’m happy to say I remember it, but not the date…or the year.
We are now emerging from a worldwide event that begs the question…“How will you react?”
We've seen stores depleted of necessities. We've seen polarized views of how politicians and leadership react and make policy changes to accommodate this “new normal.”
We will see all kinds of new things becoming part of our regular lives…praising heroes and those on the front lines, valuing service workers, social distancing, the phrase “new normal”, memes on masks, the nation’s obsession with Tic Tok, talk shows being shown from home on Zoom meetings…the list goes on.
Here’s how this applies to you, the real estate professional. We are…YOU ARE Essential. Regardless of what the nation faces, buying and selling homes continues in every place.
How that’s done may change.
What the closing process looks like may change.
How mortgages are granted may change.
But people will always need a place to live and how you react to this pandemic will shine a light on what kind of professional you are.
How you react and adapt during this time of "reopening the economy" will also dictate how much business you do in the future.
When the market crashed in 2007 and 2008, many real estate agents fled the industry and pursued other careers. Those that stayed did well. Those that adapted to the REO/Short Sale and Foreclosure world also did well.
Here’s the application for you now…with your Proquest Technologies platform, you have a voice and the power to become a leader in your community.
You can set up extensions for people that need to buy and sell a home. That will never change with this platform.
You can also set up extensions to provide information on where to go for much needed aid and assistance.
You can set up extensions for drop off locations for food, clothing, masks, etc.
Extensions for help for the elderly.
Extensions for restaurants reopening, that have been barely scraping by.
Extensions for shout outs…have people call in and give a shout out to the heroes they’ve connected with…post those extensions all over social media and let their voices be heard through your platform.
Extensions for Good News reports.
Extensions for affirmations, quotes, links to happy YouTube videos.
Extensions for National Disaster Preparedness.
Extensions for new quarantine recipes that were successes.
The potential goes on and on and on.
Will any of this lead to the bottom line profitability of your income? Maybe. Maybe not. But what it does is it makes you the voice, the face the connecting point in your community.
Will it cost you anything extra to do any of that…not a penny. You have 1,000 extensions at your fingertips. Use them.
I hope you watched the video and remembered the line, “The only thing to fear is fear itself.” When your community sees how you respond to this situation, they will react accordingly. If they see you standing strong, that gives hope that they can as well.
This gives your community a glimpse as to the person you are. The character you have. And when this is over…which it will soon be over, you will be standing as a light and trusted source in your community.
Here's to your success!
Ever approach a FSBO or an Expired and they completely shut you down?
It’s because they’re sick of the typical sales approach.
Want a new and better way to have real success with FSBOs and Expireds?
It’s called CONTRIBUTION!
GIVE before trying to GET!
That’s one of the many things that makes the Proquest Technologies system great for working with For Sale By Owners (and Expireds) is that you’re able to approach them from a place of contribution and not from a place of…sign here on the dotted line so I can list your home…the “typical sales approach”.
You give them something of value…and you do the work for them.
You hand them our plug-n-play FSBO tool kit.
You set up an extension for them.
You take some great pictures of their home and help them create a flier that will show the highlights of their home, from the templates we provide you.
Give them a sign rider that is specific to their home.
Sit back and let the calls come in.
Here’s the benefit to them…
They have the power of a call capture program giving them leads sent directly to their email that they wouldn’t have had access to previously. Give them your word that you won’t reach out to those leads for at least 24 hours.
The benefit is they get access to reach out to these leads before you ever touch them. After that, you’re able to follow up with those leads because it’s possible that they were looking for something different than the FSBO.
Now…how does this apply to Expired listings?
People are cautious…and they should be. What if you were able to present the FSBO program option to Expired listings…but with an added bonus for both of you?
Do the same thing to list their home. Provide the use of your Proquest Technologies system.
You will do the same foundational work…set up the extension, create the fliers, put them in the flier box.
Here’s the magic…
This time you are the one to process all the calls that come in through the system. If you have someone that’s interested, before you set the appointment, they have to go to a lender, preferably one that you have partnered with on the system.
Prior to the appointment, they have to show you a pre-approval letter before they can gain entry to the Expired home.
What does this mean?
Safety, Safety, Safety…forget location, location, location.
If you let random people through their home, you can’t fully verify that they have the ability to purchase a home to begin with. Pre-approval saves that. This greatly reduces the number of people going through their home.
The best part is this system provides you with a list of pre-approved buyers that have already jumped through some initial hoops saving you time on the front end.
Even better, according to NAR, 46% of all buyers have a home to SELL!
So, it’s a simple path to super high-quality buyers…AND SELLERS!
It’s a DOUBLE WIN for you!
In closing, think CONTRIBUTION…not “typical sales”.
When you call an Expired client with this amazing offer, you aren’t just listing their home, you’re providing them with an alternate solution that protects them, their home, their family’s safety and you as well.
How’s that for contribution?
Go forth and… GIVE before trying to GET!
Here's to your success,
Did you know?…
According to NAR, people driving up in front of your listings are the best marketing leads in real estate. They want to buy…AND…last year 46% of those same people had a home to sell too!
…but the challenge is how do you reach out to them?
…how do you engage them?
…what can you do to get them to CALL YOU FIRST?
Right now, they drive up, pull up your listing on Zillow or Realtor.com, and just drive away and you’ve got NOTHING!
…a big fat ZERO!
How do you bust out of this cycle, of the big real estate sites stealing your leads, and you grab that buyer/seller’s attention and get them to open up a real live conversation with you?
It’s actually quite easy. In fact…
…and here’s the utterly ridiculous part, many of your uniformed real estate colleagues will tell you it doesn’t work.
They’ll say, “Why in the world would someone call or text for info, when they can just look the house up on Zillow?”
…because you’re going to make it easier to respond to you, by using the same emotional drivers they use to steal your leads right out from under your nose.
In fact, do you know the #1 reason prospects use Zillow, Trulia or Realtor.com?
According to page 59 of the latest NAR Buyer and Seller Generational Trends report 87% of the reason prospects use those big web sites is…
Based on the vast amounts of data NAR collects, the most compelling marketing content in real estate is…PHOTOS!!!
Photos are #1! They’re your most potent marketing resource and your hottest prospect trigger.
So how do you leverage photos to beat Zillow at their own game and at the same time generate the highest quality listing leads in your market?
It begins with 94% of all real estate searches start online. Both buyers and sellers start their search and research online.
However, the far more important question you need to ask is…
The reason this is such an important question is it’s at this precise moment, when prospects are taking their next step, that you’ve got a very powerful strategic advantage over Zillow, Trulia or Realtor.com…IF…
…you know exactly what to do and how to do it.
See it’s at this one single solitary point in time that you can quickly and easily cut all the big web sites completely out of the picture.
So what do prospects do next, after they’ve gone online?
For that answer let’s look at page 47 of that same NAR report…
So the #1 thing more than 3 out of 4 prospects do after searching online is they get in their cars and go drive by homes!
After going online the very next step is driving by the home!
More than 3 out 4 amazingly HOT prospects are jumping in their cars, and it’s right at this precise moment that you can smash Zillow, Trulia, and Realtor.com, like a blood-sucking mosquito, and deliver the fatal blow!
However it’s right here where…
It’s at this single solitary point in time that you’ve got your hand on the guillotine and can slice their lousy lead-stealing heads off…
In fact, it’s the ONLY time throughout this entire sequence of events, from initial online search, clear through to closed transaction, that you’ve got such a commanding position and can cut them off at the knees.
However, if you don’t know what to do, or how to do it, they’ll just continue stealing your leads right out from under your nose and selling them to one of your competitors.
The worst part is when agents have this phenomenal advantage, they just roll over and submit to Zillow, letting them win without putting up even the slightest bit of a fight for the prospect, as if they have no control.
Well that’s complete and utter baloney!
Because right in this moment, when these amazingly valuable prospects are in their cars, you can totally and completely kick their butts!
In fact, it’s actually quite simple…
Step #1 – Appeal to the Exact Same Wants and Desires They Use to Steal Your Leads!
If prospects want photos, detailed information and pricing… GIVE THEM PHOTOS, DETAILED INFO and PRICING!
However, rather than just giving away all your ammunition, use these key points of understanding to entice your prospects.
Use your prospect’s desires to trigger a response! You want to get their Attention, build Interest, amp up their Desire…and then prompt Action.
It’s the proven AIDA formula.
Then it’s onward to…
Step #2 – Make It Easier to Respond to YOU Than Zillow!
In this moment, when they’re in their car looking at homes, you’ve got to make it completely frictionless. You want to make it so easy to respond to you that they don’t even think about Zillow, Trulia or Realtor.com
Step #3 – For Pete’s Sakes Don’t Distract the Prospect!
When you’ve got their attention for a second…don’t screw it up!
All you want to do is get them on the phone, connect with them and have a good quality conversation, and then move that conversation to a face-to-face meeting as fast as humanly possible…
Plus here’s another amazingly valuable EXTRA BONUS with these ready-to-do-something-right-now “drive-by” prospects…
YOU READ THAT RIGHT!
Again, it’s all buried in the NAR Buyer and Seller Generational Trends Report. That report is filled with some amazing insights!
On page 24 it says that 46% of buyers “owned their previous residence.”
In other words they “sold” it, which by direct inference means…46% of buyers have A HOME TO SELL!!!
Here’s a screenshot of that page…
So when we’re talking about the amazing quality of these “drive-by” prospects, please understand we’re NOT just talking about buyer leads here…46% of the time these are LISTING LEADS!
Now let me show you how you can capitalize on this amazing opportunity.
Here’s a brochure done our way…
Slow down and look real close at this brochure.
Pay particularly close attention to all the subtle little details.
Notice how we put photos (87%) front and center?
Then there’s the promise of detailed information (84%)?
And then the last incredibly important psychological hook, or emotional trigger we use to real them in, is current “up-to-the-minute” pricing.
We’re very quietly taking advantage of a deeper understanding of your prospect’s behavior, and our timing is absolutely perfect. We’re engaging your prospect right at the perfect point in their actual sales cycle.
That’s why we call these “perfectly-timed live conversations.”
Again, we know they search online, proceed to drive by homes, and then with this brochure in their hands we’re able to effortlessly set the hook.
So the first reason our flyer will have you beating the pants off of Zillow is we’re appealing to your prospect’s strongest desires.
The second reason our flyer will have you taking back control is your carefully crafted marketing message will fly into your prospect’s radar at the absolute perfect time.
We’ve all heard that “timing is everything” right?
Well in this invisible tooth-and-nail battle for the prospect, you’re going to deliver the knock out blow to Big Z by having the absolute perfect “sales cycle timing” on your side.
Then the third reason our flyer will have you busting up The Big Three “Lead Cartel” is it employs one of the most powerful laws of influence and sales psychology, “The Law of Scarcity.”
This is what Dr. Robert Cialdini wrote about in his groundbreaking book, Influence: The Psychology of Persuasion.
In that book he lays out the six universal laws of persuasion. These laws are THE primary drivers in virtually every speech, marketing campaign, or any sales message that compels people to take action.
This is one of those subtle little moves, a key psychological trigger, that over 99.9% of your competitors won’t have the slightest clue. They won’t recognize it. They won’t perceive it. And they simply will not get it.
But what our flyer does, with the words “up-to-the-minute pricing,” is it subtly implies an exclusive channel to the latest “insider information.”
…i.e. “The Law of Scarcity!”
… 🙂 I know!
It’s kind of tricky, isn’t it?
It’s like we’re playing secret little Jedi mind tricks!
Well if you’re fighting with the likes of Zillow, who wants to steal every last dime they possibly can from you, and they’re extremely smart to boot, you better bring your A-game, right?
However, we’re not done yet!
I’ve got one more golden nugget for you… 😉
This process, this “simple little brochure” that’s been through tens-of-thousands of tests, split tests, and comparisons, works like your own personal marketing Stealth Bomber because absolutely no one in your market sees it coming…no one!
Your competitors think it’s old-school. So you will have a wide open playing field to exploit this for months and years to come.
The best part is prospects respond to you over all the other “apps” out there because it’s smoother, simpler and easier for them to get what they want.
And with the way we channel their response, the biggest benefit is you get to TALK with nearly every prospect RIGHT UP FRONT!
Plus, you’ve got the added benefit that these are THE BEST LISTING LEADS in real estate!
In over 24 years of working with real estate agents, I’ve never seen a more potent opportunity for you to harvest both buyer and seller leads with your curbside marketing done like this!
And candidly, if you don’t market like this, Zillow, Trulia and Realtor.com will just continue to win by default, end of story.
However, right now, today you can change all of that!
Want to know how?
Sign up for our 14-day free trial and we’ll be happy to walk you through the entire process step-by-step.
Together we can kick Zillow, Trulia and Realtor.com’s butts…get signed up now and together let’s help you take back control!
All the best,
Proquest Technologies, Inc.
Imagine your next listing appointment…
…it’s an awesome home.
…the sellers are highly motivated.
…and this listing would be a huge win for you, because it’s right in the heart of an area where you’d like to become the dominant player.
The sellers are cordial.
They show you around.
…and then they drop the bomb!
They inform you they’ve been talking with the top agent in your market.
The husband turns to you and asks, “So why should I list with you, over Bob Smith, who’s the top agent in this market?”
Are you fired up?
Are you filled with anticipation?
…just chomping at the bit to compete nose-to-nose with Mr. or Ms. #1?
…or are you thinking, “DAMN…why am I even here?”
Interestingly, the second response is what our clients inspire in other agents.
Quite often, when other agents find out they’re competing with a client of ours, they just cancel the appointment and don’t even bother trying to compete.
Granted, these agents have built a killer reputation that causes other agents to just cave in and walk away.
That type of reputation can sometimes take years to develop.
However, we hear stories all the time from new clients who don’t have that type of reputation yet, who are winning listings away from other top agents consistently. And…
…or some inside relationship that’s doing it either.
It’s a very well-rehearsed presentation that clearly articulates (and demonstrates) our client’s Unique Selling Proposition, or USP.
It’s a presentation that, in very clear terms, shows sellers how and why our agent has a unique advantage that other agents can’t match.
When asked the question, “Why should I list with you?” our agents light up with excitement and can’t wait to show sellers what they’ve got.
It’s a marketing system and process that pinpoint targets the sellers’ “most important potential buyers.”
It’s a system less than 1 in 100 agents in your market have access to.
And it’s a system, where even the 1 in 100 with something “sort of like this”…those agents don’t have the slightest clue how to present it…NO CLUE!
…because no other agent can match the impact you create with your sellers.
Everyone else is presenting in a passive way.
They’re telling the sellers things…and showing them things.
Our clients actually get sellers physically involved in their presentation…in a way that actually demonstrates their value to the sellers.
This process is a little bit like a “stage production” because it has…
…a “screen play”
…a “main character”
…and your surprising “star moment” that builds and creates a very real emotional impact on your sellers.
These are the elements that slice through all the noise in your market and…
Would you like to know how can you replicate it?
Listen to this short recording and imagine using this approach in your next listing appointment.
I guarantee you it will help you seal the deal!
P.S. Would you like to use this presentation on your next listing appointment?
If you’re a real estate agent right now in 2020, you know the pain and frustration of lead generation.
You buy or generate leads at a very high cost…
You call, text or email your leads endlessly…
…yet very few of your leads ever answer their phones.
…or respond to you texts or emails.
You spend large sums of money, invest enormous amounts of time…
Yet very few of your leads ever actually communicate with you, or even acknowledge you.
That’s why lead generation is nowhere close to as profitable as it used to be 5-10 or 15 years ago.
Today you get to spend all that time, energy and money and you’re lucky if you get a 1-2 percent conversion rate.
If you’re spending $30 a lead and getting a 1 percent conversion, it’s costing you $3,000 to produce a single listing or sale!!
What's even worse is with conversion rates continuing to get worse, literally by the day, $3,000 per transaction is a completely unsustainable model.
What if with just one small shift you could go back in time 5-10 years, and be getting 5-10 even 15 percent conversion rates or more, like agents used to get 5-10 years ago?
Sounds a bit like a pipe dream, or some shiny new magic pill, doesn’t it?
With one small shift you can instantly make your lead generation efforts massively profitable again. It's called...
Preemptive Live Connect creates a live conversation with 80-90% of your real estate leads…instantly!
It’s a process that’s unlike anything you’ve ever seen before in real estate.
It combines lead capture software, speech recognition technology, and a mobile platform called MVR 2.0…
It’s a system that guides your leads through a conversion funnel, has them saying “yes” for additional information, and at the instant they say “yes”…you’re already on the line waiting to answer their questions. So it seamlessly transitions to you for a live conversation.
Again, it’s called Preemptive Live Connect!
It’s incredibly powerful because you’re actually talking with your leads instantly, right while their interest is at a peak and they have questions.
Compare this to any other lead generation process and you’re calling people back and talking into their voicemail the vast majority of the time.
In fact, according to Pew Research, last year over 91% of all outbound calls ended in voicemail or no answer…so capturing leads and calling people back is a process that’s getting worse by the day.
Reflect on your own experiences…
If you call 100 leads right now, how often will you get voicemail or no answer?
Then, on the few occasions where you do get someone on the phone, how many of those people cut you off or hang up?
Contrast that against our new MVR 2.0 mobile app with Preemptive Live Connect…our agents are talking with 80-90% of their leads instantly, right when the prospect has questions and their interest is at a peak.
It’s a revolutionary new process that can have you converting 5-10, even 15 percent of your leads or more. In fact, in one of our case studies one agent converted over 26% of his leads into closings…actual commission checks!
So no, this isn’t a magic pill or a pipe dream. It’s a new process that positions you to be talking with the best prospects in real estate instantly, while they’re hot and they’re interest is at a peak.
This breakthrough system and mobile app are a game changing development.
Simply sign up for our 14-day free trial and check it out for yourself.
Our 14-day free trial gives you complete unrestricted access to everything we offer…software, speech recognition technology, our new mobile platform, and all the sales and marketing materials to implement our 8 buyer and seller lead generation action plans.
However, the most important part is you’ll be talking with leads LIVE…as they inquire…and while their interest is at a peak and they have questions.
That’s the reason you’ll convert 5-10 times more than typical internet leads.
Again, it’s our Preemptive Live Connect…
…but again, don’t take my word for it, just sign up for our 14-day free trial and take our complete system for a 14-day, 100%-free, test drive.
…and as you’re testing things out, if you have questions please let us know.
Here’s to your continued success!
Would you rather be competing with 1,000’s of agents in your area…or zero?
Simple answer, right?
It’s a lot easier to get a prospect’s attention, stimulate interest, build desire, and then prompt action if you’re the only agent the prospect is seeing, right?
The major challenge with virtually every marketing source you’re using to find and generate listing leads is…
Virtually all your competitors are doing the exact same things!
…Facebook, Google PPC, Retargeting Ads, you name it!
With any of those sources you better have deep pockets and be a brilliant direct marketer to have any hope.
Anymore, those sources are getting so over-crowded, that you’ve got to be a world class copywriter to have any chance of cutting through all that noise.
In fact, the “advertising noise” is getting so loud it’s like you’re trying to have a conversation at a rock concert!
So with all the noise blasted at prospects 24/7 by all your competitors…
If Facebook, Google PPC, Zillow, Trulia and Realtor.com are all so over-crowded and the noise is so loud…what’s your plan for how to get real estate listings and slice through all that noise to actually compete?
Frankly, I’m a fairly good copywriter, helping over 26,000 agents purchase our services using direct marketing sales copy, but what agents are facing in all these sources is pretty intimidating.
You can spend thousands, and even tens of thousands of dollars online and come up with a complete goose egg.
Agents are constantly telling me things like, “I’m spending $2,000…$3,000…even $4,000 a month or more for Google PPC, Facebook ads, and other online lead sources…and I’m barely breaking even.”
…the crazy part is agents saying that are the better examples.
Most of the agents I talk to are bleeding badly from those sources.
So how do you fix it…
In the early days of Walmart, Sam Walton made a strategic decision to “go where the competition isn’t.”
Now obviously Walmart is everywhere today, but in the early days of the company their biggest strategic advantage was building stores in small underserved markets.
That laid the foundation for massive future growth.
Well I encourage you to use a similar strategy. I call it…
A perfect example is a strategy our agents are using to target baby boomers in…(drumroll please)…small local newspapers!
I know, I know.
Everyone else says, “Print is Dead!”…
Well for millennials, who make up 18% of all homes sellers, it might be dead.
However, for baby boomers who make up 54% of the all home sellers it’s alive and well. Boomers will pick up those “throw-away” newspapers in the morning, grab a cup of coffee and browse for 5-10-15 minutes.
Then, when that potential listing prospect sees our agent’s ad, there’s no competition…it’s the only one of its kind.
Our agent has effectively, “gone where the competition isn’t.”
However, what’s every bit as important as “having no competition” is effectively targeting potential home sellers and getting them to actually pick up their phones and call you.
That’s the key, and to accomplish that it’s a three step process…
Step #1 – ZAG!
The crowd is zigging, overusing Facebook, Google PPC, and other extremely expensive channels that are all getting overrun with competition. So…
You ZAG and “go where the competition isn’t,” like Walmart in the early days.
Step #2 – Target Home Seller’s with a Headline that “Calls Out to Them!”
Once you get in front of a potential seller, through sources your competitors aren’t using, you have to be skillful with your message.
You can’t simply pound your chest with things like, “I’m #1” or “Multi-Million-Dollar Producer” or my personal favorite…
“I Need Listings”
If I’m a seller…should I actually care that you need listings?
If I’m a seller…am I supposed to have a concern about what “you need”?
No…not really…unless maybe I’m your mom!
Other than that, sellers don’t give a rat’s fanny what a real estate agent needs!
All they care about is, “What can you do for me?”
…how can you help me sell my home for the most money
…in the least amount of time
…and with the fewest hassles and frustrations possible?
That’s all sellers care about!
What you need is of ZERO interest to them!
So keep your ad copy focused on them because…
For example, here’s a headline from an ad in one of our listing lead generation action plans that works with amazing consistency.
“11 Things You Need to Know to Pass Your Next Home Inspection”
Now think about it…
Who would respond to this ad?
Who would care about passing a home inspection?
You got it.
The person responding this ad is thinking about the selling process.
So you’ve effectively “called out” to that person…now what?
Step 3 – Build Interest, Desire and Then Prompt Action
This is where the rubber really meets the road, because you can get attention, but if you don’t lead them to respond to you…you’ve got nothing!
So here’s where your ad copy has to grab them by the collar and sit them straight up in their chair.
You’ve got to take that tiny spark of Attention you just generated with your headline and lead them through the Interest, Desire, and Action phases of the real estate lead generation sequence.
You ‘ve got to build up their interest, intensify their desire and have them wanting your solution so badly, that they’re willing to pick up the phone and call for an “automated message” to get their free copy of your “special free report” that explains everything.
Yes, this approach has been around for years.
Yes, it’s somewhat “old school.”
…and yes, if you ask 20 other agents about this right now, 19 out of 20 will tell you it doesn’t work.
Right now…in 2020…they’re wrong.
We’ve got agents generating good quality seller leads every single day.
What’s even better, is I’ve got some who are actually doing it for free.
I discovered it just a few months ago, when I client of ours in an extremely hot market, told me about a simple little test he did in a Penny Saver!
A Penny Saver?
I thought those things were gone!
I didn’t know those free papers even existed anymore.
That’s when he told me, “I’ve been averaging 3-5 listing leads a week using Penny Savers”…
All I could think was, “You’ve got to be kidding, really?”
That’s when he further confirmed and said, “Yeah, I’ve been running this ad for over 3 months and it keeps working. About half the leads don’t pan-out, but the other half have turned into eight sold listings and counting.”
Yeah, my response was probably about the same as yours…stunned!
…but it’s true.
It’s pulling in free seller leads for this guy.
Since then I’ve shared it with a small group of agents, and each one who’s found a Penny Saver has had similar success.
One last thing though, not everyone has access to a Penny Saver.
Those types of papers are a dying breed.
However, while they last I’d recommend getting all you can from them.
The other, more sustainable lead source, is the small throw-away papers that survive through paid advertising.
If you have a paper like that in your market, you can run advertorial type ads successfully if you have:
* A proven direct response ad
* You negotiate a reasonable ad rate
* You get the “jump page” upper right corner placement
* You have a system to deliver an “automated message”
* A well-thought-out follow up process
* All the necessary follow up tools and resources
This simple strategy of “going where the competitors isn’t” is extremely powerful and incredibly effective…if you have all your ducks in a row.
If you’d like to have a complete real estate marketing action plan, with all the necessary tools and resources to deploy this strategy successfully, it’s Action Plan #6 in our training materials.
If you’re not a client, but would like to have access to this strategy, sign up for our 14-day free trial where you can download everything you need to execute this strategy flawlessly.
It’s a full-fledged 14-day free trial where you can download all our training, and it’s all yours to keep forever, whether you continue on with us, or not.
It’s our view, that if you see all we offer, you’re going to want to stick around.
However, even on the outside chance you don’t want to stay with our service, again all those resources are yours to keep and use for as long as you like.
So, get signed up and let’s ramp up this simple listing lead generation strategy, and help you generate 3-5 solid listing leads a week from sources your competitors are completely ignoring!
…and here’s to your success!
After 24 years of helping agents generate over 28 million real estate leads it’s extremely rare that a new strategy gets me excited.
Today most things in real estate are simply a sales pitch appealing to agents’ weaknesses, promising amazing production with little to no work or sales skill.
So, if you’re cynical and distrusting, I get it.
I am too!
However, today’s post comes from a private conversation I had with an agent whose team has closed over 500 units a year for 11 consecutive years and two of the strategies that came out are positively BRILLIANT!
The best part is you can use these to double, triple or even quadruple your listing inventory in the second half of 2020…for literally pennies per listing lead.
The first strategy involves leveraging every buyer side transaction you close…to get more listings.
You put this in your buyer agency agreement and explain it to every client that once you help them find, negotiate, and close on the home of their dreams, you’d like to put a sold sign in their yard for three weeks after closing.
So on the day of closing you go pull the listing agent’s sign out, give it back to them, and put your sign up with a SOLD rider on the top, and a brochure box and rider combo at the curb.
Then you follow that up with Just Sold cards to the neighborhood offering a seller-targeted free report like, “11 Tips to Pass You Next Home Inspection” or “How to Avoid 7 Costly Mistakes When Selling Your Home” that gets them to call or text your Power 10X Voice-Activated System to get that report.
What this does is gives you three weeks of...
Now every neighbor driving by will have your name emblazoned in their mind as the agent who’s selling homes in their neighborhood.
The other, even more important, thing is you keep your flier box full with fliers aimed at sellers in the neighborhood!
The beauty is when a neighbor picks up one of your fliers your Power 10X System will automatically text them a link to your pre-listing video, or you can cross reference the phone number with county records and mail them your pre-listing packet or book.
…or you could take it a step further and use it as a reason to drop by their home and personally deliver your pre-listing package to them.
You’re getting 21 days of pure seller-side marketing GOLD…just by getting permission on the front end with your buyers and putting it in your buyer agency agreement.
Then come closing day…you’re off and running…picking off every other seller lead in and around your client’s new neighborhood.
So, fliers in a flier box, that look like a buyer lead generation tool…NOPE!
You’re getting some of the best quality listing leads anywhere.
Plus, you’re branding yourself, like a red-hot branding iron tattooing your name across the minds of virtually every seller in and around your client’s new neighborhood.
This incredible strategy is literally pennies to deploy, and with a little smart upfront work you can be gearing up to dominate the listing side in the neighborhoods where you’re selling homes!
This one is even more powerful than the first strategy.
It’s newest best listing source anywhere!
It’s your BUYER LEADS!!!
It may seem counter intuitive, because you view them as “buyer leads”, but the fact is last year, according to the NAR, 46% of buyers had a home to sell.
Stop and really think about that for a moment.
Nearly half of all buyer leads, from whatever source, have a home to sell.
Now here’s the magic…take every buyer lead you generate and immediately begin a seller-side texting campaign.
This takes every buyer lead you generate and makes them massively valuable…IF…you actually do something about it.
With every drive-by lead you generate with our system, you can automatically initiate a seller-side texting campaign.
You can text them a link to your pre-listing video…
You can text them pre-planned text message aimed at seller-side questions…
You can cross-reference the phone number we capture for you with public records, and if they’re a homeowner, VOILA!
Now you’ve got a seller lead you can call, text, or stop by and deliver your pre-listing video, book, or resources.
Step 1 – Get SOLD signs out in front of your client’s newly purchased homes and buy three weeks of pure seller-side marketing GOLD! And use the flier boxes to generate seller leads!
Step 2 – generate more and more “buyer leads” so you can cross-reference them with public records to identify seller opportunities. You’ll find there are typically about 40-50% of your buyer leads are homeowners…meaning they’re going to need to SELL!
Once you’ve identified them, launch into your pre-listing text, call, and door-knocking campaign to deliver your pre-listing materials.
You do these two things well and you’ll easily double, triple or even quadruple your listing side business in the last half of 2020.
For even more strategies that can double, triple or even quadruple your listings ==>> check out our free 14-day free trial to learn other equally powerful buyer and seller lead generation strategies!
…and here’s to your continued real estate success!
Which would you prefer?
Lead source #1 - you convert 1-2 listings or sales from every 100 leads.
Lead source #2 - you convert 3-5 listings or sales from every 100 leads.
Lead source #3 - you convert 10-15 listings or sales from every 100 leads.
…seriously it’s not a trick question.
What’s so counter intuitive about this question is the source with the highest conversion rate is also your least expensive lead source.
Sounds even better, right?
Well, even though the source yielding the most transactions per 100 leads, at the lowest cost, would seem like the clear winner…
I know. It sounds completely backwards, doesn’t it?
Why would agents pay more for inferior results?
Candidly, it’s because lead sources #2 and #3 require a little more work.
Now it’s ironic, because we’re only talking about an extra 1-2 hours a week to produce dramatically better results.
However, agents just continue to buy into the “no-work, done-for-you” solutions to lead generation because they just sound so appealing.
You buy or generate leads online, plug them into a follow up system, and voila!
It sounds awesome, right?
The problem is you buy or generate 100 leads at a very high cost, and most of the time you rarely ever talk to those leads.
You call, text, or email them endlessly…only to have them close a transaction with some other agent the vast majority of the time.
Now let’s contrast that against lead sources #2 and #3…
These two sources have the highest conversion rates and are the lowest cost per lead. However, like I mentioned they do require a consistent 1-2 hours a week to implement and maintain.
Also, both sources require a modest understanding of marketing and a basic entry level of sale skills.
Source #2 is a Call Capture system and Source #3 is our new Power 10X Voice Activated System with "Easy Connect" Technology. Our new "Easy Connect" Technology has you TALKING with 80-90% of your leads instantly!
It’s this ability to connect instantly with 80-90% of your leads that has you converting 10-15 clients out of every 100 leads you generate.
So, rather than talking into voicemail over 90% of the time, like online leads, you’re actually talking with buyers and sellers as they inquire.
This is extremely powerful and the reason for our sky-high conversion rates.
If you talk to prospects immediately, right when they inquire, your chances of converting them to a client go up by over 800%!
Online leads have you getting voicemail over 90% of the time, when you follow up. Our process has you talking with prospects 80-90% of the time.
Talk to 80-90% of your leads…while they’re interested?
Or leave voicemail 90% of the time…and never hear from them?
Seems like common sense, right?
However, our approach does take a little more time and effort…
…but in the end, it’ll yield a lot higher conversion, at a much lower cost, producing far more bottom line profits for you!
Like to know how our agents do it?
Here's to your real estate success!
They are a group of 38 mega-agents...
...and this month their coach and mentor, John Gualtieri, shares "16 Secrets of the Mega-Agents"
...16 secrets they all have in common.
...model even a few and huge success in 2020 is virtually guaranteed.
16 Secrets of the Mega-Agents (Part 1)
16 Secrets of the Mega-Agents (Part 2)
16 Secrets of the Mega-Agents (Part 3)
** John Gualtieri is a coach and mentor to a small select group of the world's mega-agents and in these sessions John breaks out their top 16 real estate secrets and shows you how you can model them in your business.
Dig in...and Happy Holidays!