Author Archives: Gary Elwood
Author Archives: Gary Elwood
After 22 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 any agent can use these to double, triple or even quadruple your listing inventory in 2018…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 MVR automated info line 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 our MVR system can 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.
…and if you don’t have a good quality pre-listing video, package or materials put those things together ASAP!
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 anywhere from 20-40% 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 2018.
Lastly, 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!
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!
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 2018 is virtually guaranteed.
** 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!
This is one of those super-basic fundamentals most agents make excuses about with, "I'm too busy!" or..."I just don't know where to start."
Yet, if you talk with top agents, they're all doing this RIGHT NOW!
The subject can seem basic, maybe even a bit boring, but it's one of those core fundamentals that if you ignore it, or give it lip service, you're setting the table for a weak and far less profitable 2018.
Yes, we're talking about business growth planning!
So, to help you reflect, get focused, and plan for a hugely successful 2018, I've got a special free gift for you, our 3-part training series with John Gualtieri, "Your 2018 Business Growth Plan"...no strings attached.
Here are the links (no email address required)...
This is the exact same process all of John's mega-agents go through each year, star agents all earning anywhere from a low of $300,000 a year to a high of over $3.2 million a year!
So dive in and take some time to go through this annual process deliberately, thoughtfully and with serious intentions.
It's like the old saying...
...but not you!
That's not who you are...
Right now is the time to craft your 2018 business growth plan!
...and learn to enjoy the process.
If you’re a real estate agent right now in 2017, going into 2018, 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!
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 1-3 hours a week to produce dramatically better results.
However, agents just continue to buy into the “no-work, done-for-you” solution to lead generation because it just sounds 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 1-3 hours a week to implement and maintain.
Also, both sources require a modest understanding of marketing, how to write ad copy, and reasonable sale skills.
They are Call Capture and our newest Enhanced Call or Text Capture with Preemptive Direct Connect. Preemptive Direct Connect 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 hearing 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 much higher conversion, at a lot lower cost, producing far more bottom line profits for you!
Like to know how our agents do it? Attend one of our upcoming webinars…
To your real estate 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 positively 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 deafening…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, and I’ve sold over 26,000 agents 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.
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 August of 2017…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…
…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:
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 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!
If you’re not generating enough leads…
…good enough quality leads
…or you’re not converting enough of your leads
The answer may be easier than you think.
It starts by knowing exactly where buyers and sellers find their agent, which ironically begins by avoiding the deadliest mindset in real estate.
It’s a toxic thought process that leads to never-ending frustration.
…a mentality that leads to constant bouncing from one lead generation idea to the next, and never getting consistent results.
It’s a habit pattern that no agent is totally immune to because…
We all believe, at some level, someone else must have figured it all out, and if we can just borrow their “magic formula” life and business will be great!
The “dream” is the perfect real estate transaction producing sales funnel, the completely automated listing and sales machine.
It’s like an Amazon store, and every day you just check in to see how many people bought or listed a house with you, right?
You could go on nice vacations 3-4 times a year.
…live in the nicest home.
…even have a second home in the mountains or on a lake.
…drive the nicest cars
…send your kids to the finest schools
…and frankly it would be a living paradise, right?
It’s “the grass is always greener over there” syndrome.
Unfortunately, it’s never actually greener…
Agents relentlessly pursue the newest, latest-greatest magic pills, all while lasting success is sitting directly in front of them, just waiting to be harvested.
The challenge with success is, it takes consistent hard work, an unwavering discipline not to get pulled off task, and an unrelenting focus on fundamentals.
Yet, agents constantly chase the next new “shiny object” in hopes of discovering the dream!
Well, sorry to pop anyone’s bubble…
…but the automatic transaction producer DOES NOT exist.
…and the newest super-revved up website or Facebook strategy…nope!
Those things are just more of the “greener grass” hook that keeps draining agents’ pockets, and ultimately drives agents deeper into debt, frustration, and ultimately completely out of this business.
Look at the numbers put out by the NAR and you’ll see what I mean.
For example, let’s take a look at a source of business 93% of agents believe is important to their success going forward.
When asked if this source of business was part of their business plan this year, 93% said “yes” or “I will be making it a part of my plans.” So…
Nearly the entire agent population believes this is VERY important.
What is it?
It’s social media, specifically Facebook, and Facebook marketing.
It’s the newest, latest RAGE in real estate marketing!
Now my question is: If social media is so important, how much business is it producing, and does it justify all this attention? See…
I don’t care about opinions, everyone and their cousin Joe has one.
I’m interested in what the data, the numbers, and what the hardcore facts are telling us, because that’s what I like to base my business decisions on.
When it comes to social media and its ability to drive business through your doors, I want the smoke to clear, all the hype on the shelf, and let’s just take a good hard look at the numbers.
So, for answers I turned to the National Association of Realtor’s 2017 Buyer and Seller Generational Trends Report.
Based on that report, let’s see what it says about social media and its effect of driving business through your doors.
On page 72 of that report it shows you exactly where buyers found their agent, and on page 133 it shows you exactly where sellers found their agent.
See, one thing that will change everything for you, almost overnight, is knowing exactly where all your business is coming from…
…not sort of knowing!
…but KNOWING EXACTLY where all your business comes from!
If you know exactly where all your business is coming from, you can focus all of your time, energy and money on improving those sources of business, right?
So what are those sources of business?
What is it that’s really driving business through your doors?
…and specifically, how much business is social media producing?
Well the 2017 trends report gives it all to you in black and white, and answers that critical question, “Where do buyers and sellers find their agent?”
On page 72 it says…
…less than 1% of buyers
And on page 133 it says…
…less than 1% of sellers
…find their agent through social media.
Pause for a few seconds.
And really think about that.
…less than 1% of buyers
…and less than 1% of sellers
…find their agent through all sources of social media COMBINED!
…99% of buyers
…and 99% of sellers
…DON’T find their agent through social media!
It’s hard to believe, right?
With social media being all the rage, agents are spending BILLIONS of dollars, and countless hours every single day trying to figure it out…
Yet 99% of buyers and 99% of sellers…
…DON’T find their agent through social media!
And again, it’s all right there in in black and white on pages 72 and 133…
Now am I saying you ignore online marketing and social media?
No, you’ve got to be online, visible and easily accessible…
Where your online visibility is crucial, is after you’ve had your first conversation with a prospective client, because it’s their natural default to go online and check you out.
Once you’ve had a good conversation, they’re thinking, “Gee, Bob or Sally really seems like a great agent. I think I’ll go online and check them out.”
Well, if they can’t find you…
…that’s a problem!
Or if you’re web site looks like you’re partying and it’s 1999…
…that’s definitely a problem!
How much of a website, social media and online profile do you need to solidify that feeling they already have about you?
The answer is…not that much.
All it takes is a good LinkedIn profile with a dozen or so client recommendations, your Zillow profile with 15-20 five-star reviews, and then a very average Facebook fan page and your own personal website.
That’s about all you need…and all those things can be set up for a few hundred bucks and you’re good.
…if you’re trying to fish from the social media lead generation lake
…you just might be fishing in the wrong lake!
…unless of course, you’ve got really really deep pockets!
Which that’s a completely different story for a different day.
Today I want to focus on those sources of business you can easily afford, that actually drive clients through your doors!
…like those on pages 72 and 133 of the Generational Trends Report.
If you focus on your most important sources of business first, the “greener grass” mindset will never get the best of you, like it does for so many agents.
Then, when you want to leverage your key sources of business and produce 3-4-5X the response, get signed up for our 14-day free trial.
We’ll show you how to drive new business through your doors predictably, consistently, and all for pennies per lead!
The decision to take our service for a test drive is a complete no-brainer.
It’s completely free-of-charge and you gain instant access to all our marketing resources, action plans, ads, scripts, follow up pieces – everything!
You’re free to download all our materials, and even if you don’t stay with us, you’re free to keep our materials and use them for as long as you like.
Then you get access to our new cloud-based MVR technology, and all the tools you’ll need to have interested new buyers and sellers CALLING YOU!
Better yet, those buyers and sellers will be calling you, before any of your competitors have even the slightest clue how you’re doing it.
So get signed up for our 14-day free trial, and take advantage of all those free resources, that again are yours to keep regardless. And…
Here’s to your continued real estate success!
Do you feel like you’re leaving business on the table?
…you know, according to NAR stats, people driving up in front of your listings are some of the best buyer and seller leads anywhere, 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!
So how can you bust out of this cycle, of the big boys stealing your prospects, and you grab that prospect’s attention and open up a real live conversation with them?
It’s not an easy answer and there are no “quick fixes”…
However, there is a way.
It’s a process that takes a little bit of effort.
It’s a system that takes thoughtful implementation.
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?”
Well I’m here to tell you there is a way to beat Zillow at this game.
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 that starting 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!
So 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 Zika-filled 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 Desires and Motivations that 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 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 this year’s 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 we do it.
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 in the midst of 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.
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 20 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?
Attend our next webinar and we’ll show you exactly how we do it…
Together we can kick Zillow, Trulia and Realtor.com’s butts…check out our webinar info and together let’s help you take back control!
All the best,
Proquest Technologies, Inc.
This is the second in our series of free blog posts you can use to generate seller leads. Remember, blogging isn’t going to overwhelm you with leads. You’ll pick up a lead or two a month that you otherwise wouldn’t have. So I want you to be realistic. If it adds 3-4 transactions a year to your total it’s worth 10-15 minutes a week to put this source to work for you.
So here’s your next free “copy paste” blog post. Again, all we ask is that you maintain our citation as the source.
Also, if you haven’t used the previous blog post, feel free to grab that one before we take it down next week. Each time we post one of these “copy paste” articles for you to use we’re going to wait seven days and then take the previous post down.
So here’s your second free blog post for 2015…
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At the risk of sounding cliché, the old adage “The early bird catches the worm” definitely applies to selling your home. Those who get started early tend to sell for more money in a shorter time.
There are three basic reasons.
Reason #1 – Buyers doing research in the winter months are generally more serious about buying soon. As the weather gets nicer, it tends to pull a lot of daydreamers into the process. On sunny days people like to drive around and “window shop.” It’s a pleasant way to pass the time, but unfortunately a lot of these folks don’t have serious intensions or can’t afford to buy anytime soon.
Reason #2 – Sellers who get started early tend to generate a higher sale price because they have more time to get their home in tip top shape for showings.
As most good agents will point out in their listing presentations, the typical home has anywhere from 5-15 items, ranging from minor issues to major improvements that need to be addressed before putting a home on the market.
So get focused on knocking these things out, because the last thing you want is to be working on your home while the best buyers are buying and being taken out of the market.
We’ve all heard, “Timing is everything.” Well, in selling a home that’s often true. The best buyers, the ones who will offer you highest sale price, tend to be drawn out of the market early.
So prepping your home for sale sooner than later, is a good idea.
Reason #3 – Getting started early allows you to research, educate yourself on market conditions, and find out who’s doing a great job of listing and selling houses in your area.
You’ll gain understanding of the market and narrow your list of potential agents, enabling you to mentally and emotionally prepare. Selling your home can be a rollercoaster ride of emotions and choosing a quality agent, someone who will be your trusted advocate, goes a long way towards smoothing out all the potential bumps in the road.
So to recap, getting started early will help you in many ways. You have time to knock out all the prep work. You give yourself time to do your research. And most important, it positions you to have the best possible chance to sell your home quickly and for the most money.
As always, if there is anything at all I can do to help you, please feel free to call me at 1-555-555-5555. The conversation is always free and you’re under no obligation of any kind. My entire objective in our conversation is always to help you in any way that I can.
Also, to help you with some of these important steps in preparing your home for sale, I’d like to invite you to receive our special free report, “11 Things You’ll Need to Know to Pass a Home Inspection.” Just call the recorded message anytime 24 hours a day and I’ll get that report out to you ASAP!
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If you’re an agent reading this feel free to call the recorded message line. It’s an automated demonstration that will show you how this little ad on Craig’s List, your Facebook page, your web site, a local throwaway newspaper, your farming newsletter, a postcard or virtually any other marketing source can have you actually talking with sellers immediately!
I’m not talking about capturing a lead, calling them back and interrupting their dinner. I’m talking about having a live conversation with them immediately, right when they call, while they’re interested and have questions.
Would you rather interrupt people in the middle of something, barge into their lives and attempt to strike up a real estate conversation…or talk with them while they’re actually interested and want to talk?
Based on our clients feedback, catching people at the right time increases your chances of having a meaningful conversation by over 1000%! So check it out!
Call and it will show you how we help you break down the voicemail barrier and actually talk with sellers while they’re actually interested and want to talk.
Feel free to use this blog post with or without the ad. If you don’t have our MVR service, just post it without the ad. If you do have our MVR service, publish this blog post with that ad and watch your blog leads pick up substantially!
Until next time here’s to your success!
All the best,
Proquest Technologies, Inc.