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The “Red Flags” Conversation with Sellers that Increases Your Chances of Selling Their Home

              

Use this script to have the "Red Flags" conversation with sellers before you list their house, so they value you as an agent (and don't shift the blame onto you):

"As your real estate agent, I want to discuss a crucial conversation with you, Mr. and Mrs. Seller. When we list your house, one of two things can happen. Either A) we have showings, which means the market is accepting our price. People are viewing the property, and this indicates they believe the price is fair.

Or B) we have very few or no showings, it could be an indication that the price is too high. If that's the case, I'll come to you immediately, and we'll have to make a quick adjustment. We don't want to be one of those listings that sit on the market without any action.

But there's also something else that can happen, a second red flag, other than price: We can have a lot of showings, but no one pulls the trigger and makes an...

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Insider Tips Script: The Trick to Negotiating Real Estate Commissions with Sellers

              

I have a really powerful way to have an honest conversation about commissions with a seller.

This is a great script from one of my top producers.

Here's what he says: "Hey, listen, here's my listing fee. My listing fee is [X, which could be 2.5%, 2%, 3%, or whatever number you choose.] I'm not trying to price-fix here. But what we really need to talk about is what we're going to pay the buyer's agent. We need to look at this as a marketing incentive to get buyer's agents to show the property.

To help you make a decision on what to offer the buyer's agent, I recommend doing a commission map survey. Put a pin on a map and look at every listing that sold within a certain radius, such as a mile, five miles, or half a mile. Of the listings that sold in the area in the last six months, you can see what commission they offered to the buyer's agent.

Based on that, you can decide where you want to be. You...

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How to Market Your Marketing: Boost Your Real Estate Listings with These Proven Strategies!

           

I have a quick question for you:

Are you marketing your marketing?

You might be wondering what I mean by that, right? Well, let me explain: As real estate agents, we do an amazing job for our clients. We use drone photography, staging, postcards, social media marketing, and more to showcase their properties. We go all out to sell their homes in record time and get them top dollar.

But who actually experiences all of this marketing? Sure, the buyers who purchase the property may see it, as well as a small group of people in our closest network. However, not everyone is seeing all of our marketing efforts. In fact, on social media, only about 4-6% of our audience is actually seeing our posts.

So, how do we market our marketing?

One approach is to create a success portfolio. Whenever you have a beautiful, photogenic listing, go all out and create a home book, do exclusive videography, Matterport, and everything else....

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How to Sell Your Home Faster: The Power of Competitive Pricing - Real Estate Tips

            

Today I want to talk to you about the current state of the real estate market:

There's 67% more inventory on the market today than there was a year ago at the same time, which is more than before, but we still need way more inventory than we have today. When you start to see listings linger, you need to remember that there are two types of markets: listings that come into the market and sell instantly with multiple offers still happen today, but then you have another group of listings that hits the market but then just lingers.

When you're talking to sellers at a listing appointment, it's important to talk about being competitive or looking at comparable sales data. Comparative versus competitive sales data is a very important concept that most REALTORS never talk about with their seller clients.

A comparative market analysis, or CMA, is what most REALTORS use to determine a home's value compared to...

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Double Your Listing Views with this Simple Pricing Hack - Learn How Algorithms Work

           

I have a challenge for you today:

I want you to imagine that you're a buyer who just landed in your area and has no knowledge about any REALTORS in the marketplace. So, go ahead and search for homes for sale in your market and see what happens. You'll likely be directed to realtor.com or Zillow. Now, pretend you're a buyer and go through the process of searching for a home on these websites.

As you go through the process, you'll notice that the algorithms push you through a funnel. The first thing they'll ask you is what price point you're looking for. They'll give you a list of price points to choose from, and very rarely will buyers type in a specific price. Instead, they'll be guided to choose a range from a dropdown menu.

Then, the algorithms will ask about bedrooms, bathrooms, and square footage before pushing the buyer further into the system. It's important for us as REALTORS to understand how the algorithms...

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How “Anchor Point Pricing” Helps Your Home Sell Faster—and for More Money!

         

I have a concept called "anchor point pricing."

Here's what it means:

During a conversation about price with a seller, I bring up the neighbor down the road who listed their property but didn't really want to sell it. They overpriced their house and have been chasing the market down with four price reductions in the last 90 days. Their home has become stigmatized and people think there's something wrong with it, no matter how low they price it.

I never want that to be the case for my clients, and you shouldn't either.

In this market, first impressions are critical:

The longer a property is on the market, the less it gets.

That's why we use anchor point pricing. Every time potential buyers drive by the overpriced neighbor's listing, they're reminded that they don't want to end up like that person. This conversation can be powerful when someone is on the fence about overpricing their property.

Want more secrets like this that...

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Unlock the Secret to Real Estate Marketing Success with AIDA Approach

      

Hey guys, what's the best way to make your real estate marketing really pop, to come to life and generate more buyers and seller calls and emails and texts?

Well, the secret is using the AIDA approach, which stands for:

Attention
Interest
Desire
Action

I want you to go back and measure all your marketing against this standard. It's simple and easy to understand.

It starts with Attention.

Is the marketing you're doing grabbing people's attention, shaking them and saying, Hey, you gotta look at me?When you look at marketing in magazines, on television, or on the internet, it has to break through the other 5,000 advertising messages the average American sees every day. So how do we break through? A lot of times, it's by asking a question, using photography, or creating visuals that are funny, ironic, or shocking. If it's the same old boring photos and headshots that you see with most realtors, it won't do that. We have to get outside the box.

The...

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How to Turn One Listing into Five Transactions

        

I want you to think about how many homes you sold last year that were your listings. So let's assume you sold 10 listings or five listings. What if I told you that you could take that 10 in times by five and have 50 transactions as a result of those 10 listings? Or if you took five listings, you times out by five and you could have 25 transactions. Does it sound impossible? It's not impossible. It's totally doable. You just gotta rethink how you're approaching your listings.

What smart, wise, savvy agents do, superstars do is they say, "Hey, I've got one listing and I can turn this into five transactional sides. Now how can we do that?"

I'm gonna walk you through it right now.

What are the five transactional sides that we create?

  1. 1. Sell the listing that we take
  2. Obtain a triggered listing
  3. Convert a buyer who calls or attends an open house for the listing
  4. Find sellers at your open house
  5. Turn your seller into a buyer and sell them...
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Effective Real Estate Marketing: Focus on The Why

        

About a year ago, my wife and I decided to downsize as we hit our fifties. We have four kids, but three of them had already moved out, leaving us with just one. So, we moved from a bigger house into a smaller one. We realized that there are a ton of people just like us all around the country.

Before we downsized, we used to live in a big house near a golf course, and whenever we received marketing from REALTORS, it was always the same thing: The marketing was all about them getting a listing, and we could read right through it.

They just wanted our commission, and it wasn't very effective.

Over the years, we received door hangers, mailers, and all sorts of stuff, but as a REALTOR myself, I couldn't help but wonder if these methods were effective or not. Sure, anything is better than nothing, but what can you do to be more effective?

The key is to focus on the why of someone considering making a move, instead of what you need.

Why...

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Unlocking the Shadow Inventory: Finding Hidden Opportunities in a Tight Real Estate Market

        

Okay guys, we all know that there's not enough listings to sell in our markets across the country, but there's still pretty strong buyer demand despite the interest rates. Every agent that I talk to has buyers, but their biggest struggle is finding buyers' homes. So what we need to look at is a deeper level, we'll call it, underneath where the market is seemingly at. We see that there's just, on the surface, it doesn't look like there's a lot of listings, but underneath that, just boiling underneath is what we can call shadow inventory.

I'm gonna give you a classic example:

I sold my house about a year ago, but for about six months leading up to that sale, I would have sold my house. And what I mean by that is we put the home on the market, you know, and we then sold the house. But I would have sold before that. If an agent had approached me and said, "I've got a buyer and I can sell your house today," I would have absolutely signed...

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