YesTalk-177 - 7 Strategies to Get 5 Deals From Every Listing

Welcome to Kevin Ward's Yes Talk for Realtors.

This is Kevin Ward. So how do you take one listing and turn it into five transactions where one equals five? Hi there, it's Kevin Ward, the founder of yes Masters Real Estate Success Training, helping you get more yeses and more successes in your business and in your life. And in today's video, I'm going to talk about seven strategies to get five deals from every listing. How would you like that? Every deal you get leads to five more deals immediately. And when I say immediately, I mean like in the next few weeks or months, not necessarily that day, but leads to more deals over time. Right? This is all about what I call in the real estate vortex training, leveraging your sales success. So it's not just a matter of getting one success. And every, every success is a standalone. I want to leverage that success to get more success. So how do you take one listing and turn it into five transactions where one equals five? One deal equals five deals. Today, I'm going to give you seven strategies. Seven to help you make that happen. Strategy number one, put a sign in the yard. Okay, now I'm going to start simple, but I don't want you to dismiss this and go like, ah, that's nothing new. Because as we go through this, I'm going to give you strategies, are going to help you put it all together and understand that it is not any one thing that you do that gets you more deals, but it is a cocktail of having a business model and a framework that makes everything that you do increase the probability of creating more success from it. So first is simply put a sign in the yard. Again, it's basic, it's nothing new. And yet the reality is buyers will come directly to you. And here's part of the understanding and the thinking that you need to have more and more. Today, buyers motivated buyers, real buyers, are going directly to the listing agent. Now, you can argue with that and you can talk about why it's bad and why it's in the blah, blah. All you want to do, complain about it, but it's reality. And the way things are going is going to continue because agents, buyers don't need agents today to help them find a house. You see, back in the day, back in the 1900s, if a buyer wanted to find a house, they had to go the best place to go to find all the houses for sale and find the one that would meet their criteria and their needs best. And to save time, they could go to an agent. And an agent had better access to More information than buyers did. Now you still have access to more information than the buyer can get by themselves, but not in the preliminary stages. They can get all the information about all the houses out there they want without needing a buyer's agent. So they're more likely to go to the listing agent. And so your ability, your opportunity to double in transactions is dramatically higher today than it was back in the 1900s when I started real estate. And because of that, you need to have the mindset that when I get a listing, I increase the probability that I'm going to get a buyer for that listing itself. So success breeds success. So I'm going to give you seven strategies that will get you five additional deals from that listing. And that's one. Alright, now the second strategy is going to upset you a little bit, but just take it because it's right. Second strategy to get five deals from every listing is to actually sell the listing. Sell it. Okay, Now I'm not even counting that as one of your five deals. What I'm saying is, is that a sold sign on the for sale sign gives you great credibility in the neighborhood. And when you sell, take a listing and you put up a for sale sign. And a couple of weeks later or a month later, once you get through inspections and all that, and it's your firm in escrow and it's pending and it's definitely going to close, put a sold sign up, it tells everybody in the neighborhood, not only are you doing business, but you know how to do business and how to get a result. Alright? Not selling a listing is the worst kind of marketing you could do in a neighborhood is taking a listing and then six months later or four months later, the sign coming down and not doing it, not selling a listing, not putting a sold sign up will cost you future deals. All right, so again, selling the listing, I'm not counting that listing, but just the fact that you did sell it will help increase your probability of getting additional listings in the neighborhood. Especially when you add to that strategy number three. Strategy number three for getting five deals from every listing is a direct mail strategy. Now this is, this is a business approach to real estate. So this is not like. Well, it's too much effort. No, this is systems. And as you develop the right systems, this is how you leverage success to get more success. Have you ever noticed that? It seems like there's agents that do that fight and struggle to get five or six deals a year, or 10 or 12 deals a year. And then there are other agents that are getting 70 deals and 80 deals and 200 deals. How are they doing it? Because of systems that leverage their success. So they take one deal and they turn it into five. And here's one of those systems using effective neighborhood direct mail. And an effective neighborhood direct mail campaign is one of the strategies that I learned from one of my inner circle members that they use is what they call the starfish approach. And that is actually with every listing, they send out five, count them, five individual pieces of mail over a very short period of time to every home in the neighborhood, to 200 or more houses about the listing. And so here's what they have. They have first is a coming soon listing. Now, depending on MLS rules and all that, you abide by the rules, but you can do all of this. A coming soon neighborhood postcard, okay, Getting ready to come on the market. Then the day it comes on the market, you have a just listed postcard comes out. Okay, A few days later, they get another postcard. That's an invitation to the open house event. That's mailer number three. And then mailer number four is when you put it under contract when it goes pending, you now send out an email that says, hey, or not an email, but a postcard or a letter that says, hey, it's under contract in just X number of days and so forth. And then a fifth mailer is when it closes that says, hey, this home sold with multiple offers in this length of time, or it sold this much above list price, or it sold for this, where you're telling them about the success. Now you don't have to do all five. And depending on how you do the launch of the home on the market, you those first three coming soon just listed at an open house event may be all right together. So it may just be one or maybe two of those emails. And yet what I'm doing is I'm announcing, hey, here's a listing. I am marketing it for my seller. And then once you get it under contract, you're letting the neighborhood know, got a result. If they're thinking about selling, what do they want? An agent that will get them a result. I got you a result. And if you're thinking about selling, we got more buyers. They're still out there. And then when it actually closes now, you can put out there and disclose what the actual stats were of the sale, how quick it sold, days on the market, number of offers did it sell for above list price. Anything that really shows them evidence of success that you did. And when you combine all of those together, with the fact they saw the sign go up, they saw the sell, the sold sign go up. A few days or a few weeks later, you're putting together a cocktail of awareness in a market. You're creating the buzz that makes them go like, ah, I noticed agent see the first. And it's not like the postcards. If you're sending these pieces of direct mail, they're not all of a sudden going like, I'm getting hit by this guy with mails over and over and over again. No, but they're seeing it over and over and it makes an impact. Okay, now number four, strategy number four. We only got three, we're only three in. We got four more to go. Strategy number four, door knock and invite 200 or more of the neighbors to the open house event. The first weekend the house is on the market. Door knock 200, 300, 400 doors and invite all of the neighbors to come check the house out. Alright, now when you do that, in fact, if you, if you're like, how do I approach that? How to do that? You can get a copy of the, of the neighborhood open house event invite script in my book of yes. The book of yes. Go to thebook of yes.com and get a free copy for just shipping and handling. And you can go get this. It's got in it the exact script to use that will increase the likelihood that people in neighbors will actually come and to the open house event, which also increases the buzz so that when buyers walk in, they're like, wow, this house is hot. There's a whole lot of things that are working together here. Again, it's a cocktail of these strategies that makes them powerful. But the other thing is when you are doing that, you are building relationships with the neighbors, other homeowners who are seeing you as the agent doing aggressive work that they would want an agent to do for them if they were mo. And then you can actually ask them when you invite. So when do you think you guys might be looking to make a move? And all of that is working together to increase your likelihood that you're going to get a listing from them. Okay, now that's strategy number four. Strategy number five follows right on the tail of that is and that is actually having a powerful open house event with online app registration and follow up. Okay, so having an effective open house event. Now what an effective open house event does, one is you're going to market it like crazy. You're going to put out tons of directional signs, big signs in the yard, big feather signs. You Want everybody to know, man, there is something going on in this neighborhood and that's the agent that is making it happen. And then as people come in, you want them to register. Now the best way to get them to register is with your. With your iPad or your tablet using either Open Home Pro or Spatio Spac IO, which are two of the best apps out there for open. For open house registrations. And people are more likely to give you the accurate information and all that when you do it. And there's some really cool things on it that you can use for the open house event registration and getting people to register at the open house events. And then in your follow up on how you follow up, one of the things I recommend is that you follow up one same day for everybody that comes through and for all the unrepresented prospects that come through, buyers, prospective buyers or prospective sellers, that you are reaching out to them that day. I love to do it with personal intro video where you just shoot a quick video and say, hey, Mr. And Ms. Smith, it was great to meet you today at the open house event. I know you didn't really have much time to visit. If you want more information about the property here, this is my cell phone, please reach out to me and so forth. You just send them a personal intro video because they've been out looking at 18 other houses and they don't remember the house and they don't remember you. So what that does is that helps them to remember you. What am I doing? I'm increasing the likelihood that I'm going to get a deal from them. Whether it's them buying that house or them as an unrepresented buyer or potentially seller or both, that they will contact you or they will build a relationship with you and you get the deal from them. All right, strategy number six. Strategy number six, hold on to your hat here because it's going to freak some of you out. Ask your seller for referrals. Who else do you know that's looking to buy or sell that I can help now, but here's the real magic. Ask the seller for referrals before, during and after the sale. I know, I know. Some of you right now you're watching, you may be freaking out going, like, what? I can't ask them for referral before I sell their house. I haven't earned their trust. Wait a second. They trusted you enough to hire you to sell their house. If they trust you enough to help them, why would they not trust you enough to help somebody else? You know, you've already proven yourself to them that you are worthy of their trust or they would not have hired you or why not say so while I'm helping you guys, anytime you run across somebody else, I'm always looking for other great families, great people like you that I can help. Who else do you know? Who do you know that is the most likely to either be buying or selling a house in the next couple of months that I can help? And you start it. Just get it going. You just get it going and you help them. It is amazing how that will happen. Ask them before you take the listing, say, hey, I'm going to do such a great job for you that not only that, I don't just want to do a good job for you here, I want to do such a great job that you want to use me forever. And I want to do such a great job that you want to tell everybody, you know that they should use me too. Is it okay with you going in knowing that I'm going to deliver that kind of results for you and I'm going to work that hard for you? Absolutely. Great. So when you run across somebody, would you refer them to me and they'll say, absolutely. So I start getting their mind thinking about it and there's a whole lot more I could train you on on that one. But I just want you thinking about ask your seller for referrals and then obviously at closing and once you get the deal done all the way, once you get the contract accepted. So after we get you guys taken care of, who else do you know that I can help consistently be asking? I'm training them to be looking for people like themselves that I can help. And then number seven, the seventh strategy to get five deals from every listing is get a video testimonial from your seller is simply ask them after the deal is done, would you do a video just describing your experience and talk about how I was able to help you. And when you do that and they do a video testimonial for you that you can then use in your marketing, whether it's on your website, through your social media, you can use it in all kinds of marketing opportunities. Is it is the third person testimonials. Word of mouth marketing is the best marketing on the planet. And whenever you get a video testimonial of somebody else talking about how good you are, people believe it. If you tell them how good you are, they're like, yeah, whatever. But when you have a testimonial of somebody else talking about how good you are the people that the world will believe. And when you take all of those seven strategies and you put them together and you consistently do that every single time and you create systems to do this. This is part of what I train in my Real Estate Vortex training and my Agent Mastery Live training event we're going to be talking about how do you create the system and build an entire business framework that doesn't just help you get listings, doesn't just help you get a deal, but it teaches you how to get business and from that business, get more business, get more business, get more business so that you're actually building a profitable business and not just out chasing the next deal, it can completely revolutionize your business and transform your bank account. So what strategies are you using? What other strategies that maybe I did not cover, did not get to that you can post down in the link below any ideas that you have, any questions you have about it. If you liked the video, give it a thumbs up. Make sure you subscribe to the channel. Share this with any other agents that you know are needing some more deals and join me at Agent Mastery Live links down below. I look forward to talking to you soon. Play to win and always expect yes. Hey there, it's Kevin.

I hope you enjoyed today's podcast. Are you tired of getting no after no when you're out there trying to get listings and trying to inspire sellers to say yes to you, then I'd.

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