YesTalk 256 - WHAT IS THE 10-DAY SELLING SYSTEM

Welcome to Kevin Ward's Yes Talk for Realtors.

This is Kevin Ward. In this video I'm actually going to be sharing with you a private video that I made in a conversation with some of my coaching members about what's happening in the changing market. And their question was, what do we do with the 10 day selling system when the average days on the market is getting longer and longer? Now I have agents that'll hear about me Talking about the 10 day selling system and they're like, what is that? What is the 10 day selling system? So first, before I let you watch that video and just give you a little background about the 10 day selling system because it is a proven system, a selling system that will allow you to sell a house in 10 days or, or less. And it works even in a shifting market. So two background things to understand. Number one, it is a complete. The 10 day selling system is a complete marketing and selling system that works. And it works every single time if it's executed correctly. Now if you want to learn more about the 10 day selling system and you want to actually learn how to execute it and implement it in your business, then I'd invite you to go to my website, yes, masters.com and there you can learn about my coaching programs or the breakthrough experience where I actually train and provide the tools of mastering the 10 day selling system. Okay? So with that. So number one, you've got to understand that it is a proven strategy that gets houses to sell for 10 in 10 days or less, even in a shifting market. The second thing I want you to understand is that it is a no BS audacious promise. No bs meaning it is legit. This is not bait and switch, okay? This is not a bogus promise that I'm going to go in and then say, well, yeah, but it doesn't really work that way. Okay, this actually works. So it is a no BS approach and it is an audacious promise. Now the power of an audacious promise means, and you might call it, you might have heard it called a value proposition, is that it's something that makes sellers go like, okay, that is what I want. I want that 10 day selling system. I mean, if I can sell my house for top dollar or for more money in 10 days or less, that is what I want. And so I want you just to imagine the power of being able to have a conversation with a prospect, with a seller and to be able to talk about being able to sell their house for top dollar in 10 days or less. Now, it requires the skill and it requires the system to be able to actually execute it, to lead the sellers to the right decisions and all that which I'm going to talk about in the video that you're about to watch. But understand I if you're looking at going like, but how can you guarantee this? Is that really legit? I was taught that you couldn't guarantee anything in real estate. So if you're feeling like I don't know, I don't know what this guarantee thing, I'm like, I just don't know if I buy that or not. I totally get it. Okay, but when you were, if you were taught like me that you can't guarantee anything realist in real estate, that simply is not the case. I just want you to consider the possibility as you watch this video of what if you had the system and the skills that you could actually guarantee a better result than all your competition could guarantee. What would that do for your business? And with that, you watch this video on what do we do now with the 10 day selling system? As the days on markets continue to increase, what do we do with the 10 day selling system now? I mean like back when everything was selling with multiple offers and homes were selling in 10 days, 10 day selling system, we felt good with it. But now we're like, when the average days on the market is 20 days or 25 days or 30 days, what do we do with the 10 day selling system now? Should we change it to 20 day selling system? What should we do? And this is the question that I've been, I've gotten from two coaching members in the last week is what do we do with 10 day selling system when the average days on the market is now longer than 10 days? Well, here's some things to think about. Number one, when everything's selling less than 10 days, the 10 day selling system is not even an audacious promise. It's just like okay, we can sell a house in less 10 days because everybody's selling a house in less than 10 days. There's no teeth in it, there's no power in it, there's no pull. There's nothing magnetic about a value proposition that says, hey, we'll do what everybody, all the other agents can do because the market's letting everybody sell it in less than 10 days. It's when the average days on the market is 20 days or 30 days or 45 days that all of a sudden your average, your 10 day selling system now becomes audacious. Like this is now make people go like, okay, what, what are you talking about? How are you going to do that? I got to, it makes them say, I've got to check this out, I've got to find out more about this. So it's only now that the audacious promise of a 10 day selling system really works. Now just to give a perspective on this, I never used a 10 day selling system. What I had was a 28 day guaranteed sale. But understand that when I was doing a 28 day guaranteed sale, two things. One, I had teeth in it. I will sell your house. I'll have your house under contract. We'll have the best offer on your house that we're going to get within 28 days or, or less. Or I will pay you up to $25,000. Which when you look at the fine print was basically a reduction of commission at closing up to, I think one and a half percent was what I would do, rebate up to one and a half percent, sometimes maybe up to 2% just depending on the situation. Okay. But I would, but it was clear and it was clear in the fine print. This is the, this is the guarantee. But it worked and it got people to call me and connect with me that would not have otherwise done it because it was audacious. Because the average days on the market wasn't 28 days and the average days on the market was, was 45 days or twice the 28 days. And so when you get that, now you have something audacious. Now here's the next thing to consider and that is it gets you into a conversation with people. The power of the 10 day selling system, when the average days on the market is 15, 20, 25, 30, 35, 40, 45 days is that one. It gets you into a conversation, it gets you into an appointment with somebody where they'll actually talk to you. Number two, the power of the 10 day selling system is that it is based on an auction approach to the sale of the house. Meaning we go in and we price the house, we position the house, we market the house in a way that gets buyers to line up and make multiple offers on a property. See, the power of an auction approach to a sale is that all the buyers who are potential for it look at that house and go like, okay, well it's a nice house. But that price is like, wow, that price is insane. We may not get it, but at least it's worth us taking a shot. So we're going to make an offer on it. And so now you have two buyers, five buyers 10 buyers lining up to make an offer. And when you've got now more of a buyer's market and there's 10 houses for 10 buyers, where used to there was one house for 10 buyers is now they have options but they look at all 10 houses and they go, okay, we like this one, this one and this one, but this one that we also like is the best price. We don't know if we're going to get it, probably going to have multiple offers and agent knows it, the buyers are probably going to know it, but they go like, at least let's take a shot because maybe we can get a better deal on it. So when you get them in there, now they're emotionally into the game, you get the multiple offers and now you get emotion involved. People don't like to lose. So this is when they bid up the price. This is how you sell a house for the most money and faster. This is how the Game of the 10 Day Selling System works. And it is proven that when people are in multiple offer situations and a house is fresh and new on the market, it sells, sells for more. When you go to a 20 day selling system or a 30 day selling system, if the average days on the market is now 30 days or 60 days or whatever it is, you now take this power, this entire auction approach, it's now off the table. Because when you say well we're into a 20 day selling system, which means we're hoping we can sell your house 20 days, you're not looking at getting multiple offers because you're pricing it where it's like, okay, hopefully there'll be a buyer that'll come along and make an offer. But you know you're dealing with one offer at a time, which you lose all the leverage for getting the best price for the house. And even just as important is getting the best terms where you're getting them to waive contingencies, wave inspections, waiver pairs, that kind of stuff. So the power of the 10 day selling system is it is audacious. Now if you get into a situation where they're not willing to price it right, where they're not willing to stage it, where they're not willing to position it in the market correctly, then you just have the straightforward conversation that look here with a 10 day selling selling system will work for you, it's still going to get your house exposed, we're still going to get the marketing in front of the buyers, want to get buyers in here and we're going to get the best offer when you get to the best price possible. But it may not, but it may not happen in 10 days because you're not. Either house is ugly or you're not willing to price it. Where to go, no problem. If they want to price it, what a price that you don't recommend. It's their price rather than based on the 10 day selling system event pricing. Then you just have to have that straightforward conversation with them. And when I was doing the 28 day guaranteed sell and the average days on the market was 50 days or 60 days, I would go in and here would be the conditions under which there was no guarantee. Number one, they don't want to price it right. Number two, the house is not, it doesn't show great meaning if they're not willing to stage it, if there's some repairs, updates that needs to be done, they're not willing to do no problem. The house still sell. But there's no guarantee that's going to happen in 28 days. Because there are things that make this work to make a house sell faster and for more money and you're not willing to do them. I'm totally cool with that. But that's the scenario if the house is hard to show, like if they have dogs or animals in the house and they're not willing to move, get rid of them. So it's difficult for people to show. They walk in and there's a dog in the, in the crate in the master bath, bedroom. It just slows the ability for a house to sell faster and for more money. Or if it's a very, very unique house to be like, okay, we'll still pull, we still do the same plan, the 10 day selling system, the system still works, it just may not happen in 10 days. So I just want you to go with a realistic expectation. The guarantee is I'm going to do everything. Gets it exposed to you. If it does not sell now, you can change your guarantee. Say if it doesn't sell in 10 days, what are you going to do? Well, if you don't feel like I'm doing my job with your written request, we'll release you on the listing. But I'm telling you right now, it may not sell in 10 days. Okay, so you rem. You can remove any incentive like reduction of commission guarantee and, or you can extend the guarantee and say look, based on what you're wanting to do, no problem, we can do it. But it's a 30 day guarantee instead of a 10 day guarantee. We'll still use the same system. 10 day selling system because it's proven to work okay? And if it doesn't work in 10 days, we'll run it again. We'll run it again. We'll keep running it until it works, but there's no guarantee in 10 days. So you now have leverage and the opportunity to be in the conversation and have straightforward conversation. Tell them the truth and then lead them to a decision that is in their best interest and it gets you the opportunity to help them sell the house and get them the best results. So this is a game, friends, for you to master the process and understand straight courage. Straightforward conversations with sellers wins their trust, wins their heart, wins the listing, and wins the day every single time. 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 like to invite you to download a free copy of my no BS listing presentation. This presentation will guide you through exactly what to say that will have motivated sellers saying yes to you over and over again. Stop getting stumped with skeptical seller objections or the famous we need to sleep on it, eliminate the resistance and have sellers ready to hire you and give you the listing before you even finish your presentation. To get a complimentary copy of my proven listing presentation, go to yes masters.com forward/download. Again, that's yes masters.com forward/download to download.

Your free copy today, Sam.