A real estate agent walks through how to close seller clients using structured processes and direct response marketing. The video covers listing strategies, marketing techniques, and communication tactics for converting prospects into signed deals.
So the listing system. So I'm going to go through some material that I originally put together for the first iteration of real estate B school, and I want to unpack sort of the mentality. You've got to build a listing system as a way, like, it's the same way, no matter what. Even if it's my best friend or my mom that's listing her home, I tell my mom to call the office. True, true story. So even though it was my mom who sold a home, I had her call in. And, you know, it wasn't that. It wasn't that cold. But essentially, that's the thing. If I get in the middle of it, especially with people that past clients that have your cell phone number, they're going to reach back out to you. You got to say, hey, listen, Judy, every time I try to get this set up on my own, we've got a process that gives us these awesome success rates. And let me do this. Let me put you in touch with Ashlyn in the office, and she's going to take all the information on the home, all your improvements, and, you know, just set up a time for us to connect, you know, and every time, they'll say yes. So it's got to follow that process every time. Most of our leads, and we get a lot of people that come from a phone jockey type, phone warrior standing behind a podium, prospecting type world, which is cool. But most of our leads come through branded direct response sources. So I learned back in the day, if you haven't read some of Dan Kennedy's books on direct marketing, especially his Direct marketing, it's kind of like the. The bible of direct response marketers. You definitely want to consume that book. Everything has to have a call to action. Everything should have a usp, a deadline, or some scarcity, if possible. Like, there's very, very strict sort of guidelines to how you want your marketing to be. And that's the way that we work. So we don't have any outbound calling effort, and we still maintain the margins that we maintain. People that are really hard on outbound calling, they'll say, oh, yeah, you buy your business. Yeah, of course I buy my business. But I do it in such a way where it's a calculated return. Right. So manning a team of inside salespeople is risky. Right. And it's not necessarily the easiest thing that you'll ever do if some of you tried to do it or do it yourselves, you know, and just the nature of the mindset around the call, no matter what the market is yet to bring some doubt into the mind of the seller prospect that if you don't use us, bad things will happen. And we always end with the question, Mr. Seller, if we come out to the property, just love the marketing our approach, you know, we're going to do the best job, get you the best price, least amount of time. We agree on a pricing strategy and a commission structure. Will you be ready to move forward and get your house in the market when we meet, it doesn't matter how they answered. Everyone should write down the question. That has to be the last question that the person that's doing the seller intake asks. Because if it's yes, then you know, you game on. You better be ready to close them. And if they say, well, you know, we're meeting with four other agents, you got to know that as well.
