How To Sell More Houses in Real Estate WITHOUT Sleezy Sales Gimmicks

Hey guys, today I'm going to be answering Eduard Vivara's question. He's written. Hey Sabri, very good content as always, much appreciated. I have a question. Everything is well when you are trying to sell the click for a webinar or a service like yours. But what to do when you sell a real estate property? Any tips on how to improve this headline would be much appreciated. The top three most desirable things for Australians when buying a home this year. What people in Melbourne want. Alright Eduard, so first of all, you know you mentioned that there's a huge difference when you're selling to a webinar or selling to a service and there really isn't. And the reason that I say that is that whenever you're looking at like a funnel, right there are only really three things that are going to take place that you really need to problem shoot in order to find out where there's leakage and what's happening. And the first one is, are people clicking on the ads? Right? So if you've got a property for sale, for sale, right, there's going to be somewhere that they're going to be clicking on. Whether you're advertising it on Facebook or you're on real estate.com or one of these big aggregate websites like Zillow or what have you. You're, you've got an ad and the first job is, is to get somebody to click on that ad to go through to your landing page. And that might be a listing page for yourself. So that's the very first thing like am I getting a good amount of people clicking on this? And you know, online there's certain rules like you know, on Facebook, you know, me and my team, we don't shoot for anything less than a 1% CTR on ads. And you know, usually a lot of times is well above that, but that is the minimum that it must be in order for an ad to keep running. And then I'll the back of that you've got Google Ads and a whole bunch of other benchmarks. So you would need to look at what that looks like if you're talking about, you know, traditionally advertising online or if you're talking about being listed on one of these aggregate real estate websites. And then the next thing is, are people converting on that landing page for whatever the offer is that I'm making And if you're a follower of me and you know all the stuff, I'm a big proponent on two step funnels and offering what I call a high value content offer, which is a piece of information that is going to educate your prospect and leave them better than when you found them in that whole process and not just selling straight out the gate. You want to be looking at are people converting for this offer that I am making them. And you want to be looking at conversion rates really of upwards of 20% on your opt in pages. Anything less than that means that it's not really resonating, it's not really hitting the bullseye of your marketplace. It's not answering what I call a hair on fire problem for that prospect that would compel them to give them their contact details in exchange for the offer of information that you are making those people. And then lastly is, are they converting into a sale? That is when I get them on the telephone, is the offer that I am then communicating with them, is it compelling enough to make them want to transact and do business with me? And this is where I talk about in my book, Sell Like Crazy, a Godfather offer. Making an offer that is so irresistible that your prospects simply cannot refuse it and that they would have to be a lunatic to refuse that offer. So, you know, in terms of looking at your title, let's take a look at this. It's called the top three most desirable things for Australians when buying a new home this year. What people in Melbourne want. Right? This is very vague and it is very vanilla. And there's lots of different ways that we can tune this little puppy up because, you know, you need to really think about the buyer and you know, someone that you've written. What people in Melbourne want. Well, a buyer for a house in Toorak in Melbourne is dramatically different from a buyer of a house in Dandenong. Right? And if you're, you need to really kind of zero in. Where are you listing homes? Like you're a listing agent. Where do you sell homes, right? And that's the, the thing that you then want to make it really targeted to the people that you're servicing and making that offer. Very specific, right? So if you're selling homes in Toorak, then you should probably have that right in your title. And even if we took the title of your high value content offer and we changed that out, like the three most desirable things for Toorak residents to know when they buy a home, right? That's still not good, but it's a lot better than what you've got here. So, you know, you need to think about, well, what is it that people want in this market? And obviously there's two different ways to segment out this market is Buyers and sellers, right? So let's just say that you're going after the seller market and that, you know, you're looking for people that want to list their houses with you. What is the very first thing that someone is going to want to know when listing their house? How much is my property worth? Right. And this is where most real estate agents will send out a piece of direct mail with them wearing, you know, some cheap suit and just announcing that they're there. Then they might have some resemblance of an offer by saying, like, get a free property appraisal. Right? And most people might look at that and go, yeah, that's, that's an awesome office subway. Because that is really answering the question that everyone wants to know. It is to some extent, but it's also a very threatening offer to have, you know, a pushy real estate agent come to your house. You have to tee up a time with them and they're going to follow up and push you into selling and all of the stuff that goes. That is associated with real estate agents. Right? And there is only going to be a very, very small percentage of the market that is going to want to book in an appointment with a salesperson and have them come over to their house. So the way that I like to tackle that is by making a very easy to take offer, something that is not threatening. And a way that would do that is the 2021 Price Guide to Homes in Toorac. Find out what homes are selling for in Too RAC this year, given the current property market. And you know, that can be. Just insert the year that you're making these offers in. So if you had any remote interest in listing your house and you saw a report that said, said find out what homes are selling for in Toorak in 2021. Like that's you like, okay, I'll check that out. And it's not something that you just check out for fun on a Friday night. It's something that you check out because somewhere in your mind you're thinking about selling your home or there will be a future date that you're looking to sell your home. So then once you've used that as bait to get people to raise their hands in a sea of people and say, hey, like, I'm interested in. In what it is that you have and what it is that you are selling, that is when you make them the offer, right, you want to give them lots of value in that free report and show them all the different streets and show them the property prices and then you would make an offer. We say, like, hey, I put some time aside on my calendar, 30 minutes, where I can show you exactly 15 things that you can do to your property to increase your listing price by 23%, by 12%, by 5%, by an extra hundred thousand dollars, by an ext. $500,000, whatever they might be. And in addition to that, I'll also give you a checklist and I'll do a free property appraisal for you. And there is absolutely, you know, no stress, no pressure. I'm not going to pull any shenanigans on you to try and make you list your house with me, you know, and the reason that I do this is that most people that go through this whole exercise are so impressed and they get so much value out of this that they actually, when it comes time for them, when they're ready to list their house, they give me a call and they say, hey, I would love to list my house with you. And if that's not you, and if you're not ready to do that, that is completely fine. There is not going to be any high pressure sales pitch. This is just something that I do and I give value back to my prospects and it's also the way that I get clients. So full transparency on that. If you do that, you will have more clients than you really know what to do with. So to kind of summarize, you want to make that high value content offer that you're offering to people specific, tailored to exactly what it is that they want, and also removing any of the friction and any of the pressure that could result in them feeling like, I don't want to reach out and download this because of this, or I don't want to book in a call for this. So the high value content offer needs to be nice and specific, targeted to the people that it is that you're servicing. And then you want to invite those people to get on the telephone with you. You want to not to sell them some shit. You want to invite them to get on the telephone to get even value and to do a free consultation with those people. And if you go through that process, I promise you, you will have a lot of business. I hope this helps you. If you enjoyed this video, please like and subscribe. We're dropping a video like this almost every single day on YouTube and if you've got any questions, leave them in the comments box below with heysubri and I'll do my best to get in there and get that answered.