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Thursday, September 6, 2018
Prices listed at $1.3M to $2.0M in 94022.
Listing leads
| Hey all, I'd be doing you all a disservice if I didn't address the elephant in the room. Having the absolute best listing presentation in the world means absolutely nothing if you don't have an audience for that presentation. Yes, I'm talking about leads. Now before you tune out because you are tired of hearing some vendor pitch you on the latest lead gen tactic, understand that this will not be that. That said, leads are by far the most important piece of the listing puzzle. A 2016 study by Freddie Mac interviewed over 500 real estate agents across the country and the agents largely identified the greatest challenges facing their business as attracting buyers and sellers. Most of you would have probably answered the same way. Why more customers? Because experienced agents don't trust lead vendors for their business. Many of us have tried them and found their leads to be expensive and of poor quality, so we've resigned ourselves to getting our own leads. And what's the best way to get leads? Have listings. But to get listings, you need listing leads. It's the old chicken or the egg problem. Which comes first, the listings or the leads? I say it all starts with getting seller leads — lots and lots of seller leads. The Best-Kept Secret About Finding New Listing Leads Most agents know what to do when a customer fills out a CMA request on his website (or calls and asks for one). The problem is that those are few and far between. Another concern is that most sellers who ask you for a home valuation also ask several other agents at the same time. Some other frequently mentioned sources of seller leads are FSBO sellers and expired listings. As with CMA requests, the problem with both FSBOs and expireds is that you'll be competing for those listings with the hungriest and most aggressive agents in your market. You can get around that with using our simple FSBO approach, but while both types of property are good sources for listings, they tend to be tougher to sell, either because the seller is unrealistic or because the property has been stigmatized by having been on the market since before you entered the picture. Many agents are even using paid ads with demo-targeting on social media to generate seller leads. Those tend to be pretty expensive and the targeting is spotty at best right now. You might as well buy the leads from vendors at those prices. I like getting my seller leads from a place where nobody else is looking: from buyer leads. What?! You read it right--from buyer leads! Let me explain. According to the National Association of Realtors, first-time homebuyers account for 40% of all real estate purchases. This number has held constant for years and shows no signs of changing. We can say with confidence, none of these first-time homebuyers are listing leads. Another 23% of homebuyers are looking for investments while 13% are purchasing vacation homes. The best numbers from the NAR reflect the fact that 52% of all buyers are also selling, some in the same markets as their new purchases and some in other markets. Therefore over half of the buyer leads you get will also be selling. Now here's the little-known secret that will give you the first and best shot at those sellers: Most buyer leads find their replacement homes before they even begin to think of selling. As real estate pros, we understand that this isn't the wise or proper way to handle the situation, but the human psyche is hard-wired with a security need. We don't quit a job until we line up another. We don't sell our car until we find a new one. Heck, we don't get rid of the website that generates us nothing until we find a better one. The same is true with real estate. The key to generating an unending supply of fresh listing leads is to generate lots of buyer leads and then find the half who are selling too. In most of those cases, you have the opportunity to list a home with anyone else's knowing that it's going to be on the market. What a huge advantage! Tomorrow we are going to explain how to position yourself as the best agent for the listing. Before we do that, if you haven't solved for the most important piece of the listing puzzle then you can check out our tools here: Again, this training isn't a sly pitch for our lead capture software. But the fact is most agents can get PPT, turn it on, and have new listing leads by the end of the day. It's easy, and I'd be a bad coach if I hid it from you. Anyway, you can try out the whole package for as little as $67/mo. It comes with… Lead capture website With these tools, I capture about 80 leads per month, and the funny thing is I'm not even the best. We have agents who use our tools to generate 200+ leads per month. Anyway if you want a demo, click here. If you need to check availability in your area, click here. Until next time, Levi Jones Guerilla Realty |
Wednesday, September 5, 2018
Top source for listing appointments
| Hey all, I'd be doing you all a disservice if I didn't address the elephant in the room. Having the absolute best listing presentation in the world means absolutely nothing if you don't have an audience for that presentation. Yes, I'm talking about leads. Now before you tune out because you are tired of hearing some vendor pitch you on the latest lead gen tactic, understand that this will not be that. That said, leads are by far the most important piece of the listing puzzle. A 2016 study by Freddie Mac interviewed over 500 real estate agents across the country and the agents largely identified the greatest challenges facing their business as attracting buyers and sellers. Most of you would have probably answered the same way. Why more customers? Because experienced agents don't trust lead vendors for their business. Many of us have tried them and found their leads to be expensive and of poor quality, so we've resigned ourselves to getting our own leads. And what's the best way to get leads? Have listings. But to get listings, you need listing leads. It's the old chicken or the egg problem. Which comes first, the listings or the leads? I say it all starts with getting seller leads — lots and lots of seller leads. The Best-Kept Secret About Finding New Listing Leads Most agents know what to do when a customer fills out a CMA request on his website (or calls and asks for one). The problem is that those are few and far between. Another concern is that most sellers who ask you for a home valuation also ask several other agents at the same time. Some other frequently mentioned sources of seller leads are FSBO sellers and expired listings. As with CMA requests, the problem with both FSBOs and expireds is that you'll be competing for those listings with the hungriest and most aggressive agents in your market. You can get around that with using our simple FSBO approach, but while both types of property are good sources for listings, they tend to be tougher to sell, either because the seller is unrealistic or because the property has been stigmatized by having been on the market since before you entered the picture. Many agents are even using paid ads with demo-targeting on social media to generate seller leads. Those tend to be pretty expensive and the targeting is spotty at best right now. You might as well buy the leads from vendors at those prices. I like getting my seller leads from a place where nobody else is looking: from buyer leads. What?! You read it right--from buyer leads! Let me explain. According to the National Association of Realtors, first-time homebuyers account for 40% of all real estate purchases. This number has held constant for years and shows no signs of changing. We can say with confidence, none of these first-time homebuyers are listing leads. Another 23% of homebuyers are looking for investments while 13% are purchasing vacation homes. The best numbers from the NAR reflect the fact that 52% of all buyers are also selling, some in the same markets as their new purchases and some in other markets. Therefore over half of the buyer leads you get will also be selling. Now here's the little-known secret that will give you the first and best shot at those sellers: Most buyer leads find their replacement homes before they even begin to think of selling. As real estate pros, we understand that this isn't the wise or proper way to handle the situation, but the human psyche is hard-wired with a security need. We don't quit a job until we line up another. We don't sell our car until we find a new one. Heck, we don't get rid of the website that generates us nothing until we find a better one. The same is true with real estate. The key to generating an unending supply of fresh listing leads is to generate lots of buyer leads and then find the half who are selling too. In most of those cases, you have the opportunity to list a home with anyone else's knowing that it's going to be on the market. What a huge advantage! Tomorrow we are going to explain how to position yourself as the best agent for the listing. Before we do that, if you haven't solved for the most important piece of the listing puzzle then you can check out our tools here: Again, this training isn't a sly pitch for our lead capture software. But the fact is most agents can get PPT, turn it on, and have new listing leads by the end of the day. It's easy, and I'd be a bad coach if I hid it from you. Anyway, you can try out the whole package for as little as $67/mo. It comes with… Lead capture website With these tools, I capture about 80 leads per month, and the funny thing is I'm not even the best. We have agents who use our tools to generate 200+ leads per month. Anyway if you want a demo, click here. If you need to check availability in your area, click here. Until next time, Levi Jones Guerilla Realty |
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