The next two weeks, we're going to talk about how to take more listings.
This listing system is the same system the Guerilla Realty team used to average 2 listings per week for the entire year. (114 listings in all over 12 months.)
Here's what I'm going to cover…
- Where to get seller leads
- My exact scripts for booking the presentation
- Doing the CMA right (this can be tricky)
- Finally, the presentation. The exact what to say, and how to say it.
I'm going to walk you through it step by step. But the first step is by far the most important part of my listing system.
LEADS.
The two most popular types of seller leads are CMA requests and FSBOs.
Problem is CMA requests are rare, and FSBOS are ultra competitive. (Avg FSBO hears from 10+ listing agents per week.)
There's a third source for listing leads that almost no one is paying attention to. Consequently there's no competition.
In fact, this source is responsible for 100% of the leads that fed my listing system for an entire year, landing our team 114 listings.
That source? Buyer leads.
Huh?!? Let me explain.
When you capture 100 buyer leads, here's how the numbers break down.
❌ 25% are first time home buyers (nothing to sell)
❌ 20% are in the secondary market (investors, vacation homes, etc— also nothing to sell)
HOWEVER!
✅ 55% will be selling their current home during their move
Therefore 100 buyer leads = 55 listing leads.
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 knowing that it's going to be on the market. What a huge advantage!
Tomorrow I'm going to explain how to position yourself as the best agent for the listing.
Before I get to that, if you haven't solved for the most important piece of the listing puzzle then you can check out our tools here:
Enter Pipeline Pro Tools
You can turn on a faucet of listing leads by the end of the day.
It comes with…
Lead capture website
Text capture service
Phone capture service
Ad generator (for loads of free traffic)
Robocaller to simplify your prospecting
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.
All the best,
-Chris Jones
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