Over the next two weeks, we're going to talk about how to take more listings.
The listing system I'm sharing is the same system my team, Guerilla Realty, used to average 2.2 listings per week for 12 months straight (114 listings total in 1 calendar year).
Here's what I'm going to cover…
- Where to get legit seller leads (no paid ads, no cold calling)
- My exact scripts for booking listing appointments
- Doing the CMA right (this can be tricky)
- The Presentation (the knockout phrases we use to achieve a 98% close rate)
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.
Ask anyone, the two most popular types of seller leads are CMA requests and FSBOs.
Problem is...
1. CMA requests are rare (when was the last time you got a legit CMA lead?)
and...
2. FSBOS are ultra competitive (average FSBO hears from 10+ listing agents per week.)
But there's a third source for listing leads that almost no one is paying attention to. This is where I focus.
In fact, this source is responsible for 90% of the leads that feed my listing system.
That source? Buyer leads.
Huh?!? I know, I know. Completely counter-intuitive, so 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 agents, we understand that this is dumb, 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 leave our brokerage until we've found a better one.
The same is true with real estate. The key to generating an unending supply of listing leads is to generate lots of buyer leads and then find the half who are selling.
In most cases, you have the opportunity to list a home before anyone else even knows that it's going to be on the market. 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 check out our lead gen software Pipeline Pro Tools.
It includes the entire set of tools my team used to take 114 listings in 1 year.
You don't NEED Pipeline Pro Tools to implement the listing system I'm sharing over the next 2 weeks, but it will make you 100x more effective.
Here are results from agents who follow my listing system, with and without Pipeline Pro Tools.
WITH: 9.1 new listings
WITHOUT: 2.7 new listings
If you're interested, it starts with getting a quick demo. We'll show you 1-2 instances of how we generate seller leads.
>>> Demo Pipeline Pro Tools <<<
Plus if you book a demo (and show up for it) we'll give you our #1 playbook for generating seller leads. The entire thing, yours to download and keep forever.
Here's the direct link to grab a demo -> http://www.calendly.com/guerilla-realty/demo
Right now there are 25 total demo spots for the week. They will go quick.
More on my listing system tomorrow.
All the best,
-Chris Jones
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