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November 30, 2015 This Got Me on CNN Today I'm going to show you the ultimate guerilla tactic. This technique is how I get 2-3 new customers every day on autopilot -- without spending any money on advertising. Now, before I go any further, let me warn you. At the end of this email I’m going to offer you a solution to a problem. You might even call it a “sales pitch”. Frankly I hate being blindsided by sneaky sales people, so I want to be up front. The technology solution I used to become a mega-producer...I allow agents to buy it from me, and those agents who do are incredibly successful with it. You’ll definitely want to read all the way to the bottom of this letter -- I have an exciting announcement for my readers. But let me be clear, you don’t need to buy my technology to use all of the powerful techniques I share in this email, so let’s go ahead and get started. In this segment I’m going to share my complete method for capturing guaranteed customers every day without spending any money on advertising -- it's the ultimate guerilla marketing tactic. I discovered this method about six months after getting into real estate when I realized that I was quickly going broke following all of the so-called experts’ advice. That’s a long story for another email, but in short, when I discovered this method I went from famine to feast overnight. The week before I discovered the method I’m about to share, I had exactly zero clients -- and nothing in the pipeline either. After implementing this method, I was suddenly overwhelmed with over 20 new customers a week! | This explosion of success is what put me on CNN and led to several national speaking engagements discussing how to capture business in the internet age of real estate.. Now I’m going to tell you exactly what I discovered — a simple formula that can be implemented by any agent in any market. But before I get into the actual formula, remember I told you that I was going to share a case study with you? I want to share with you the true story of an agent that I trained in my company. His name is Dave. Dave came to us one day looking for a way to make a few extra dollars and take the pressure off the family budget. He was a full-time soldier working as an instructor at Fort Bragg, North Carolina. He came and discussed the income possibilities of doing real estate part-time, and we strongly encouraged him to give it a try. Dave signed up for the pre-license training, got his real estate license, and began working as a part-time agent with our company. Dave took my training very seriously. He followed the formula, step-by-step, and by the end of his first year we’d paid him over $300,000 in commissions. Obviously, he grossed well over that amount. One month he earned over $50,000 — I know because I signed the checks. I will be the first to admit that I was very proud of Dave — proud because he is a perfect example of what a regular guy can do given the right direction, and the will to succeed. Let me ask you a couple of questions. Do you think Dave was a genius? A one in a million freak of nature? He would have told you, “Absolutely not!” He’d be the first to say that he’s just an ordinary guy, much like I am. But he did two simple things. First and most importantly, he realized he could do it! Then he took the same exact formula I used, and he implemented it step-by-step. If you ask me, I say THAT IS genius. Why would you want to reinvent the wheel when you could plug into an already successful methodology? The best part about my method for generating real estate customers is that it works with virtually every form of advertising -- free or otherwise. The exact steps to my method will vary depending on where you advertise, but today I’m going to show you how I generate 2-3 customers a day on autopilot using only free advertising. Then once you understand the fundamental principles of my method, we can apply them to paid advertising to multiply your results. But let me be clear, you don’t need to spend money to get lots of customers from your website. You just need to follow the method. To show you how to generate 2-3 customers a day for free, we are going to run an ad on Craigslist. But not just any ad. We are going to run a super-charged ad that will swarm your website with customers. The truth is, Craigslist is my bread and butter and is still where I capture the majority of my leads today. If you follow the formula I’m about to share, you can easily match my results or even improve on them. Alright, enough hype. Let me show you the method. | How I Get 2-3 Quality Customers from Craigslist Every Day Step One is procuring the perfect listing for your ad. What!? Yes, you heard me right. The first step is to get a listing. Have I lost you? I know, many of you don’t have any listings right now, and some of you have never listed a single property. Here’s the secret: you don’t need to go out and take a brand new listing in order to complete step one. In fact my formula is the same for agents who have dozens of listings as it is for exclusive buyer agents. You are going to borrow a listing. What do I mean by “borrowing” a listing? Let me explain by walking you through exactly how I procure the perfect listing for my ad. Remember, all of this can be done for free and in a single afternoon. I recommend that you start now. | I start by picking up a recent copy of the local Homes magazine or Real Estate Book. I grab my red Sharpie marker and flip through the pages until I find the perfect listing. What I’m looking for is always the same: A. maximum curb appeal B. listed at 120% of my market’s average home price. Let’s go over that. When you advertise your own listings, curb appeal is something you have virtually no control over. You get the good, bad, AND the ugly. But what if you could control how attractive your listing sheet is? Do you think your ads would generate more interest? Of course they would. Buyers are attracted to beautiful homes far more than ugly ones. Duh. However, I don’t simply pick the most beautiful property in the magazine. I don’t know about you, but the most attractive properties in my market are over 7x the average home price. By definition, that puts it out of most buyers’ price range. The nicest looking properties are typically the multi-million dollar estates. Unfortunately, very few people are in the market for such a property and my ad wouldn’t capture many customers. That’s where the 120% of average comes in. Statistically speaking, the closer the property is to the average home price in the area, the more potential buyers it will have. Therefore, the closer the listing in your ad is to average, the more click-throughs it will generate. If that’s true, why not just advertise listings at exactly the average home price? Well you could, but while I want to capture lots of customers, I also want to capture the higher end shoppers. At 120% of the average price you will effectively give yourself a 20% raise but still be close enough to average to appeal to a large numbers of buyers in your market. The average home price in my market is $152,000, so my target is a property listed for about $182K. (152,000 x 1.2 = $182,400.) Typically I’ll choose an attractive property within a few thousand dollars of my target. And I usually have dozens to choose from. Once I’ve chosen my mark, I contact the listing agent. I’ll send a quick email just like this one. In fact, you can use this as template: | Hey Joe, I was looking through the homes magazine… I really like your listing at 123 Elmwood and would love to sell it for you! I’m putting together my ads for the month and I have a a few open spots. Would you mind if I included this property? Thanks, let me know. -Matt | I can honestly say I have never been denied permission to advertise another agent’s listing when using this approach. Now, that’s not to say that you might not be the first, but so what? There are plenty of listings out there -- no need to fixate on getting shot down once. Now, for some reason, some agents feel squeamish about borrowing other agents’ listings. If that’s you, I want you to imagine the scenario in reverse. Let’s say you’ve taken a number of nice listings and a nice agent from another office approaches you for permission to advertise one of them. Now the insecure agent might be inclined to say no. But do I need to remind you of that fancy little word we all learned in real estate school. Remember it? “Fiduciary obligation.” Tell me, do you think it would be upholding your fiduciary obligation to your seller to deny free exposure to their property? I know it wouldn’t. Don’t be afraid to borrow listings. Most agents will be thrilled at the opportunity for free exposure. [Note: Do this now. Use my email as a template, but put your own spin on it. This approach really works and only takes a few minutes to complete. Just think, by the end of the day you could have several beautiful properties in your arsenal.] Step Two is creating the perfect ad. Writing a great ad shouldn’t take a lot of time and doesn’t require years of copywriting experience. In fact, when it comes to real estate listings the best ads say very little. Plus, I’m about to share the exact ad formula that I use to write all of my ads. If you follow this formula, creating a new ad from scratch should only take about ten minutes. By the way, when you buy my Ultimate Website system, you can talk to me or someone on my coaching staff all day every day until you get this part exactly right. Previously I have only shared this ad-writing formula with my paid Ultimate Website members, but I believe this is a skill that any agent can assimilate very quickly and that will pay enormous dividends. Here is an actual ad that I have posted on my local Craigslist: | This ad alone brought in over fifteen new customers per month. (And that was just one ad. I typically recommend that you run at least five to ten simultaneously.) Below is the simple steps I follow when creating a new ad: 4 Keys to the Perfect Ad 1. Title. Write a short, plain description of the property. In my example, I give the bedrooms and the neighborhood. 2. Body. Identify five selling features of the home. Selling features could include a pool or any special amenities, recent additions or upgrades, or the location. Limit yourself to only the top five selling features. The ad shouldn’t outlast your visitor’s attention span. These features can be written in a simple bullet list if you want. 3. Leave out the Price. This is the most important step of the formula. Remember, our goal is to maximize curiosity, not maximize the information. This step alone will double the number of clicks you can generate from the ad. 4. Footer. In a large bold font, add a footer that tells your visitor where they can get more info on the property. I recommend that you use my footer exactly. It is professional, no-pressure, highly tested, and it works. That’s my entire formula. Go ahead and write your own ad now. You might still be waiting to receive permission from the listing agent you contacted in Step One, but I can almost guarantee that you’ll get it. And on the off chance that he says no, you’ve only wasted about 10 minutes and it’s good practice. Don’t put it off. Do it now, and you’ll see how incredibly easy writing a great ad can be. | Step Three is lead capture. You’ve written the perfect ad. You are now holding the attention of an interested buyer who, statistically speaking, will probably make a purchase within the next 90 days. How are you going to turn him into a client? The answer is effective lead capture. Obviously I use my Ultimate Website, and you could use it too (it’s relatively inexpensive). But in my mini-book Unlocking Real Estate Lead Generation that I sent you last week, I share a blueprint you can use to turn any website into a lead generation machine. My Ultimate Website has three different forms of lead capture, and they are each essential to my advertising. Customers have widely disparate search preferences. Some prefer to call, others prefer to text, others prefer to continue their search online. My Ultimate Website includes all three technologies: a phone gateway, a text gateway, and a powerful online search page. But no matter which path the customer chooses, they will pass through my lead capture technology, and I will capture a new customer. Maybe you read Unlocking Real Estate Lead Generation, but you don’t have the time, the desire, or the technical knowledge to rebuild your website. That’s okay. My Ultimate Website includes everything, and the best part is it’s all integrated and works together. Much better than getting each technology from a different company. It’s much cheaper too. | Step Four is the easiest. Sit back and wait for the customers to come in. I expect to capture about one customer per ad that I place, so I recommend placing more than one at a time. Craigslist will allow you to renew the ad to the top of the listings every 48 hours. So if you post five ads and renew them each fifteen times per month, that’s approximately 75 customers every month -- without spending a dime in advertising and very little time maintaining your ads. Not bad. This in my complete method. If you complete these four steps exactly like I teach, I guarantee you will capture 2-3 customers per day. In fact, I know of several agents who have followed this exact training who capture a LOT more than 2-3 customers a day. Kudos to them. | This is a gentle reminder that my Ultimate Website System is selling out in many zip codes in your area. We limit the number of licenses we sell in each market to maximize your competitive advantage, but unfortunately that means some agents will miss out. Have you been considering my Ultimate Website for a while? It may be time to finally make a decision. Use the link below to check availability in your zip code. | As always, thanks for reading. Matt Jones
Broker/President/CEO
FavoriteAgent.com |  Matt Jones is the founder and CEO of FavoriteAgent.com, nationally syndicated columnist, broker, and best selling author. He has been profiled by major media outlets as an innovator and a pioneer in the industry, and CNN's Pulse on America claimed he and his company were "changing the way real estate is done in America." | I did not sign up for this
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