The 5 P’s To More Real Estate Listings In 2021

Wade Webb on May 12, 2021

more real estate listings 2021We can all agree there are dramatically low inventory levels all over North America and it is harder than ever to get a listing in this buyer charged pandemic market we are all in. An agent that has a listing focused business has the upper hand every time on the other agents versus the buyer agent who is struggling like they never have before.  So what are the benefits of a listing focused business you ask?

  • 8 hours or less to generate the same commissions working with a buyer 32 hours minimum.
  • Sells quickly.
  • The sellers buy from you once they have sold. Two ends.
  • Less marketing expenses to put out now.
  • Spin buyer and seller leads from the listing marketing.
  • We all own a business… when we have a sign up, we now are in business! Out of sight out of mind.

So those are great benefits Wade but seriously it is a battle out there with all the challenges agents face! What are those challenges?

  • Harder than ever to get the listing.
  • Sellers afraid they will list and then be left without a home.
  • Sellers afraid because they don’t have anywhere to go and nothing to buy.
  • Agents need mad sales, presentation, persuasion and appointment skills right now.
  • Agents need to be creative and have incredible thinking outside the box skills.
  • Be persistent and follow up like we never have before.

The solution? THE 5 P’s – PROSPECT, PACKAGING, PROCESS, PRESENTATION, POSITIONING. Lets look at each one….

  1. Prospecting – Here are the top ones I see working from so many coaching clients.
    A) Provide unsolicited CMA packages without the price to all your past clients.
    B) Hand delivered bona fide buyer letters or Just Sold and buyers still needing homes letters tucked in the front door.
    C) Geographic Farm
    D) Database touches like notes, calls, drop bys. Give to get!
    E) Agent to agent network referrals
    F) B2B co marketing strategies with business owners, trades and service providers in your community.
  2. Packaging – Having the most savage pre listing and pre buyer package delivered to a client prior to even meeting them. Here are a few samples of successful coaching clients of mine.
  3. Process – Having the most compelling process that absolutely beats the competition for a listing by your process and how you serve a potential seller prior, during and after the listing process. See attached.
    Agentsboost – Listing Seller Appointment Process
  4. Presentation – Having the best presentation skills and being able to knock it out of the park when it is your moment “showtime” to show them why you, why your firm and why now? You only get one chance to shine and are you ready and does your presentation compete against any other agents presentation skills?
  5. Positioning – Can you offer solutions and creative ideas for sellers in today’s market and get them to list their home with you? Eliminate their fears and get them to trust you with the process and position yourself for the signed agreement? Persuade them that this is the best market in history to sell a home and make a move.

There you have it! The 5 P’s To Listings. Prospect, Packaging, Process, Presentation and Positioning. Get the listings and work smarter and not harder and have the competitive edge on all the other agents in your marketplace, you will be so glad you did. Feel free to email, comment with your ideas and success stories you are having getting listings in today’s listing depleted market, I would love to hear from you.

Strength and courage,
Wade

Fanatical Prospecting Effect

Wade Webb on May 1, 2019

realtor prospectingA major activity for a real estate agent is to prospect for, and convert leads. This seems to be the most avoided activity due to its unnatural, time consuming and difficulty to do for most agents in the business today. This week we look at some of the best practices of prospecting in real estate from the book “Fanatical Prospecting” by Jeb Blount. We help the agent to overcome call reluctance, structure your referral requests and leave a message that will increase your prospecting conversion.

Let’s begin by accepting the fact that prospecting requires you to interrupt people and it is not bothering people but you are interrupting people in a relevant way and that’s what we do in sales. I believe I am an excellent resource in real estate and the agent that they need for help. Stop asking people “Is this a good time to call?” The reflex response from anyone to this over used question is always “NO” but instead give them the reason for your call and get to the point. Be Brief! Be Bright! Be Gone! The 1,2,3 punch to prospecting.

Learn how to ask for the referral. Don’t overcomplicate it, simply ask “Of all the people you know who do think will be moving next?” Just pick up the phone today and call a few past clients and ask them this question and let me know what response you get?! It is important you not only know how to ask for the referral but also educate them on how to give you that referral. “Give me their name and number and I will follow them up and give them excellent service and I promise not to pressure them at all.”

Once you have got past the reluctance of prospecting and you get good at being brief, bright and be gone. You master the ability to ask for the referral and remember to educate them on how to give that referral, you then block time for prospecting daily. The key to changing your business is blocking the time to prospect. Like exercising, the best workouts are usually intense, small intervals. So block your prospecting time to an hour a day. Yes an hour a day. Then break the hour into three separate 20 minute chunks of prospecting time. I guarantee you will see better prospecting results for your business. Remember! One hour a day, split into 3 twenty minute chunks will have a greater impact.

The last prospecting tip is removing all distractions and stop the multi-tasking insanity now! Turn everything off. Be present and focused for that intense interval of twenty minutes of prospecting called your Golden Hour. Maximize that prospecting effort and see the results begin to change for you by being completely focused on the task at hand.

So there you have it. We have to interrupt people in real estate to make money and accepting that fact will make your life a lot easier. If you are polite and relevant your interruption will always be welcome to any prospect. As an exercise today take the time to create a weekly grid and start blocking your one hour of prospecting every day but remember to block it into three separate twenty minute blocks of focused uninterrupted prospecting.

Let me know your results in the next couple of weeks!

  1. Grid the time, block the time
  2. 3 twenty minute chunks a day
  3. Do it first thing in your day
  4. Remove all distractions
  5. Repeat!!

Strength and courage,
Wade