And Take Your Results to the Next Level
By Julie Escobar
Busy week for interviews! This time I sat down with speaker and trainer Todd Robertson to learn what he sees top producers and Market Dominator Members doing to skyrocket their results this fall.
Here’s what he shared:
Q: We are seeing some of the Dominator members gain some traction in their geo farms lately because they are working smarter, not necessarily harder. Can you tell us what agents are doing that’s making an impact?
A: I think there are two factors that are working in agents’ favor are first that the market is continuously improving all over the country. Inventory is low and for those agents that have been at it 3-6 months or more, the branding is kicking in and helping them create momentum. Secondly, for those prospects who’ve been receiving that branded marketing month after month – especially the Dominator because of its sheer 12 x 15 size, if there’s even a chance that they are interested in selling or know someone who is, they know exactly who to call. They can look at that level marketing and say, “Hey – if they market themselves this way – imagine what they can do for my home and my listing.”
A: Yes, unfortunately too many agents are still eager to take an overpriced listing. The truth is that great agents show up with the truth and aren’t afraid to tell a seller, “I SELL homes, not just LIST them. And I’m here to get you the best possible price and terms for your listing. However 90% of the marketing we’re going to do to get your home sold starts right now by choosing the right price for your home.” You have some great dialogues and strategies and even visuals in your eBook, 21 Ways to Get Your Listings Priced Right the First Time, I recommend it for any agent struggling with list price objections.
Q: Well thanks so much for the testimonial! It’s actually helped a lot of agents. Todd, a lot of agents go into cruise control as the holidays approach – what is your advice for agents to stay positioned — and still have some balance?
A: You know, it’s super easy for agent to kind of hide behind their computers and not prospect, and when the holidays approach it gives them even more reason and excuses to shut down. “I don’t want to bother people during the holidays.” “I’m too busy with holiday stuff.” “It’s the wrong time of year to prospect.” The truth is none of those are really true, and great agents know it. In fact, they make the most of this time by ramping up their marketing times ten to capture that lost market share left by agents who go into holiday hibernation. If buyers are out during the holidays they are usually great to work with because they are serious, usually straight forward, and are more often than not super motivated to move quickly. When I’m talking to Dominator members I ask them to future pace themselves. To see themselves 4-5 months from now as the agents holding all the listings because all those dormant agents will just be coming back to the game in January. Their recourse is to do what? Sell THEIR listings. If you want that to be the same for YOU, do what the Dominator customers are doing – ramp up your marketing ten-fold.
Q: Any quick advice for agents to earn an extra or two this month?
A: Yes, see the last answer. Pour on the marketing. Go into overdrive. Make a plan to touch every person in your sphere of influence. Go all out for your geographic farming. Knock on some doors. Be present in your community. Seize every opportunity to connect with people. Our Dominator customers are automatically sent 20 extra Dominators every month to use in their marketing. They also have a cache of free reports that they can use in their social media marketing, as resources at open houses, and as fair trade items to get new prospects to opt into their sites. I suggest you do all that and take those extra Dominators to the local businesses in your market and share it with them. Let them know who you are and what you’re doing there in those communities and then ask the magic question, “Who do you know who might be interested in buying or selling a home this month?” It’s worth the ask! Good luck!
Thanks so much Todd – we appreciate the insights! If you want to learn more about what our Market Dominator customers are doing to stand out in their markets and ramp up their results, contact Todd today at 702-683-1967 or visit us online at www.prospectsplus.com!