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Sunday, November 24, 2024

get more listings

    In the words of the ultimate real estate marketer, Dean Jackson, “If you have one listing, you actually have an opportunity for at least five transactions.” Dean Jackson is the founder of GoGoAgent and Listing Agent Lifestyle. The following is his breakdown of how to turn one listing into 5 or more transactions using his listing multiplier method.

    What money are you leaving on the table?

    To understand your current ability to multiply your listings you need a measurement tool that defines where you stand and what you are leaving on the table. Enter the Listing Multiplier Index, a tool created just for this purpose.

    Before you figure out where you stand, let’s review the 5 transactions available to you that all stem from that one, initial listing.

    Listing Opportunity One: Your first opportunity is selling your initial listing, which  most agents focus their attention, right? You do your job, launch a property, a buyer came along and purchased it and now you celebrate smiling in content at your commission.

    Listing Opportunity Two: Hold on, don’t walk away so happy. You missed the opportunity to find the buyer. The person who bought the house you listed. It’s a great way to make twice as much money – find the buyer to buy the house you list.

    Listing Opportunity Three: So you are now on the hunt for the perfect buyer for your listing, guess what, you have just opened up another opportunity. That buyer, if not interested in your listing, may buy another house through you, cha-ching, that’s the sound of opportunity number three.

    Listing Opportunity Four: From marketing in the neighborhood of your listing, you create an opportunity to get another listing in this same neighborhood. Time to make sure everyone knows who that neighborhood’s expert agent is.

    Listing Opportunity Five: The most important opportunity to orchestrate at the time you are setting up your listing is your referral from the seller. Start to plant this seed early on with your seller, so it is a natural occurrence for them to provide you with referrals by the end of their experience.

    Related: The Secret to Converting Leads

    Let’s check your current listing score

    To determine your score, use your last 10 listings. You get one point for selling your listing, one for finding the buyer, one for finding additional buyers to work with, one for getting another listing in the neighborhood, and one for your referral. You have the ability to achieve 5 points for each listing, that’s 50 points total.

    How many points out of 50 did you have? The score I find most agents fall into is between 8 and 15. Maybe you ended up with 10 points total, meaning all of your listings sold, but nothing more.

    You achieved those 10 listings because your current “system” is set up to get a property on the MLS, stage it, price it right, promote it to other agents and get the property sold quickly.

    In the past, you may have celebrated your average 7 to 10 days on market or your 98% of the asking price or 99% or 102% or whatever it is. But the reality is you likely lost a lot of money as well.

    What money have you left behind?

    Let’s take another look at your initial listing and say that each side of those transactions is worth $10,000. If you’re in an area of $300,000 homes or $350,000 homes, you’re looking at a $10,000 commission times 10 listings, which means you would have made $100,000. But what you missed out on was the $400,000 that you could have had if you had created a systematic way of multiplying your listings.

    Just focusing on this fact can make a difference for you going forward. Even simple awareness can change things. Knowing that you’ve lost $400,000 on the last 10 listings that you had is an interesting place to start over from.

    How many transactions are YOU missing out on?

    Take the score you ended up with above, we’ll use 15 as an example, and divide it by 10 to get an index. 15 divided by 10 gives you an index of 1.5. This means every listing that you take is worth 1.5 transactions. You currently are missing out on three or more possible transactions from that listing.

    Now you can see why being focused on this ” listing multiplier” approach is the answer. Rather than focusing on, “I don’t need to do Just Listed/Just Sold cards, infoboxes, or open houses because all of my listings sell so quickly”.

    Focus on what NOT doing these things is costing you. Specifically, if your goal is to maximize the dollars you get out of every listing you touch.

    The future success of your business

    By applying this method, I’ve seen agents go from a 1.0 on the Listing Multiplier Index to a 3.5, with some simple changes and attention to detail. They went from making $10,000 in commission to  $35,000 from one initial listing! That’s working smarter at its finest.

    Imagine what it will be like to turn every listing that you take into multiple transactions. Imagine what kind of effect that will have if every time you take a listing, instead of getting one transaction, you get three or more.

    What kind of impact will that have on your business going forward?

    To learn more about the incredible tools and resources Dean has available for agents go to GoGoAgent.com and ListingAgentLifestyle.com.

    You might also like:

    Become a Market-Maker

    More Referrals the Easy Way

    Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

    PLUS: When you have time…here are Free killer tools to help your success this year!

    1. Become a Listing Legend Free eBook 

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

     

     

    2. “Get More Listings” Free Online Webinar

     

    “Get MORE Listings & Begin to Dominate Your Market!” Free online webinar. Learn the 3-7-27 strategy for explosive growth, why 95% of agents have less than 20% market share, and how to become the agent everyone competes against. – Click Here

     

     

    3. The 12 Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

     

     

    4. The Free One-Page Real Estate Business Plan

    Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan.  – Click Here

     

     

    5. The Free Online ROI Calculator

    Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

      “Successful marlin fishing involves having the right gear, knowing the right fishing tactics and techniques, and being in the right place at the right time,” according to FishermansOutfitter.com.

      The same can be said about anything one is trying to capture, from a mouse or a crook to the perfect photograph and, yes, real estate leads.

      The challenge for many real estate agents attempting to capture leads is that, while they may understand tactics and techniques, they lack the proper gear.

      So, let’s start with that and then get into how to use that “gear” to lure real estate leads on Facebook.

      Mackerel or marlins?

      Real estate agents can learn a lot about lead generation and capture from the fishing world. And, the first step is to determine who it is you’re trying to lure. Gone are the days of agents marketing to “anyone who is breathing.” It’s inefficient and ineffective.

      Who do you want to work with, buyers or sellers? First-time buyers or repeat buyers? Luxury homeowners or condo owners?

      Figuring out what you’re fishing for and then who these people are is key to any marketing strategy, most especially when you’re marketing on Facebook.

      Before you do any further planning, head over to Facebook’s Policies to ensure that your promotion follows the rules.

      Choose your lure

      Watching a video of man- or woman- against marlin, it’s easy to assume that the most challenging part of catching one is the fight. The angler, strapped into a boat’s fighting chair, pumping and reeling, while the huge fish leaps and spins, makes for compelling footage.

      But, “big blue” didn’t just stop by and ask for the fight – he (or she) responded to a lure.

      And, not just any lure. Depending on species and sea conditions, the boat’s captain will choose from an array of lures he or she feels will be most attractive to the fish.

      Premium content might hook them

      Premium content is one way to lure Facebook leads. This type of content is different than what you offer by means of blog posts. It’s “a type of digital content that may be accessed for a fee, and is usually of higher quality or more desirable than free” content, say the folks at Techopedia.com.

      You won’t, however, be charging a fee for your content. You will, on the other hand, ask for information in return.

      And, now that you know who you are “fishing” for, determining the type of content to offer is a whole lot easier.

      Remember, it’s called “premium” content for a reason. It’s higher quality than regular content, longer in length and, as the Techopedia folks say, it’s “exceptionally informative.”

      An ideal type of premium content is a Free Report. Offer Free Reports in person, through direct mail, email and add to your website as a free download in exchange for an email.

      There are a variety of long-form content types from which to choose:
      • A list and in-depth description of down payment assistance programs
      • Infographic
      • Tutorial
      • Ebook
      • In-depth guides, such as city guides, neighborhood guides, buying and selling guides, relocation guides.
      • Reports (basically just 3,000-word articles)
      • Checklist (staging, moving, loan application, etc.)
      • Long articles (at least 3,000 words)

      Get more tips on creating and marketing with premium content at LinkedIn.com.

      Facebook giveaways to lure real estate leads

      A prize giveaway is another way to lure Facebook leads.

      And, make no mistake, what you’re giving away is key to the promotion’s success. “I mean, who’s really going to take the time of day to like, comment on, and share a post when all they stand to gain is a $15 gift card for coffee?” asks Pat Hiban at ActiveRain.com.

      “Almost no one,” he claims. Take the time to carefully consider an item that you’re contemplating giving away. Hiban lists several that worked well for other agents:

      • Family passes to a popular local attraction, such as a waterpark or amusement park.
      • Tickets to a sporting event. Hiban suggests “tickets to a local team’s upcoming game  or even tickets to college games often work.”
      • The latest smartphone

      Or, make the prize appropriate to an upcoming holiday. In 2017, Chattanooga attorneys Warren & Griffin gave away a stainless-steel barbecue grill and threw in a $50 Walmart gift card that the winner could use to purchase the goodies to cook on the new grill.

      Use your favorite graphics program to create compelling Facebook posts to promote the giveaway and ensure that everything steers them to a dedicated squeeze page where you’ll capture their information.

      Facebook’s rules state that users can’t force participants to share, like or follow to be entered for the prize. So, don’t force them. Hiban offers a brilliant alternative:

      “Know someone who needs” a new grill? “Share this giveaway so that they have a chance to win!”

      Get more Facebook giveaway ideas and tips at Wishpond.com and Hootsuite.com.

      Show them you know what’s on their mind (available in the postcard section under Get More Listing Series)
      Another way to generate leads is to send at least 100 Should You Stay or Go postcards from the Get More Listings Series to an area where you want more leads.
      You might also like:

      Agent Facebook Success: Rules of Engagement

      A Refresher Course in Attracting New Clients

      Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

      PLUS: When you have time…here are Free killer tools to help your success this year!

      1. Become a Listing Legend Free eBook 

      Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

       

       

      2. “Get More Listings” Free Online Webinar

       

      “Get MORE Listings & Begin to Dominate Your Market!” Free online webinar. Learn the 3-7-27 strategy for explosive growth, why 95% of agents have less than 20% market share, and how to become the agent everyone competes against. – Click Here

       

       

      3. The 12 Month Done-For-You Strategic Marketing Plan

      The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

       

       

      4. The Free One-Page Real Estate Business Plan

      Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan.  – Click Here

       

       

      5. The Free Online ROI Calculator

      Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

      Work smarter instead of harder

      Working hard to get a listing is the first step toward a commission check. In some markets, you may work just as hard to get the listing sold. (By the way, if you’re in need of more listings, send out postcards from our Get More Listings Series they’re great at driving new listings).

      In reference to getting your current listings sold, did you know you have 8 seconds to make a great first impression on a potential buyer who has just stepped foot into your listing? This is according to Barbara Corcoran.

      Counseling your clients on how to prepare the home for the market is a given. But we all know that many homes need more than a good cleaning and thorough decluttering.

      This is when the home stager is worth his or her weight in gold. Taking a home from ho-hum to drop-dead appealing is the magic that sells homes for the most money the market will bear.

      Notify Them The Time is NOW (Available in “Get More Listings” postcard section)

      Read on to learn how to find this magician and the important questions to ask before recommending a stager to your listing clients. 

      Where to find stagers

      Seems like a no-brainer, right? Just enter “home stagers in [your city] into your favorite search engine’s search box.

      But there’s more to it than that. Just as you hope your real estate clients will interview more than one agent, you should have at least three stagers (more is better) to compare. And, the best place to look for them is right there in your office – your colleagues.

      Find out which agents in your office use stagers in their real estate business and then make note of who they use. The beauty of this type of referral is that your colleagues did the heavy lifting when vetting the stagers.

      All that’s left for you to do is a bit of sleuthing and then interview them to determine if they’re a good fit for your business.

      Stalk that stager

      Visit each stager’s website to find their portfolios. Remember, if they’ve posted something on their site for all the world to see, they are most likely presenting what they consider their best work.

      Try to determine if each stager has a preferred niche. For instance, some specialize in staging vacant homes or condos. Others may have a preferred part of town.

      Then, check each candidate’s ranking at Yelp.com and their information at the Better Business Bureau.

      Get Them Calling YOU (Available in “Get More Listings” postcard section)
      Interview time

      When you’ve come up with a list of promising prospects, give each one a call to set up an interview. Here are some ideas of what to ask during the interview:

      1. Ask about rates, especially whether or not the stager requires a consultation fee.
      2. Ask for the address of one or two of their currently staged properties so that you can visit before the interview.
      3. Get a list of the names of other agents they’ve worked with.
      4. Does the stager have a niche? If you, as an agent, practice in a niche, this question is quite important. Luxury agents, for instance, should look for luxury home stagers.
      5. Ask the stagers which areas of town they primarily work in. This is important information since knowledge of the neighborhood’s target audience is critical.
      6. Does the stager use the homeowner’s existing furniture or does he or she have a warehouse with everything needed?
      7. How long does the average staging job take?
      8. What is required of the homeowner pre-staging?
      9. What is the average DOM for the stager’s clients? Is this over or under the average for the market? And, the average list-to-sales price ratio of the company’s staged homes?
      10. Ask if the stager is insured and if you decide to hire him or her, get a copy of the insurance certificate.

      Regardless of the incredible customer service you provide your clients, regardless of your impeccable reputation, it takes only one lazy, shoddy, or dishonest vendor to ruin it. Not only is it important to take your time when interviewing vendors, but to consistently follow up on their work.

      Call your clients to find out how the job is going. Follow up after completion to get an idea of how it was working with your vendor. Never remain loyal to a vendor after receiving negative feedback.

      It’s your reputation on the line.

      Let Them Know You’re the Area Expert Agent (Available in “Get More Listings” postcard section)
      Send at least 100 Activity in Your Neighborhood postcards from our Get More Listings Series to an area where you want more listings.
      Then get your stager lined up and ready for the flow of new listings coming your way.

      Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

      PLUS: When you have time…here are 4 free ways we can help you have an INVINCIBLE 2019!

      1. Become a Listing Legend Free eBook 

      Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here 

       

      2. The Free One-Page Real Estate Business Plan

      Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan  – Click Here

       

      3. The 12 Month Done-For-You Strategic Marketing Plan

      The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Listing Inventory, Geographic Farming, and Sphere of Influence – Click Here

       

      4. The Free Online ROI Calculator

       Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! – Click Here

      Also…check out these game-changing tools!

       Three Click Postcards – Just snap a home photo & create a postcard all from your mobile phone

      MLSmailings.com – Automated Just Listed, Just Sold Postcards

      Market Dominator System – Become a neighborhood brand & achieve 20% market share

      Want to Refer a friend or colleague? Refer them, Here. THEY get a Free $25 Gift Card and YOU become their hero. BTW, you also get a $25 Gift Card too (now that’s what I’m talking about)!

      Our business flourishes from recommendations (similar to yours). We truly appreciate when you leave a review – Review us here 

       

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