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Turn 1 Sale Into 3 Listings (New Neighborhood Strategy) · The Real Estate Agent Playbook

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  without promotion something terrible happens
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  nothing PT Barnum said it
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  Jesse Cole put it in the Yellow Tux
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  his book that I recently read
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  and this 100% relates to real estate
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  have you ever sold a home and thought
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  man
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  I would love to sell all the homes in this neighborhood
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  I would be the love to be that listing agent
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  but we don't do anything to promote ourselves
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  in a way that is a little bit different today
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  I've come across a strategy that could change the game
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  and allow you to own the neighborhood
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  you want to sell listings in stay tuned
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  what's up guys
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  Jeremy Kane with the Real Estate Agent Playbook
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  and Carbon Collective at EXP Realty
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  thank you so much for tuning in
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  we are going to jump right into this
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  because this is a strategy that I came across
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  it's not mine I came across it and it made me think
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  all we have to do is the same traditional things
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  just a little bit differently to scale our businesses
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  and as you know I've been a proponent of
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  you know scaling businesses through relationships
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  and this is just one added layer
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  it is in my zone it makes sense to me
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  and I wanna bring it to you so we can dive in
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  so let's just get right into it
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  so the first and foremost
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  thing that I wanna talk about is
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  what happens typically
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  I've done it you've done it
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  most agents have done it when we get a listing
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  we sell the listing however long it takes
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  whatever that is depending on the market
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  and
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  we're so focused on everything within the transaction
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  that once the transaction's over
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  we're like okay
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  cool and in my market we have a lot of people that are
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  moving out of the state whether it's affordability
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  political whatever it is
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  people seem to be you know
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  long time residents of Colorado
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  seem to be moving to different states
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  and this is kind of newer in our world
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  at least mine
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  and it's it's hard right because we don't have
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  you know a built in closing gift
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  what makes sense at that time
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  for those people who are now moving across the country
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  you don't want to get them something
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  you know a momento
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  that's going to be big and clunky and have to carry
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  so
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  you know we we just kind of are like okay
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  well yeah like see ya you know
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  and there's certain things that I've come across
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  I'll share those in another video
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  but that's not the point
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  the point is that we get so wrapped up in like
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  what's that closing gift gonna be
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  that sometimes we don't sit back and focus
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  and understand the opportunity to leverage that sale
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  in more ways
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  than just the relationship with the seller
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  so house closes we wave
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  we maybe help them move throw the stuff in the truck
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  pick up the sign and we're off to the races right
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  the transaction's done maybe we update our CRM
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  maybe we don't and we're on to the next deal
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  this is what we need to change right
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  how can I convert this proximity
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  this success story into more transactions
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  just like that one because that one was successful
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  in a neighborhood that I want to be in
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  so here's the strategy it came across my feed again
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  this is not mine but you go
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  you take the the area
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  maybe five to 10 neighbors around okay
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  a week before closing and say hey
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  you know there's some new neighbors moving in
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  if you want you can say first names
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  I would not divulge everything um
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  but say
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  I just want to give them a welcome to the neighborhood
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  right you hand them a card
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  the card is just a welcome to the neighborhood
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  just from the neighbors
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  not even from the real estate agent uh
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  because you can do this on both sides
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  if you're the buyer's agent
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  someone's buying a house in the neighborhood
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  you could go walk that neighborhood and say hey
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  my client's moving into this neighborhood
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  I just want to give him a great big welcome
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  you know
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  we're gonna have this card and some flowers on the
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  on the island when they walk in
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  you know that kind of stuff or if you're the seller
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  right you're representing the seller
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  you can say hey
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  you know
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  my sellers obviously love living here for a long time
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  they're moving to wherever
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  you know and then you go into talking about
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  you know there's a new family in here
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  and we just want to welcome them with
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  you know open arms right
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  we want to have a nice card
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  can you fill out this card and sign it
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  welcome to the neighborhood
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  that's it that's all and people are like
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  well you know
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  you didn't go for the ask
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  or you didn't ask him for referrals
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  we don't need to be pitching ourselves at that point
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  because the action of what we're doing is so different
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  and it's bringing community together
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  it's showing that community is your number one priority
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  that they already think differently of you
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  so just this one strategy right
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  we've all talked about door knocking around open houses
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  or door knocking around listings on the front end
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  but who door knocks on the back end
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  and doesn't talk about how much they sold it for
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  how quickly they sold it for or whatever
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  certainly if you go with the card
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  here's the deal who's gonna say no
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  absolutely not I'm not gonna welcome
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  that new neighbor to the neighborhood okay
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  maybe one out of 10
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  but you're standing there having a conversation
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  they're filling out the card
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  then they're probably going to out of awkwardness
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  ask you you know
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  how's the market then you go down the rabbit hole
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  it depends on why you ask right
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  you turn
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  that into a prospecting conversation at that point
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  but you didn't start it
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  the guard is down and the neighbors will
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  you know do their thing
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  they sign the card and say thank you very much
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  that's a really cool idea awesome
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  let me know if there's anything ever I can do for you
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  um but until then
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  we'll see you right
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  I don't even leave
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  I wouldn't even leave anything with them
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  you are just doing what you say you're doing
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  to welcome the the neighbors to the neighborhood
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  so this is a huge piece of it
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  and I think this transitions greatly into the rules
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  right here's the deal
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  it was your listing
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  it's not even your clients you're giving the card to
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  so this is an important piece
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  because you don't wanna stir things up
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  with the buyer's agent you don't wanna kind of go there
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  I know some people do but at the end of the day
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  that's not what I wanna do
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  so there's no marketing pieces
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  I don't hand the people who are signing the card
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  a marketing piece
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  I also don't have any marketing on the card
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  that relates back to me it's just a nice gesture right
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  that's all it is
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  okay so no marketing pieces to the
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  you know homeowners that you're door knocking
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  no marketing pieces to the buyer who's not your client
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  okay no
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  just sold stats nothing of the sort
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  in fact
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  what I like to do when people are asking me questions
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  you know maybe I throw an event and they're like hey
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  I need to talk to you about buying
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  but the events of charity or something like that
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  that's great like
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  let's do this
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  and then let's schedule a time to talk outside of this
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  right because that tells them okay yeah
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  we're here for this but let's
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  let's connect then okay
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  no bragging not I sold it in three days
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  not we had a million showings
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  not I had the best open house
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  it's legitimately just a conversation
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  out of goodness of your heart
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  to go help these neighbors
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  understand that someone new is coming in
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  we wanna bring the community together uh
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  we wanna welcome them and we're off to the races right
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  no fishing for referrals none of that
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  no contra contacts you know
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  nothing unless it's asked for right
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  then you can connect hey
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  you know I gotta get this card signed
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  but you know
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  I would love to do that annual review for you that
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  you know you talked about as you were signing the card
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  here's
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  here's my calendar link or what time works for you
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  let's jump on a zoom or I can come back over right
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  you have to understand that yes
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  you do take the opportunities when it's given to you
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  but for purposes of this
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  and to 100% have the guard lowered
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  so that people will be open with you
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  about their future plans to build your pipeline of a
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  of clients that's where you go
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  that's that's how you operate
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  because the act alone of providing a welcome to the
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  you know neighborhood card
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  for someone that's not even your client
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  for serving
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  that home that your sellers are moving out of
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  maybe they lived in it for 20 years
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  and they raised their family there
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  it's important to them that somebody you know
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  is welcomed into that home typically
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  so that they can do the same thing
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  it's rinse and repeat the same family
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  you know
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  that they were 20 years ago as moving into that house
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  you know give or take and it's it's just a cycle right
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  because that's why you have
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  neighborhoods with a ton of kids
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  and all of the things because the bigger neighborhoods
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  more people and so on so this is
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  this is how you start to lay the foundation of Dang
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  that would be really cool if you know
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  somebody like that would move into our home and
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  you know they would be welcomed into the community
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  like we've been a part of for so long
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  so you're planting seeds as you go
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  without having to sell anything
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  so why does this actually work right
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  the buyer feels welcome
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  the neighborhood is more vibrant and talking
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  the buyer obviously enjoyed how the home was presented
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  yes is there a possibility of the buyer
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  absolutely loving their agent
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  and so on
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  but people think so differently of the buyer's agent
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  the listing agent
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  it's very likely that they would say hey
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  the listing agent left me this you know
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  card that you signed that's really awesome
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  I've never seen that before and they're like yeah
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  I've never seen that before
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  they did such a great job listing the property
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  and then the neighbors gonna call you right
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  this is how we start to build rapport
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  with actual neighbors you look like a professional
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  you're not trying to you know
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  go canvas the entire neighborhood and you know
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  sell every house you're just trying to bring the
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  the neighborhood and the community together
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  and you differentiate yourself immediately
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  because it's like look
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  I'm here to stay I wanna be a part of this community
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  or I live in this community and so on
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  and people will start to recognize you right
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  then you get another listing down the road
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  and then you're door knocking those same
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  you know five people because they're you know
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  the five closest neighbors on the other side
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  and they're like dang
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  you do this for everybody
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  you sell all the houses in this neighborhood
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  and start to plant the seed right
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  they see your sign again
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  they see you at another open house they see you
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  you know door knocking the neighborhood
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  they see you throwing open house
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  you know
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  or housewarming parties and so as we start to do this
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  we can really build something special right
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  added bonus I would highly suggest if
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  you know
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  it makes sense and it's a positive move that you say
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  hey would
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  you know to your sellers
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  to the clients
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  would you like me to throw a going away party right
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  uh a leaving the neighborhood party
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  this is something I got from Tag
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  Chad and Tegan Brown in my organization
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  and with the right group of people
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  this is a great opportunity
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  it's also an opportunity for you at that party
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  if they're inviting all the neighbors to say hey
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  you know we close on Friday
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  let's have a card for you know
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  the buyers that are coming in here
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  then you don't have to door knock
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  then it's even more comfortable and
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  you know you're kind of dialing into that
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  and then the connection is
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  the seller who left the property
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  they'll still stay in contact on Facebook
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  and you'll have that
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  so just an added bonus there if anyone's still watching
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  all right so here's the deal
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  stop thinking about a transaction
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  start thinking about a territory
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  start to understand that if you differentiate yourself
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  no matter if it's one of the classic
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  you know ways we've grown business
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  door knocking cold calling
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  whatever you have to differentiate yourself
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  and how you care for the people in front of you
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  and differentiation is the key
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  this is just one little way that I saw differentiation
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  and I was like I need to bring that to my audience
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  because it's absolutely clutch right
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  if you are different if you are doing things different
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  you don't have to worry about anything
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  but the relationships that you're creating
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  and curating because the truth is
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  people just want to be cared for by people
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  and they want to be important
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  they want to connect people to other people
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  and if you are doing things differently
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  in a way that brings the entire community together
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  there is no doubt that you will rise
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  to the top of your game
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  of your market in your real estate career
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  so the truth is
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  if you wanna start getting more listing opportunities
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  without dialing for dollars or pounding the pavement
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  start doing things that no one else is willing to do
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  and you can make these really cool
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  really creative
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  and just a touch different than everyone is
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  and you will differentiate yourself
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  until then subscribe to the channel
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  throw me a comment let me know what you think
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  if you get out there
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  and you're absolutely trying this strategy
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  comment below come back to this video
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  shoot me a DM on Instagram
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  I'd love to hear your results
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  until then
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  go get another win today and the game of real estate
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  we'll talk to you soon