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Maximize Your Listings: Top 3 Strategies for 2024 Success · The Real Estate Agent Playbook

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  You ever heard the notion that you need to get more listings as a real estate agent?
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  Well, that is true now more than ever, especially with the commission lawsuits
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  and all the things that might change in our industry today, I'm going to
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  tell you my three best places to find listings in 2024 and beyond so that you
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  can start putting together your strategy.
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  It's absolutely triple, quadruple, whatever you want to do to absolutely
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  scale your listing production this year, starting right now.
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  So stay tuned.
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  What's up guys?
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  Jeremy Kane.
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  Welcome to the Real Estate Agent Playbook, both on YouTube and the podcast.
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  Please, please, if you would be so kind, share this episode no matter
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  where you are taking it in with your favorite real estate agent.
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  I love helping agents win every single day at the game of real estate.
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  And today is one of my favorite videos I've ever recorded because we're going
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  to talk about getting more listings.
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  And this is something that as you grow throughout your career, you're naturally
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  going to start to get more listings.
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  But I have three of the hot places or populations to target
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  in order to get more listings.
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  So stay tuned.
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  First of all, I want to tell you that you absolutely need to talk to people
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  who own homes to get more listings.
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  Okay, all jokes aside.
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  We're gonna get into it.
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  So let's talk about this first and foremost in Colorado It's just sitting in
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  a meeting today The senior population is expect to reach 80 million in the United
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  States by 2040 this Growth drives demand for senior living options and usually
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  by that time in life We do own homes.
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  So those seniors that have to move out of you know, their home for whatever reason
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  Maybe they're moving a senior living.
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  Maybe they're downsizing is absolutely a population that we need to focus on.
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  And so how do you go about getting that?
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  You can absolutely, do it in a number of ways, but this is something that
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  you need to start catering your content to talking to people, talking to.
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  You know, your friends and your family that might have older relatives that
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  they might have to be taking care for and starting to enter in some of the decision
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  making as you know, our population ages.
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  So this is something that's absolutely key.
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  This takes out usually the interest rate hikes and everything that's high because.
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  If these seniors have owned their home for 20, 30, 50, 60 years, they
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  are going to have a massive amount of equity that they will need to liquidate
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  in order to move to their next place, especially those senior living facilities.
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  They're amazing.
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  My wife's grandmother just moved into one.
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  I was just visiting her this weekend, and they're amazing, but they do cost money.
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  And oftentimes, our largest asset, of course, is our home, and that's where
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  we have to Make that equity liquid.
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  And so that would involve selling the home.
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  So some ideas that I've put together is having specific listing packages that
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  will cater to this population, whether it is the senior population or another one.
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  Maybe we're talking about certain things that would be ideal for that.
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  Target avatar so that you can separate yourself from the other
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  agents, maybe even the listing agents of the neighborhood, right?
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  When I walk into a listing and I have a package that's you know made out
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  for the the silver sluggers, right?
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  They love the the silver sneaker thing So my silver sluggers package
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  includes a move out clean that I cover through my commission I include staging
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  if they have moved out of the home to in order to stage it up, right?
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  Because Let's be real.
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  We might have the pink carpet, we might have the blue stuff, or maybe you're
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  lucky, and they, they have more modern updates or they've done some things to
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  your home, but putting some staging in that situation makes the house feel not
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  quite like grandma's house because it'll kind of take away the focus off some
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  of maybe the older non updated things.
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  So when we're able to do this, we're able to put ourselves ahead of the competition.
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  Right.
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  And so as we kind of move through this in, in most cases, we have a ton
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  of homes that are ready to be sold.
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  Right.
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  I was talking to my grandmother and she said, you know, there's
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  so many people here that moved in here and have a home to sell.
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  And so you bet your butt that I'm going to target that community and offer
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  some incentive in order to choose me to help them, you know, sell their home.
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  The move out clean is absolutely key.
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  Because, you know, it's, it's going to be emotional for this population to move out.
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  Maybe they're giving up some of their independence if, you
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  know, it's a situation like that.
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  So you want to make it as easy as possible.
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  So no one likes to go back and clean their house after they move out.
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  So boom, we, we employ some cleaners, we get them over there and we
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  take care of that so that we can, you know, provide just a little
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  bit extra in our listing package.
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  For this group and it goes for any group, no matter what group it is, if
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  you have a specialty listing package that, you know, suit some of their
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  needs or take some, some of the things that they have to do off the table,
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  you're absolutely going to increase your conversion in those listing appointments.
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  So I believe since that's the biggest population and most seniors will at
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  least own a home, we can absolutely be there to help those, that population.
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  Get the thing done, take care of them, and, you know, absolutely a
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  must in your real estate business to kind of at least think about this
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  population or any population that may be soaring in your area, right?
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  It's not every single area where, you know, a ton of seniors are downsizing
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  or moving on to senior living.
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  So make sure that you're looking at your demographics of your area
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  and target a population that makes sense in order to assist and help
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  them move into their next home.
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  Because if you can have a population that has a large,
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  you know, home ownership rate.
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  And they're probably going to be moving in the next 5 to 10 years.
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  That's an absolute goldmine for your listing business.
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  All right, moving on from the seniors.
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  My number two hottest place to find listings would be in townhome
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  and Attached HOA communities.
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  As I mentioned in my previous video on my production channel, that HOAs,
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  especially in Denver, are rising the premiums at an alarming rate.
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  Sometimes three, four hundred percent of an increase based on what they're doing
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  because these HOA premiums are higher.
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  Now, this may not apply to everyone across the country, but Denver
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  and Colorado have, you know, the fourth highest insurance premiums.
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  In the country and they're also rising at a very high rate because of the storms
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  and the things that we've seen couple fires In our area, it's just costing more
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  for their them to insure homes Well, what happens when these big communities or
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  maybe medium sized communities have to you know Take on the insurance premium
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  hike they pass it on right through the HOA premium So literally I was just at
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  a house the other day and it was three hundred and twenty dollars a month for
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  HOA Was pretty standard for our area.
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  Well when I called the agent, he said well on January 1st HOA just went up to 640 a
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  month because the insurance went up 400%.
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  So that premium that took, you know, that's 300.
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  That's right on top of your monthly mortgage payment for everybody.
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  And you can't do anything about it.
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  This is not a special assessment.
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  So I think that there will be a mad dash to move away from those townhome and.
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  Condo HOA communities because if your premium has not risen quite yet It may
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  be coming and obviously you have to disclose and do all of those things
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  But I would absolutely try and get into some of those communities that haven't
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  raised the rate Maybe their premiums not coming up yet And, you know, before
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  the HOA committees start having these conversations because from what I hear
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  and according to my insurance guy It's absolutely coming because these premiums
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  are just increasing as we go So, you know that kind of coupled with you know, the
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  tax hikes that we've seen so tax hikes and insurance premium Don't get me wrong.
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  This is gonna affect everybody across the board however When you take
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  something like that with an HOA that you can't control you can't go shop
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  a different insurance company Right.
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  Your apps, you can't lower your deductible or raise your deductible in
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  order to, you know, make that premium sustainable, then you have a lot
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  less flexibility in an HOA community.
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  So what's that going to mean?
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  That's going to mean that it's going to, you know, sometimes in some cases raise
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  someone's monthly output 400, right?
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  And especially due to, you know, this being the more affordable
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  option in our Denver market.
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  That's gonna be something that's either gonna push people to the brink and just
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  be like nope or it's also gonna make It a lot harder to rent them out Right
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  because your rent now instead of you know, going to your equity buy down and all of
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  that It's going towards the HOA, which is literally just burning money Right?
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  And so I think there will be an increased amount of listings in the
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  HOA community, especially once these premiums kind of take effect, but
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  we're just on the front end of this.
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  So I'm just starting to hear it.
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  There's a new story.
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  This complex.
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  I called an HOA manager and he said, certainly they're absolutely out
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  there, but the smaller communities under a hundred units are having.
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  The most massive increase because some of the 200 and 300 unit, the bigger
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  complexes were able to absorb that and, you know, divide it out among more people.
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  And so I think that this is an absolute gold mine for listings.
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  If you find an affordable HOA that hasn't raised it and who knows, it might not,
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  they may be in a really good situation.
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  However, I would be talking to my clients, especially the ones that
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  bought a home in a town home community and say, Hey, look, this is the trend.
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  Do you want to look at moving away from that before your home maybe loses a little
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  bit of value because now all of a sudden.
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  That HOA premium, those first time homebuyers aren't going to be
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  able to afford it after the fact.
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  And, you know, again, be very careful with this, the HOA documents, read the
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  meeting minutes and all of that, because once that's in there, it's obviously
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  going to be, you know, something that's that's seen and, you know, may have,
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  may or may not affect, the buyers or the potential buyer pool that you have.
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  But I am absolutely going to target those communities that
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  haven't seen that hike yet.
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  Because I think that I can help those people get into, you know, use some
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  of that equity that we've been so blessed with over the last three to
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  five years here in Denver and get into a single family home where they
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  have a little bit more options when it comes to insurance premiums for sure.
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  And finally, we're going to talk about the short term rental market.
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  There is a ton of people that have gotten into this market and I've talked to
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  them and not to say it's going to crash.
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  I'm not that guy.
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  I'm not here to say it's gone.
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  I know that people are absolutely killing it in the short term rental market.
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  However, I also know that, you know, people are going back to work
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  and you know, people are having a commute back to work and we're not
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  as, you know, online as we have been do the pandemic years, but some of
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  these short term rental communities.
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  First off, you know, the, the jurisdiction matters because they
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  could easily change the rules on you.
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  Typically your grandfather and if you've been doing it, but you never know, but
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  also the fact that so many people came into the short term rental market at
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  the same time during the pandemic years.
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  And now.
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  They're starting to either have, you know, the market's
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  been flooded in certain areas.
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  Certain seasonalities are a little bit more difficult.
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  Maybe they are crushing it and paying for themselves.
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  Great.
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  Those aren't the people that are going to raise their hand.
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  However, I have talked to a lot of people and they're down 30, 40, 50 percent, in
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  their revenue on those short term rentals.
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  So that's also another group that I think would be, you know, definitely
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  worth having a conversation with.
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  And even if it's helping them transition from the short term to
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  the mid term or long term and being their consultant on that, you're
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  going to make a ton of contacts and it's a great value add to help your
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  clients kind of manage that asset.
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  So I would definitely be reaching out to that or if you don't have any clients and
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  you're newer, try and find those markets and start to entrench yourself in those.
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  Maybe talk to some of the, you know, property managers and people in your
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  area if you're in a resort town or whatever and try and get contacted.
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  With some of those owners because I think that's absolutely people
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  will be raising their hand saying hey I can't do this quite.
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  I don't get to use it as much as I want to And the short
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  term numbers just aren't there.
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  I'm kind of over it.
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  I just want to you know cash out on my investment So definitely look at
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  that market, but I think those three markets the seniors The attached
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  townhome condo community and the short term rentals that aren't willing
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  to or just want to cash out, right?
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  There's a ton of that going on too As well if we we tap into the rental market
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  some of the long term rentals, you know Especially in cities like denver and
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  things who that have you know Really added some regulation even to the long
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  term portion of rentals, you know, some some investors are just like i'm
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  good I'm gonna Take my money and run.
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  I'm going to cash out.
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  And so there is an opportunity in that investor kind of mom and pop
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  investor field that can absolutely provide you a ton of listing.
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  So I hope that I covered some ideas.
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  I hope I turned on some light bulbs for you as always.
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  Please like comment and subscribe on YouTube.
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  Throw me a five star review on the podcast.
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  If I'm five star worthy.
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  And I can't wait to talk to you soon.
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  Feel free to book a REALTOR game plan call.
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  I love talking strategies like the one shared in this video.
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  And I would love to help you, you know, build a path or a pillar of business.
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  And talk it through, right?
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  Be a sounding board.
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  It's not like everything I say is gold.
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  And, you know, this is the only way to build business.
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  That's why I love real estate.
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  There's a million ways to build this business.
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  And I love helping agents do that.
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  No matter what brokerage you're at.
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  So, look forward to talking to you soon.
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  Go get a win today.
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  And we'll see you next time.