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The Best Listing Strategy? Expectations First, Then Consistent Communication · The Real Estate Agent Playbook

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  when we have the surveys and people are asked
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  why they don't use the same agent
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  that helped them buy the house
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  to sell the same home years later
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  the number one reason is communication
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  24% of people felt like after they listed
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  their agent stayed in touch
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  this is a massive problem
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  and something that you can take advantage of
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  to leverage your listings
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  and create lifelong relationships
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  will lead which lead to lifelong referrals
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  what's up guys Jeremy Kane
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  I help agents with this specific nuance
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  to help them understand
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  exactly how we can scale a business
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  through organic lead generation
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  which I have done which I have helped many agents do
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  so if you're interested in learning more about that
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  please reach out to me
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  all the stuffs in the comments below
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  but for now let's get rolling
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  so it starts at the very first conversation
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  the very first listing appointment
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  the very first buyers appointment
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  let's be real buyers can also refer uh
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  you clients because
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  they're probably surrounded by people that are having
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  the same experience likewise
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  so are those sellers so the expectations are huge
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  and you can't talk about expectations
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  and the market and all of the things
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  without knowing those stats
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  knowing the active days on market
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  knowing shows to close ratios
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  shows to pending how many showings per week
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  this is where we have to get extremely granular
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  so it's a little bit of work up front for you
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  but we focus so much on the specific property
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  when we are going to listing appointments
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  and we have this beautiful listing presentation
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  and all the things
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  and sometimes we don't factor in some of these
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  more higher level statistics
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  it could make a huge difference
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  because if they know up front the
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  you know
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  average days on market and kind of what's going on
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  and you can show them pictures of homes
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  that look like theirs and feel like theirs
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  and are priced like theirs
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  then they can kind of have that expectation
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  because the truth is
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  sellers still think we're in 2,021 right
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  and so as we as we back away from this
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  there's a lot more expectations you can set
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  but the first one is the expectation of yourself
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  to understand that hyper local market
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  the beauty is
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  is that you don't have to live in that market
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  to get the data data is at the tip of your fingertips
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  with your realtor boards with your
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  you know brokerage meetings
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  with all the masterminds
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  that you have available to you
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  and so that's an absolute game changer
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  and I will tell you that not all markets are the same
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  you may be watching this and you're like yeah
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  my market's still hot but I'm gonna tell you in Denver
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  which you know
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  is one of the leading real estate markets
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  that kind of identifies those trends
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  and we feel it first
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  this is true homes are sitting on the
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  market for a little bit longer
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  we continue to have buyer demand suppressed
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  due to high interest rates
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  and all the other things
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  the cost of living and all of that
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  so we need to really make sure we're
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  dialed in on these expectations
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  another ninja trick that I'm
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  using now is talking to the sellers
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  about what a potential buyer
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  will be looking at as a monthly payment
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  this really sets that expectation
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  because it's an eye opening number
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  especially if they bought
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  you know five years ago or 10 years ago or twenty
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  because everybody that bought in that time frame has
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  a really low interest payment
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  or no mortgage at all and so
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  they don't really understand
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  what the difference is between their 2.5%
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  interest rate that they might be paying on their loan
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  to a 6 or 7
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  or 8%
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  interest rate that the buyer might be coming in with
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  so a simple calculation mortgage calculator
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  factoring in the taxes as those have gone up
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  factoring the interest rates of those have gone up
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  and the purchase price that we're looking to get
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  based on you know an average down payment that might
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  you know be brought in to the situation right
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  if it's a 3
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  two and a track neighborhood and all the things right
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  that's likely a first time home buyer
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  that's gonna be coming in
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  so you wanna use a lower down payment if it's
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  you know a move up home and all
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  of those things even use 20%
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  and the number will be
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  jaw dropping to a lot of these sellers
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  so we can also use that to kind of set expectations
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  and understand that further down the road right
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  remember we have that 6,000 dollar monthly payment
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  we may need to fix that 25 year old water heater
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  or that 50 year old furnace
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  or maybe the 15 dollar rate on system isn't going to
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  you know break the bank
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  but it's gonna be a big deal
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  because these people are gonna be coming in
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  ready for a turnkey home because their
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  their mortgage payment is so much higher than that
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  that you're used to so these expectations are huge
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  and they help set the tone for the entire process
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  next
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  we need communication right we need to focus on this
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  we need to know that communication is king
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  and we need to set that expectation right
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  if it's just like yep we're getting on the market
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  and I'll let you know with feedback
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  that doesn't work anymore because first of all
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  we don't have a ton of showings
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  so we don't have a ton of feedback
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  and we do have to
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  maybe go out and hunt for some of that feedback
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  whereas before it just kind of came in
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  but so did offer
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  so we didn't really care what the feedback said
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  because the offer was a great feedback
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  as it stands now that's not necessarily the case
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  so we need to make sure we're communicating hey
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  this is how it's gonna look first 0 to 4 days
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  we're gonna be in touch
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  and be making sure the showings are going well
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  making sure you know
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  our showing instructions are right
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  or people are reading them
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  and people are following that piece uh
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  the showings are coming in based on
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  you know that that should be for the first 2 to 3
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  4 showings you should kind of be in contact right
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  and talking through that
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  and going through all of those things
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  and then at that point hey
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  we're gonna basically let the market do its thing
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  we'll talk once a week
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  or once every five days or three days
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  whatever they want
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  you can kind of let them set that communication
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  expectation
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  and then all you have to do is follow the roadmap
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  and so then we're talking about okay
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  we had one showing okay
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  we had five what did we do here
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  why did that happen I posted this video
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  we held this open house all of those things
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  and then you can kind of use that
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  because this is the biggest piece
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  we don't have the marketing
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  lifespan that we need in this industry
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  and if you've been watching this series on listings
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  and kind of the changing market and leveraging them
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  we need to make sure that we have marketing
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  tidbits to hand them every single time
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  we can report back on
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  on how the marketing in previous week performed
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  and we can report what we're doing
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  because then the homeowner isn't sitting there
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  trying to think of different ways to market
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  or talking to someone at the grocery store
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  and being like well
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  my agent did an open house or my agent you know
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  held a broker open or all the things
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  because you have a plan and you have a strategy
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  now we just need to communicate that right
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  and if we're communicating that
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  we can certainly do that
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  if this is a foreign concept to you
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  maybe this is first video you've watched
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  comment listing marketing below
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  and I will make sure that I will get you the delayed
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  marketing plan and strategy
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  that will absolutely help you
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  at least get the groundwork going
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  for your marketing strategy that you can use
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  in this specific instance
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  tailored to the days on market
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  and then you have a communication script
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  100% ready for you which is absolutely crazy
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  I in fact if you're an AI person made a uh
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  GPT that will help analyze your listings
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  even pre launch or post launch
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  so if you comment listing coach below
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  I will certainly get that out to you
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  you can also head over to Instagram and DM
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  me listing coach and that will come to you right away
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  so let's kind of continue this the communication
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  if you have the marketing
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  and you have the statistical knowledge
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  then you can kind of pull those
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  back in and compare
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  because we set that back at the expectation phase
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  so all we have to do
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  is follow through on the expectations
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  that were agreed upon at the listing appointment or
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  you know
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  the pre marketing appointment or whatever that is
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  and then we can absolutely
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  launch our listing into the stratosphere
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  and take care of that
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  number one objection that people that bought homes
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  or sold homes um
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  you know
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  are facing and that's communication from the agent
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  so not only do you know
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  what the expectation for communication is
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  you have some you know
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  evidence to plan those meetings and have them be very
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  you know forthcoming and you know comfortable
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  which is huge so then we kind of step back
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  okay we got the basics
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  we got the delayed marketing plan
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  what are these top listing agents doing
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  to continue to maintain their brand
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  to continue to do this even though the market changes
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  the truth is
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  is that the market we have very little control of
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  it's not our fault
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  it's not our fault that interest rates are up
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  it's not our fault that interest rates are down
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  it's not our fault on the market side
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  the marketing side it is our fault
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  so what are some other options if you're listing heavy
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  I would certainly look into homes.com
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  you can see my story on the previous videos
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  about how I signed up for a membership
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  it was very affordable and got a house
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  that was sitting for 70 days under contract
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  due to the traffic
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  and all the traffic that's coming to those listings
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  is absolutely
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  increased since I had that membership
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  the next thing is get on video
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  do these things because if you're on video
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  it's much easier to knock it out in one day right
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  you have the listing video
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  you have you know
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  the short form content
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  maybe you have some community highlights
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  this is something that is unique
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  and can't really be handled through
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  you know just the traditional open house piece
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  if you do have an open house
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  make sure you blow it up make sure you make it on brand
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  and exactly what you want it to be
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  because ultimately everything that you do
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  and you put out is a reflection of your brand
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  and so someone else might be like
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  oh I really like that
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  you know downtown Longmont Jeremy did for that listing
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  I want that for my listing
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  and you can scale your business this way
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  because people are seeing that
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  you're doing things a little bit different
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  the truth is we have access to the same database
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  we have access to the same internet
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  we have access to the same marketing everything
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  you know
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  with the cost or not depending on where you're at
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  but the truth is is that we don't leverage it enough
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  and even the people that have it
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  including myself
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  have been guilty of not leveraging that
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  and so we need to learn to leverage the best agents
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  the top agents leverage their tools
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  they leverage their team
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  they leverage all of these things in order to
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  appear like they are hands down
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  the No. 1 agent in that area or in that neighborhood
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  but all of that goes for not
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  if we're not handling that communication
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  if we're communicating with the internet
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  and our socials and everything more
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  and not the client then it still goes out the window
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  so there's massive opportunity for here
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  for you to come with a full approach
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  that will be dialed in you knock out that communication
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  if we can knock out that No. 1 objection
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  I don't care what it is
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  if I can knock out a No. 1 objection from a buyer
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  a lender a seller
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  you know a possible listing
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  I'm way ahead of the game because I have it
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  and then it's just about execution
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  which is also an important part
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  so why is all this important right
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  people say all the time to me
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  well Jeremy
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  you know I need to do something because
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  you know my sphere of influence is small or
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  you know I have a sphere of influence
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  but they're pretty tapped out
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  and it's not really scalable
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  the truth is is it is scalable right
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  if you want to sell 50 homes in a single year
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  through sphere of influence alone
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  that's me
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  I've done it repeated year after year after year
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  based on incoming referrals
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  based on just doing what's within my brand
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  I don't do everything I do a little
• 11:42
  a couple things really well
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  and that allows me to continue to have my phone ringing
• 11:47
  so if you want your phone to be ringing
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  and you want to surround yourself with people that are
• 11:52
  maybe a little bit different minded thinking
• 11:55
  because here's the deal every single top producer
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  especially in the Wolf Pack
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  who are now my friends across the globe
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  that I talk to on a weekly basis
• 12:03
  we're all doing it and if you ask those top producers
• 12:06
  what their No. 1 source of
• 12:08
  you know leads is
• 12:09
  it might be Instagram or it might be this
• 12:11
  but ultimately it's their sphere
• 12:13
  and they're dedicated to being consistent
• 12:15
  doing those things so
• 12:16
  if you're interested in surrounding yourself
• 12:18
  with like minded individuals
• 12:20
  people that are doing just like everything
• 12:22
  you know and helping everybody
• 12:25
  and doing everything that they can as a community
• 12:27
  that's the Wolf Pack
• 12:28
  so you can definitely book a call with me
• 12:31
  r E Agent Wolf pack.com
• 12:33
  and we can talk about that
• 12:34
  because the truth is proximity is power
• 12:36
  and when I moved from my dad's brokerage
• 12:38
  to the brokerage I'm at now
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  I scaled my you know
• 12:43
  IQ for real estate my education
• 12:45
  because I
• 12:46
  all of a sudden I was surrounded with this community
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  with absolute killers in this industry
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  and the truth is they're just normal people
• 12:55
  and they're willing to help you and so if you feel like
• 12:58
  you know you're kind of surrounded by
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  you know
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  people and it's just a team meeting and it's just like
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  yeah
• 13:03
  you need to start dumping your sphere into our team
• 13:05
  and we wanna do this and that well
• 13:07
  that's not really education
• 13:09
  that's not really community
• 13:10
  and if you wanna surround yourself
• 13:12
  with a bunch of people that are building
• 13:13
  their business mostly for free
• 13:16
  that's that's the wolf pack
• 13:17
  so reach out below in the end
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  communication is the No. 1 piece
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  because communication builds trust
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  and trust leads to referrals
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  and if you can
• 13:26
  have organic referrals coming into your business right
• 13:29
  they don't cost anything in fact
• 13:31
  you make money off of one
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  then you make money off the other
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  then you make money off the other
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  if your systems and processes of communication
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  and experience are dialed in
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  so that's what we do that's the importance of this
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  and that's why I want you to understand that
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  we can't be afraid to communicate
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  we have to have some
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  something in our hip pocket that we can talk about
• 13:52
  when we did have a week with no showings
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  or we had very little showings or limited showings
• 13:58
  because then that communication comes better
• 14:00
  and guess what if your home is overpriced
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  and the listing is overpriced
• 14:04
  these conversations are so much easier
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  if you're staying in constant communication
• 14:08
  and you're not just sitting here
• 14:09
  being like well
• 14:10
  we've had no showings in two
• 14:12
  three four weeks
• 14:13
  now we need to do this so if you need help with that
• 14:17
  if you wanna build this system
• 14:18
  you can you know
• 14:19
  comment the things I said below
• 14:21
  whether it's you know
• 14:22
  listing coach or listing marketing
• 14:25
  and we can get that done but ultimately
• 14:27
  if you say hey
• 14:28
  I just need a 30 minute zoom call
• 14:30
  Realtor game plan call link
• 14:31
  below
• 14:32
  would love to help you understand exactly how to take
• 14:36
  that maybe awkward conversation
• 14:38
  turn it into masterful communication
• 14:40
  and scale your business we'll see you next time
• 14:43
  like comment
• 14:43
  subscribe if you're still around and have a good one