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11 Ways To Get 2 Deals Out Of Every Listing You Take

With the real estate industry changes ahead, it's likely that our income as agents will be impacted in a negative way, at least in the beginning. It's more important than ever to turn each listing we take into two or more transactions. In an effort to mitigate the decline in GCI, we've put together a list of 11 ways to get two deals out of every listing we take. You won't be able to check all eleven items off the list every time, but a few of the items should become staples of every listing deal.

11 ways to get 2 deals out of every listing you take

1. Make a "Coming Soon" a requirement on every listing you take

A "Coming Soon" listing refers to a property that will be listed for sale on the real estate market in the near future but is not yet officially available for purchase. This designation is used to generate interest and anticipation for a property before it is formally listed. It allows us to market the property, gather potential buyers, and potentially even secure a buyer before the property is officially listed on the market. This strategy is often used to gauge interest, create competition among buyers, and potentially expedite the sale process.

2. Get the Sellers out to see homes with you right away

The easiest and best way to do this is to incorporate your Buyer Consultation right at the Listing Appointment! Then, you can set them up on a search immediately following your appointment and schedule showings so they can see what's out there.

3. Notify the neighbors about the new listing

When you take a listing in the neighborhood, do everything you can to take another in that same neighborhood! Your Seller's neighbors are thinking, "If they can sell Mr./Ms. Seller's house, I bet they can sell mine too!" Do these two things to capitalize on that mentality:

  1. Door knocking

  2. Circle prospecting

And don't stop at notifying the neighbors of the new listing in their neighborhood. You should be letting people know all three of these milestones:

  1. New listing

  2. Pending listing

  3. Sold listing

If you're unsure how to effectively execute, Jeff Glover spends two entire sessions on both Circle Prospecting and Door Knocking in SalesRocket.

4. Host an Open House

Hosting an open house can be beneficial for several reasons:

  1. Exposure: Open houses attract potential buyers who may not have scheduled a private showing. It's an opportunity to showcase the property to a wide range of interested individuals, including those who might be casually browsing or who may not have engaged with a real estate agent yet.

  2. Networking: Open houses can also attract other real estate agents who may have clients looking for a property like the one being shown. This can lead to collaboration and potentially result in a quicker sale.

  3. Feedback: Hosting an open house allows agents to receive immediate feedback from visitors about the property. This feedback can be valuable in understanding what aspects of the property are appealing and what might need improvement, helping agents adjust their marketing strategies accordingly.

  4. Generating Leads: Open houses provide agents with an opportunity to collect contact information from potential buyers who visit. Even if they're not interested in the property being shown, they might be looking for something similar in the future, making them valuable leads for future listings. Follow the Open House plan, laid out in SalesRocket to capture and follow up with Open House leads effectively.

  5. Creating a Sense of Urgency: Open houses create a sense of urgency among potential buyers, especially if the property is well-staged and attracts a lot of interest. This can lead to multiple offers and potentially drive up the selling price.

  6. Building Trust: Hosting an open house allows agents to interact with potential buyers face-to-face, which can help build trust and rapport. Buyers appreciate the opportunity to ask questions and get immediate answers, which can help alleviate any concerns they may have about the property.

Overall, hosting an open house can be an effective marketing strategy to attract potential buyers, gather feedback, generate leads, and ultimately sell properties more quickly.

While you're at your Open House, go LIVE on Facebook to add to the FOMO (fear of missing out) and to show your followers/potential clients what you're doing to help your clients win.

5. Work any incoming leads for the home as if they're your own buyer lead

Follow these steps to increase your chances of converting leads into clients:

  1. Practice the ALM model (Appointment, Location, Motivation)

  2. Deploy the 3x3x3x3 follow up plan (laid out in SalesRocket, if you're unsure)

  3. Notify all leads of any upcoming open houses

6. Use your listing as a social media tool

For every listing you take, you have a MINIMUM of three opportunities to post or talk about it on social media and should make the below part of your listing checklist:

  1. Post something teasing the listing before it goes live (coming soon, front photo, something cool inside the house, video of neighborhood entrance, etc.)

  2. Post something while it’s active or pending (open house event, offers received, inspection issues overcome, etc.)

  3. Post something during or after closing (client photo, video, share results of listing, Welcome new owners, etc.)

7. Refer Sellers to an agent if they are moving out of area/state

In the best case scenario, you would represent your client as both the buyer and seller, but in cases where that is not possible, be sure to refer your client to a trusted agent! If you don't have any out-of-state/area connections, join the Glover U Inner Circle Private Facebook Group and start networking with top agents from across North America.

8. Take advantage of the honeymoon phase

In real estate, the "Honeymoon Phase" is during that short period of time after the big transactional milestones. This is the time when your clients' confidence in you is at its absolute highest peak and it's the perfect time to ask for referral business! Here's exactly when you should ask for a referral from your client:

  1. Within 7 days of singing the contract

  2. Within 7 days of their listing going pending

  3. Within 7 days of closing

9. Double-dip the listing

Represent both the buyer AND the seller in the transaction whenever you can!

10. Use the new listing as a reason to reach out to your database

Business from your database will always be the easiest business to convert, but you have to reach out. A new listing is the perfect reason to get your database on the phone with you. Here are a few dialogues to try:

  1. “I know that you know a lot of people in X city, so I wanted to bring our new listing to your attention."

  2. "We have a great new listing in X city/neighborhood, do you know anyone looking to purchase?"

11. List the buyer's home who is purchasing the listing

Many buyer's have a house they need to sell in order to buy the new one! Get to know them and find out if they're being represented on the listing side.

You can download this 11-point checklist in PDF format here.

Turn one listing into two real estate transactions and win in the new market

Follow these 11 tips and start increasing your transaction count in preparation for the NAR settlement that promises to change the way we do business forever. Of course, our number one tip for maintaining the income you want as a real estate agent is to become a listing-focused agent. If you're not sure where to start or you're concerned about the health of your business later this year, join us in Traverse City for the Live Unreal Retreat this summer. We're going all in on listings - lead generation, lead conversion, listing presentation, social media marketing, and a lot more. Jeff Glover will be giving you all the tools he's giving his own team (the number one team in Michigan), you'll hear from top agents from across North America and network with 800+ top producers. The event is this July and the timing couldn't be more critical.

Learn more about the Live Unreal Retreat here.


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