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Four Mind-blowing Hacks to Get More Listings | #TomFerryShow - YouTube
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- Hey, today, I've got
four no-brainer hacks
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to generate new listings.
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(rock music)
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Hey, it's Tom Ferry.
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If you had to get a
listing in the next week,
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what actions would you take?
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That's what I wanna
cover today on the show.
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I reached out to a
couple of my top coaches,
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Jason Pantana, who runs
our Marketing Edge event,
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and I asked a bunch of
these guys and gals,
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"What are your best hacks?
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What are the little things
that you're doing right now
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that you almost don't
want anyone else to know?"
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I'm gonna give you that today, you ready?
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Get your pen out, get ready to write.
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Listen to this one three or four times.
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It's gonna be good.
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The first thing they said
for the absolute no-brainer,
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as in no brain required,
you with me on this?
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No brain required is, you
leverage one of your buyers
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who absolutely is committed
to buy, wants to buy,
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qualified, ready to
go, approved, all cash,
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and they've written an offer or two
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and it didn't get accepted.
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That kind of buyer.
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What you're gonna do is
you're gonna identify,
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step one, the neighborhood
they most wanna buy in.
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The 60, 70, 80, 200-home
subdivision, building,
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whatever it may be, that
they want to live in.
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Number two, you're going to hand-address
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and hand-stamp every one of the pieces.
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Here's the catch.
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No company logo, no company
logo, no company logo.
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Hand-addressed, hand-stamped.
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If you wanna kill it, put
a birthday cake stamp,
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put a wedding cake stamp on it.
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Have it on a small envelope, have it be
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cream colored, and guess what?
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That baby's gonna get opened,
and that's 90% of the game.
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Just getting your message to
the right target audience.
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So we select the list.
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These are the homes I wanna mail it to.
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We're gonna deliver it in
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a hand-addressed, hand-stamped letter.
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Inside, when they open it up thinking,
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"Oh my goodness, what wedding
am I being invited to,
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or who's having a birthday,"
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they get a letter that
says, "Dear neighbor,
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I'm representing a client who's
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interested in buying your home."
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The more specifics you give them,
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a four-bedroom, three-bath,
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the more specific, the better.
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Just be mindful if you're sending to
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a subdivision of multiple
types of properties.
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You know the game.
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You write in, "They're all cash," or,
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"They're approved by
bank X, and they recently
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lost out on a home that
they really wanted to buy.
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We've identified your property
as the ideal home for them."
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Here's the hook, you ready?
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"Would you consider a one-day listing?"
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"Whoa, (mumbles)."
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"Would you consider a one-day listing?"
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Can I remind you that we live in
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the on-demand environment?
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You go to Netflix, you
wanna watch it right now.
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You go to Amazon, you want it right now.
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There is a percentage of
customers out there that
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don't want the sign in the yard,
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but they've had thoughts of selling.
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This is a way to hook that person in
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and to get in the door
and have a conversation.
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So again, "I'm representing a client.
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They're a buyer, pre-qualified,
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ready to go by bank X or Y.
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They're all cash."
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Give them some details.
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"They desperately want to
live in your neighborhood."
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Name the neighborhood.
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Specifics.
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"They wanna live in Irvine Terrace
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on the Ocean View side."
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Be specific about it.
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"Here's my question.
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Would you consider a one-day listing
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just for my buyer to see it?
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Would you consider a one-day listing
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just for my buyer to see it?"
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And then guess what, my friends?
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You sit back and you let the phone ring.
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I gotta give a little shoutout.
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Jeff Mays, one of our coaches who
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sent this over, said, "Hey Tom, my client
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Janine Bear, Coldwell Banker in Idaho,"
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big shoutout to you, "sent out 60 letters,
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only got five phone calls."
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Sent out 60 letters, only
got five phone calls, hello.
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"Got a listing and sold it."
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Hello.
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"Made an $8,000 commission
on a $100 marketing spend."
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I don't know about you, but if I said,
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"Hey, give me $100 and
I'll give you eight grand,"
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you'd be like, "Here's $100,"
and I give you eight grand.
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You'd be like, "Here's another $100."
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I give you another eight grand.
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You're like, "Here's $200."
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I give you 16 grand.
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That's called 100% no brain required.
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You with me on this?
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That's listening
attraction hack number one.
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Number two.
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Get ready.
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On Instagram, on Instagram,
you're gonna do ...
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Oh, I did it on my poll already as a test.
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You're gonna have to go
back and maybe find it.
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You're gonna go onto
your Instagram stories,
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stories being the key
because we're gonna use
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the live polling on Instagram stories,
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and you're gonna ask this question.
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"Are you living in your dream home now?"
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Use the polling tab
where it says yes or no
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and let them hit yes or no.
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"Are you living in your
dream home now, yes or no?"
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People love polls.
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You see the action on those all the time
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on your Instagram story.
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They're like, "Yes," or, "No."
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Hmm, interesting.
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Then they go to the next one and it says,
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"Have you had any thoughts of selling
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in 2018 or 2019, yes or no?"
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For some of us that
are paying attention to
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Instagram and the amount
of eyeballs that are there
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and how important stories
are today on Facebook,
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or, excuse me, on Instagram,
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you know this is 100% no brain required,
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and probably something you'll run
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maybe every quarter,
maybe every four months
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because it's that good and that simple.
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That's the second hack.
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Number three.
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If you really wanna get some listings with
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no brain required, write
down the following.
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You ready?
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Jason Pantana, who runs
our Marketing Edge event,
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by the way, selling out every single day,
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shoutout to Jason and all
of our clients that are
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really wanna stand out by attending that
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Marketing Edge event, he said,
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"One of the things our
clients are doing right now,
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they take a business
card and a little yellow
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sticky note, and on every
one of the sticky notes,
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they write down the following."
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Pay attention, you ready?
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"Call me about your house."
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So Mark, literally, their
card, yellow sticky note,
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"Call me about the house," and you put it
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right near the door, maybe
right near the doorknob,
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and you stick it there.
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"Call me about your house."
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That's all it says.
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"Call me about your house," and your card.
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You do this to 100 homes.
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When they call you, what do you do?
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"Hey, thanks so much for calling.
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I'm actually representing
a buyer right now who
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desperately wants to live
in your neighborhood.
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I just had to reach out,
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being aggressive for my
customer to find out,
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have you had any thoughts of selling?
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Have you had any thoughts of selling?"
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It is a no-brainer.
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I could spend an hour going
through the psychology of
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why that's effective, the
marketing angle behind it,
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the hook behind it,
the, "What do they mean,
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call me about your house?
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What, call me about your house?
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Okay, sure.
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Is something wrong?"
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You may get a few of those phone calls.
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When they respond and they're like,
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"Hey, you said call me about the house,"
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you're like, "Hey, thank you so much.
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I'm representing this buyer."
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Some will be excited, some won't care.
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Some, this is just the trigger they needed
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because they've been thinking about
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selling their home, and guess what?
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You just got an opportunity
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direct from the Tom Ferry Show.
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That's number three.
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I got one more a little more advanced,
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so consider the following.
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Do you know the company Sly Broadcast?
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S-L-Y Broadcast?
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What this company does is it allows you to
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record a voicemail and send it to people
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directly into their voicemail.
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This is not the phone rings and they hear,
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"Hello, I'm a real estate agent."
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No, instead, it goes
right to their voicemail.
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So you could literally send out,
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I wanna give you these numbers,
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you could send out, for $100 a month,
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2,000 voicemail messages.
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We have lots of clients doing this.
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You heard one of our
clients talk about this
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last year at the summit,
we've talked about it
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at Tom X, where she did
this for the first time.
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"I'm representing an
all-cash buyer who would
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like to buy a home in your neighborhood.
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We just missed out on another opportunity
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down the street from you.
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Would you call me today at,"
and she gives her number.
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She took that voicemail and I think she
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sent it out to 2,000 people at once.
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And then after 172 phone calls back
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in the first 24 hours, she said, "Whoa.
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Maybe I ought to do it
in smaller increments."
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So my advice for you is, if you're gonna
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check this one out, make
sure you start small
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and get ready for the phone to ring.
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You leave a cool voicemail.
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"Hey, it's Tom Ferry
with Banana Real Estate.
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I'm representing a buyer right
now, and I gotta tell you,
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they are a wonderful couple.
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They're desperate to
live in banana community,
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and we've already
actually written an offer.
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They got beat out by an investor.
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They're a nice family.
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They wanna live in your neighborhood.
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I'm just asking, if you've
had any thoughts of selling,
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could you please give me a call?"
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Notice how I did that voicemail.
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It wasn't perfect.
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You with me?
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It was authentic.
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It's like, "Hey, I'm just reaching out.
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I'm representing this client and they
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desperately wanna live in your area.
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They recently lost out on another home
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right near you, and I know this is
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strange on voicemail, but gosh,
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if you've had any thoughts of selling,
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could you call me at 555-1212,
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even it was just for a one-day listing
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because you were thinking about it?
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If the stars and the moons aligned
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and the price was perfect
that you would move,
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just call me, 555-1212."
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I would actually do that voicemail.
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I loved how authentic and real that was.
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And then they send it out (whoosh noise)
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200 homes, 200 homes, 1,000 homes,
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cell phones, whatever you got.
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It doesn't make a difference.
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But here's the thing, you ready?
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How much brains does it
require to leave a voicemail
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and have it sent to all those homes?
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100% no brain required.
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I gave you the script.
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It'll be on the blog on tomferry.com,
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so if you're watching on
YouTube, go back to tomferry.com
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and that entire script
will be in the blog,
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looking at my extraordinary writer, Mark.
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So that's what I got.
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That's what I wanted to share with you.
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My hope is always the same,
that you take massive action,
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that you absolutely
implement at least one thing
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from this show to generate more listings,
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to solve the crisis in your market,
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and ultimately help another
buyer buy their dream home.
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Thanks so much for watching.
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Remember always, your strategy matters,
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and now more than ever, your
passion absolutely rules.
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Take care.
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Hey, it's coach Tom Ferry.
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Have you been considering hiring a coach?
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If so, click the link below
and check out what we do.
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