15 Day Challenge

Lesson 11: Converting Sellers

Tasks

  • No task for today

Reminders:

  • Pre Presentation

    • They are assessing agents

    • Differentiate yourself: Video email (see your face) & pre-listing booklet

  • Post Presentation

    • Still assessing.

    • Display what it’s like working with you: Gift or card (use triggers)

  • Activation

    • Listing live or buyer search commences. Many clients feel remorse here.

    • Help with pain points: give them a meal out or meal delivery

 
 

Places We Can Hang 🤙

Video Transcript

0:00 Hello and welcome back to your 15 day challenge. My name is Michael Montgomery, and today we are talking about sellers. So yesterday we discussed a few topics that relate to buyers, and now we're moving into talking about sellers.

0:14 Again, a few concepts that you will be implementing when you are working with a seller. So there's three different components to this.

0:22 First off, there is before the listing presentation, then there's after the listing presentation, and then there's once the listing is activated, these are three stages when sellers tend to be a little weary of the agent.

0:35 Let's dive into what we can do at each one of these stages in order to ensure that they are having an amazing experience.

0:42 So first off, we have the pre-presentation. Before you actually walk into the house, what do you need to do? Well, you need to differentiate yourself because they're reaching out to other agents.

0:52 Even if they don't tell you they are, they are looking at other agents online. So you really need to differentiate yourself.

0:58 How are you going to do this? You can do this in two very easy ways. First off, you're going to send them a video email, less than one minute introducing yourself, letting them know that you are looking forward to meeting them and touring around their house.

1:12 The other thing I'd like to do in this video email is just give them a short itinerary. Let them know I will show up. 1:18 We'll start with a quick tour around the home. I'll ask you a few questions about the house. Then we'll sit down and discuss the market and marketing.

1:25 And then we'll also get into fees and pricing. And so we can kind of give them a lay of the land by way of a video email before we actually get to the house.

1:33 And this is going to help put a face to the name. It's extremely helpful. The next thing that we're going to do is drop off our listing presentation or pre-listing package at their house beforehand.

1:45 So whether that be the day beforehand or the morning of, we either wanna drive over and drop it off. Now I'm not knocking on the door, I'm just leaving it at the doorstep.

1:52 Or you can get it couriered and have it sent there. Now these two things are very much going to set you apart.

1:56 Highly likely that no agent is going to be doing both of these, let alone one of them. So this is going to start you off on the right foot, and you are already going to be the most desirable agent before even setting foot in the house.

2:09 Next we have post presentation. So after you've actually done the presentation, now in your email templates, you are going to see an email that you can send to them following the presentation.

2:19 This is a detailed email. There's a reason for it to be longer. It's because this is a very important process and the analytical types are going to read every single word.

2:30 The less analytical types may not, they're just gonna go to the bold highlighted sections. But that being said, we want to ensure that after the listing presentation, they are getting a very detailed report.

2:40 So you have access to that. Now, the next thing that you should do is you should send them something. It's can be as simple as a handwritten card, or this can be some sort of gift.

2:51 So last year, one of the biggest listings I got, what happened was I sat down with the seller. We went through the listing presentation.

2:57 I found out that the seller was a big reader, And so I sent the seller a little book, my favorite book, I just sent it to them directly from Amazon.

3:05 It was all wrapped up and sent to them. They were very grateful for this. And then said they'd like me to list their home.

3:11 Now, was it the book that actually got the listing? Maybe, maybe not. But it really did help. And finally, we have the point in time where the listing is active.

3:20 This is a very common time of buyer's remorse, or in this case, I guess we could say seller's remorse. So they list their home and they think, should I list it with somebody else?

3:30 Now, you'll never hear about this, but that's what they're feeling. Now, one thing is once we actually activate the listing, we wanna ensure they're getting an email with everything.

3:37 So they're getting all of the details, they're getting the floor plans, they're getting the length listing, the video, everything. And then from there, we want to send them out for dinner on their first night on the market.

3:48 So you can do this by sending them to a restaurant, just getting them a gift card to a restaurant near their house.

3:53 Or you could even do something simple like just meal delivery to their house. This is really nice. Oftentimes, they are going to be getting a few showing requests that first night.

4:03 And what we want them to do is we want them to sit down for a meal on us and be talking about the great experience they're having so far.

4:11 We really need to ingrain in the process that we are doing everything possible to help sell this home. And during this meal, they're typically talking about how happy they are.

4:19 Now, that's not to say they aren't gonna be happy if we don't do these things, but going over and above is really what it takes.

4:26 It's really what it takes if we want to generate a lot of referrals in this business. So three things we have before the listing presentation.

4:33 We are sending the video email, and the pre-listing booklet. After the presentation, we are sending them something or a handwritten card, and then when we activate the listing their first night on the market, we are sending them out for dinner or we're doing meal delivery.

4:46 We'll see you tomorrow in the next challenge.