There's an adage that remains true: You got a list to last. Anybody who's watching this episode today knows the marketplace in real estate. Everywhere has shifted. it's adjusted, and it's always adjusting.

But if you were selling a house a year or two ago, it was arguably easier and so a lot of agents are struggling. Oh, it's harder. I'm experiencing a diminishing return whereby I have to do more work to get the same result. And the answer is yeah, that's true because comparing today's Marketplace to yesterday's Marketplace is like comparing gas mileage on a car driving up a mountain versus a car driving on a flat flat.

Road It's a different kind of marketplace that requires a different attitude and a different skill set. What's more we're seeing candidly, some not crazy news, but news that could have a strong impact in terms of the future of an agent's business if they're buyer dependent. We saw the class action lawsuit is taking steps forward against Nar and some other brokerages and so that could mean a lot of change. But there's an adage that remains true.

You got a list to last that's always been the case in real estate. Whoever controls the inventory is the one who's crushing it in the marketplace. So today's com conversation is all about hacks and strategies and positioning techniques to attract listings. Whether you're a new agent, an experienced agent, this is all about getting more listings.

So welcome to this week in marketing! My name is Jason Pantana I'm your host and as always I am stoked that you're here today learning the strategies to put yourself forward in your business. If you're new to the channel, make sure to tap that big red subscribe button and there's a little bell right next to it that you can just click it to turn on notifications so you get alerted whenever we publish videos just like this one in today's conversation. You're in for a real treat because I am joined by two of our fabulous coaches Jeff Bannon and Christy Jinx and we're going to have a total brainstorm brain dump on listing attraction strategies for you to rip off and duplicate and put in place in your business. So first and foremost: Christy Jeff Thank you so much for jumping on the episode today! for the viewers who are watching, give them a quick little context about you as a coach and you as a professional in real day.

Christy We'll start with you absolutely so. Christy Jenks Based out of the Southeast Valley of the Phoenix Metro Area Mom of eight kids and I also have a team there been coaching for Tom for a little over five years. Yes, and you are for those. This is your first podcast with us, correct? Okay, Christy is one of the most marketing Savvy but operationally focused marketers I've ever met.

So I'm really excited to hear your point of view with that not artist but operator perspective from a marketing standpoint again to position and win listings. Thanks for being on Jeff Is this your first time on the podcast? Tim On the podcast? All right, All right. so lean into the mic so they can hear it real good. I'll get a little closer.

Should I talk fast like you too? No. I mean I Just we. Just yeah, we've been. We've been brainstorming all day for those watching so we're like fired up.

Right now there's been Nitro Diet Coke Electrolytes. There's been electrolytes. There's been everything everything a coach needs to keep their brain moving full cylinders. So yes, you should talk really, really fast.

Really really fast. Just like you, All right? Anyway, so I'm from Southeastern Pennsylvania just outside of Philadelphia King of Prussia area and uh, been coaching with Tom for three years that in the last year has become more of my focus in sales and I have a lot of folks in my uh who I coach who are very um, social uh Savvy or social heavy but then also find helping them especially in this time go from just social to Social and back to some of the fundamentals. Well, and I think that's critical because the market has adjusted right and buyer demand is down for instance. and so something we've been working on with our coaching clients from a social standpoint to your point is you got to be more intentional in sparking the dialogue.

The idea of content content should create conversations. conversations should create appointments. Those conversations are not as free-flowing as they once were. so having more embedded cues and calls to action and positioning and your content for how you can take care of somebody's real estate needs.

Ideally, selling real estate needs is critical right now. So let's kick it off with this opening question. Let's imagine you're talking to a newish agent or a solo operator agent who wants to control their Marketplace and they want to grow in their business. What should they be doing to position for listings? Let's get as many ideas on the table as possible.

Who wants that one first? Oh, I'll take it. So you know this is something we see every single day People are still getting licensed. They haven't totally caught on to the fact that there are going to be fewer sales this year and so they're still getting licensed. They're coming in and they want to have that instantaneous success that they've seen several other people have over the past.

You know, a couple years they don't have any listings, so the first place I always go is let's look at that core four, right? Those those four lead pillars. The easiest one for them to get into is open houses. The cost to get in super low. You're going to have to hustle a little bit to find someone to let you hold their house open.

But once you're in, there's so much you can do with that open house. because now you've opened yourself to Circle Prospecting, you've opened yourself to door knocking. You've opened yourself. Just the other day, sitting down with an agent, she came to me and she said you know well coach I did this Nobody came to the open house so I said okay, you're doing that open house tomorrow right She said yeah I said here's the thing.

you're going to sit down and while no one's at your open house, you're just going to start doing CMAs Five Doors to the left five doors right on your laptop and then if nobody comes out I want you to go knock on the door and say Hey you know I'm sitting in this house over here and there was nobody came in then I had some time so I thought I'd just give you a gift I Ended up doing an equity review of your home I've got it here on my phone I can send that to you via text or email. What would be the best way for me to get that too? That's Savvy No excuses. There's so much you can do around an open house. All right.

So let's I want to zoom out for a second? Let's go back. For those who are not familiar with our core 4 language and our coaching ecosystem, what are the core 4 lead sources? So you've got online leads? You've got a geographic Farm You've got your database, but if you're brand new, you don't have past clients. we can expand on. You have a sphere of influence.

Um, and then of course you've got open houses. Okay and then so I Love your open Houses strategy. Tom Has long said the fastest way to a sales and open house I Think many folks talk about Okay, the goal of an open house is one qualified buyer, to which I would say that's a goal. There are other opportunities.

and there's the old adage that look when somebody lists their house to two or three more pop-up around it. and so I want to keep talking about I Want to talk about two things: One, how do you get open houses if you don't have any and then I loved your idea about hey, even if it's not busy, go door knock the neighbors. What if it is busy, Does that change your approach? Or do you still instruct or coach your agents to be prepared for those? CMAs for the Five Doors to the left and right. Absolutely so if the I mean ideally the open house is busy.

ideally you've followed some you know will Draper or Jeff Bannon type of sop. So I mean we will go operational here for a minute. If you're going to be doing open houses, you should have an open house process. From the moment that you decide you're doing an open house, all of the marketing of course that you're going to do, but all of that Sweat Equity So the reason that we're choosing Open House is because there's a ton of Sweat Equity built into it.

Let's also face it, you're brand new. You don't have appointments, so what are you gonna go do? You're gonna go find those appointments. So there should be an element now. I Realize not everybody can door knock, so if door knocking's not available to you, what can you do right prospecting You mentioned exactly.

So now you get with your title company, you get a little bit more data. Centric So I am a fan of rather than just like pulling. although I do love Jason Ferris You know 200 numbers. Yeah, right, You know at the beginning I love to get a little bit more dialed in and let's get someone with a high sell score and then I can Circle Prospect around that.

Okay, always the circle prospecting. and then let's not forget that if you are brand new, you do have some sort of a social network and and sphere in general. of course, how can we tap into that to let them know that you're going to be doing the open house? I Want to come back to that in a moment? but I just want to double down on your tactic of run the CMAs Or you know what? if you expected to be busy, do the CMAs before the open house, to the left, to the right five doors. That is a straight up listing attraction strategy right there.

As far as getting open houses go, Uh, you made the comment before that. Some folks, if they're new to the business for instance, they may not have listings and so getting an open house can be difficult. I've got a couple up my sleeve, but I'm curious. Do you have any hacks for getting open houses? Well, I'm not a lawyer so I will say you know it depends on your broker.

Sometimes your broker will allow you to host open houses for other brokerages. Sometimes that's a big no right, so figure out what you can do. But I Always like to go to small independent Brokers because they don't have the Manpower Yep, um I Also like to go to someone who has a listing that's not in my area because they're not driving into my area. Oh, that was my hack.

Thunder I stole your thunder. Um, it takes a lot of calls so you need to get really good. I have seven active lift scenes right now I have text messages coming in from Agents all over the valley asking to hold my houses open. so there is this element.

you can't be afraid. you need to say hey, Jason I would love to be your open house partner, you know? I'm not sure if it's for you, but I am open this weekend and I'd love to do that so it takes a lot of ask. Get a really good script and then again the process person in me is have a process when I ask you to do your open house and say hey, Jason I would love to be able to help you find a buyer for this home. Not only am I going to Market this property and I will you know happy to send you everything that I'm doing so you can share it with your seller I will also get meticulous feedback and I promise to give it to you within like three hours of closing the open house.

Yeah, those are those are all great bits of advice. A lot of Agents may be listening and saying. that sounds like a lot of work. Of course it is.

It is anything you choose to do should you do it to the fullest degree possible is going to be a lot of work. Notwithstanding, open houses are generally speaking for the newer agent the fastest way to a sale. Why? Because here's a thing that's for sale that people who are thinking about buying or maybe selling nearby walk in to check out that's about as close to a legitimate opportunities you can get. Uh, before we come back to your sphere of influence I want to jump over to Jeff Jeff I Repeat the question.

Let's say we're talking to a newish agent who is a solo operator who's looking to position to get listings. Where should they start? Well, there's I want to answer that? But before I do that I love all the open house conversation. There's a few other things that can be piggybacked on top of that I Always think and I try to get my coaching clients to think what else can I do with this moment in front of me? So with open houses you talked about the CMA to the left and to the right. I'm thinking Facebook event all right for for folks who might not be looking for an open house.

but all of a sudden now your name starts to pop up. Just another opportunity and then you can DM all your friends that Facebook event hey, come see me at this open House. They don't know that it's not your listing, but now it's an opportunity to communicate with your sphere of influence one of your other core four. And so these are fun.

And then as you're reaching out to these other agents saying I'm going to mark this property well if you have a standard operating procedure around marketing, if you can go preview the house three or four days ahead of time, you can get some video you can share it you can share with the world. We're going to do this Open house. I've got some of my coaching clients who are very dialed in with a very strategic marketing plan that the agent on the other side, especially if they're an agent who sees no value in an open house or doesn't really care We'll start to call you and say hey, will you host open Houses for me So now instead of you chasing open houses, they're chasing you and you can do this before you've ever sold a home which is I Think the best part? if you have an iPhone you can bring service and value because you have time. Some of these agents you have like you maybe seven homes listed may not have the same capacity to do that, so those are just a couple of many ways you can get creative around that.

Well, it reminds me so we've interviewed him on the show before Dave Archuleta Talked about events, but open houses are a mega pillow for his business. Uh, within three years he became the number one agent in his entire. Community I mean his success curve was very steep. It was.

It was awesome One of the ways you can't just do exactly. So let that ring into everybody who's listening. We're not talking about doing one open house a month, we're not talking about doing one open house a week. Like the you have an open house strategy that's three to four open houses.

I Would also say be curious because some of the most interesting open houses are only two hours long and they're during high traffic time. So now I want to put a public service announcement? You may not start being able to get that many open houses. it may take a ramp up, period. But this is like what you said: You're not going to roll out of bed one day and just be the king or queen of open houses.

It's going to be something you build to. But I think about Dave Archuleta He's doing six to eight per weekend and you know what? The tactic that is arguably the most effective part of his open house strategy is you're not gonna guess it. So he puts out directional signs okay, all over the neighborhood, all weekend, those little pointer directional signs and whenever cars go by even if he has no idea who they are, he just big waves and smiles and waves and smiles. And he's become incredibly known because he's so concentrated in an area open house, open house, open house.

And he hears this over and over again at listening appointments. We see you out there every weekend busting it hustling, and we want to work with an agent who's prepared to do that level of work for us. Well, keep in mind, a lot of people who are thinking about selling a home are already frustrated with agents because they think they get paid too much for not doing enough work. And as soon as they see you out doing the work, all of a sudden, they're going to think that's the kind of agent I want to work with I Coach Uh, Marcy McClellan Who is in the Philly area not too far from me, a town or a subdivision with 33 homes in her first two and a half years, she sold five of them and it's because she did Open House video and door knocked the neighborhood and by the time she'd done the third one all the Neighbors when they found out a listing was coming, they said have you called Marcia that's so good.

And your point earlier, we passed over it too quickly. The Facebook event, the video, the email, all the collateral and marketing that positions you to your sphere of influence, to the neighbors, to all your database contacts that you're the agent hustling. Too many agents say that Open House was a dud and they're only measuring it by the foot traffic. That's not a fair gauge of the real impact in terms of positioning yourself as the listing agent of choice.

All right. So we covered open houses. Did you have another one you wanted to touch on? uh video I mean this? this little device in our hands. What? This pocket is unbelievable and uh, if you are a new agent and you don't currently have listings, you probably have time.

and Go Preview Homes I've known agents I've coached a few agents who have gone and previewed homes and going back to make sure that you're in compliance. Yeah, get consent from the listing agent. Follow the rules, but what I will say is I've either rarely or never had somebody get pushback from another agent who has a listing saying no you can't Market my home and I've practiced it personally and hey, do you mind if I share this on my social No? by all means do you mind if I go in and get content by all means you're going to get by all means frequently because it helps them do their job which is sell the house and you show up every single day. All it takes is one per day, another day, another door, you seven different rooms in the same home.

Okay, let's break this down because there's so much. There's so much opportunity here. All right. So you've got your phone I'm assuming you have like one of those little selfie stabilizer gimbals something like that.

Yeah, with you, you get the consent from the listing agent to create some video of the property and maybe the video is something to the effect of what does 800 000 get you in X neighborhood? Something along those lines, right? So you run around the video and then do you give the consent to the listing agent? Maybe in the caption what does that look like Yeah, so it depends and sometimes I'm not giving a lot of detail about the particular listing. I Just say in this town let me know if you want more information. Other times I will give very specific and give love to the agent kind of depending on what the agreement has been. but you gotta, you get to decide that and again in collaboration with the person on the other side.

But like you said video Yeah well it looks like you got questions. Well I was going to say. so if you're doing that once a week, twice a week, three times a week all the folks who are following you, what do they start to pick up about you? It's really funny because uh I was speaking to a guy Jesus Going back 2018. that was so long ago.

a long time ago. so long ago. uh and an agent who I talked to. he said I hadn't sold a home and I started doing this and then I would take a photo in each different room and I say zoom in and zoom out so there's details so zoom in and then zoom out.

show the whole room and the quality on your phone is going to be pretty solid. People will start thinking you're so busy and no I Went to one house one day a week and then I shared every single day and the phone started ringing. Said do you have time to help me sell my house, find and buy a house the next year he sold 54. there is absolute truth to that and there's a few reasons for it.

One is social proof. There's this idea that and I want to get back to sphere of influence in a moment with you because you brought it up earlier. I know a lot of Agents got their licenses and thought I'm gonna crush it in the very beginning because I have all these personal contacts and then all those contacts they like scattered and disappeared and they didn't want to be proximate to you because exactly they don't They didn't trust you, they didn't want to be the guinea pig so to speak. But then all of a sudden success leaves.

Clues They start seeing videos on social and they start saying oh wow, you're really you're really doing something special out there, huh? They worked with you. maybe I should work with you and all of a sudden you I call it the success curve where in the beginning it's you know it's nothing but then eventually you reach a point of success and then attraction follows the downward slope of that bell curve because eventually folks want to work with you and a huge driver of it is proof of success in these videos of Simply touring properties giving the proper consent following the rules, but it shows that you're busy in the marketplace and that activity begets more activity. you uh mentioned the the if we're still talking about the new agent, tell what you learned every week there's something that you're learning. Share what you learned.

Six months from now, people who have been paying attention on your social channels are going to think you know everything. Six months in. Let's talk about that for a moment and I want to give you the backstory and I'm gonna get I want to get both your input and then we'll jump to sphere I Had a conversation with a gentleman recently who was abstaining from producing videos on social media whereby he would have been positioning himself as a knowledge broker. We talk about that all the time here.

A knowledge broker. Um, I've said it on the show many times. What do you ultimately sell as an agent? What is it that consumers are buying from you? They're buying your expertise and the way you imparted. That's that's being the transaction broker right.

And his reason for abstaining was because he felt like he was an imposter. He was too new. What did he know and I raised the question I Said the smartest people you know the ones who are the thought leaders in their respective subjects. Do you suspect they believe themselves to be thought leaders? Or would they view themselves as the person who got stumped more than anybody else And Chase down the answer over and over and over again to the point where everybody else thought they knew it all.

How would you address an agent who maybe feels because they're new? They don't deserve to be making videos right now I don't think it's a deserving I think it's uh, even when I say talk about what you're learning, you're getting questions asked of you. So if you don't know the answer, you're going to go find the answer. Just what you said stumped. So once I find the answer because you've got a broker or a teammate or a friend in the business, you're gonna go get these answers and say hey I Just had this question and here's the response we gave.

that is that right there. If you We were talking about this in the coaches meeting we're doing today, we were talking about grit and the need for grit in your business. But what comes before grit humility comes before grit. You got to be humble and recognize I know what I know and I don't know what I don't know but I know what I want and I prepare to do whatever it takes to get that result and that may be I'm going to figure it out if if folks have a question, I'm going to be the person who answers it and you're going to build up your body of knowledge and very very soon you will be the definitive knowledge broker in your Marketplace Let's talk more about sphere of influence in terms of positioning to get listings Christy Um I will say also don't forget new construction so absolutely get in new construction they'll I mean they'll let you all day.

Those model homes are perfect for that and it's a really easy way to also build your knowledge base and show just that hyper level. Sure, Um, when it comes to your sphere of influence, right? So you're brand new, you don't have, you don't have all these past clients right? And and you have this illusion that I was gonna get my license and everybody was going to trust me to sell their home because I'm their best friend right? When the fact is is, you know my friend who had a million dollar home, she's like Christy you've never done this before I'm like yeah, but you love me and I'm really good and she's like yeah, we're calling our other person and and that really hurts so immediately I would say your confidence increases as your understanding of the market intelligence increases. So you need to study the market. There are just four numbers I look at every day and then I take those numbers so they are the total number of active listings and I track this every single day.

I Just drop it into a little Google sheet that then has a nice little graph that I can look at. So I'm looking at the total number of Active listings. Yeah, I'm looking at the total number of homes pending in whatever form they're pending. and then I'm looking at the number of closed listings in the past 30 days.

Yep, closed listings divided by active gives me my month's supply of inventory with that and you can do this over the course of a month you'll have. You'll start to get some data points and then when I'm having these conversations and catching up. Right? Because now you're going to go and you're going to build a list just Google The ABC Memory Jogger, right? I Don't even that might be on Tom's website? It is. It's a resource somewhere.

It's a great place to start because it's going to start to help you think well, who's my hairdresser and and who does this And who and who does that? Just start all right. So I want to give? So the Memory Jogger is a worksheet document that helps you think who is in my sphere of influence contacts and it's over a hundred points of inquiry of hairdressers, uh, dog trainers, anybody? It is so random and granular, but it is through a tool like that where you would then formulate my entire list of my sphere of influence contacts. and then once I have that list continue Please. Yeah.

From there you start to build some strategy around it. Right? Like how close are they to you, how far back, like how how warm, how cold Yeah. And I Do think that your strategy depends. You do not want to be that person that slides into the DMS and is like hey girl, right? Like if you you're right I don't You definitely don't want to do it if you haven't been solicited by a past high school friend to buy something through direct right like it's It's pretty well known on social and you don't want to come off that way.

So you want to start building relationships using your Market intelligence. So this when when that conversation I always go to Ford right family occupation Recreation and dreams. It's such an easy way to start conversations. Your your goal is not to just tell them all about real estate but they're going to ask you so what have you been up to and you can say well oh my gosh I Toured the most amazing home this week for a client they're moving from California and you know it's really crazy because our inventory just dropped below a two-month supply of inventory.

What does that mean? Tell me more about that Exactly. So now I'm using Market Intelligence and then of course, just like you would never leave the dentist without setting your next appointment I'm going to say well you know it's been such a long time Jason Since we've like when would be a good time for us to just get together for lunch, right? right? And of course then I'm gonna slide into your DMs It's like it was so great to see you at the grocery store. Whatever, it was right and tapping into the power of social right, that frequency and the familiarity. I'm gonna go back into my CRM and I'm going to say Jason pantana right Nashville Tennessee and then I'm like oh crap I don't have his phone number hey Jason As we get together for lunch, what's the best phone number for me to text you at? Yep, that's so good.

I get your phone number right and then I have a reason when we are at lunch or at our coffee meet or whatever doing. I'm also going to collect your email address. So now I'm actually building a solid database. So in the beginning your entire goal is just to get a complete body of work with the person.

I'm building the profile. He has children. This is where he lives. This is his Hobbies This is what he does yeah and I'm gathering I'm It's like you're kind of creepy because you're asking a lot of great questions.

but I also want to see this Arc of what's going on in their life and how can I be of service and how can I be of help. So in the beginning your appointments are really just data collection and you're dropping in your competence of the market. There's some stacking of goodness that's happening almost how this whole conversations happen as you do what you just described through the DM because you just had this cool conversation wherever it was that you bumped into the person, the algorithm that we all talk about starts to think oh, they're friends, They're really friends. We should show.

We should show more of Christy's stuff stuff to said friend and open house this weekend and she's touring another house and oh my gosh, she's really busy. She's really busy. so Bingo all right. so I want to go back to the premise of this conversation.

You're you're a new agent, You're a solo agent. newish I should say and you're looking to position to get listings. The two of you have so well defined what it means to position I would argue a lot of Agents struggle with the mindset of where's my next deal gonna come from Deal deal, deal, deal, deal deal deal. and there's this: because they need to get paid, they need to close a sale.

There can be this sense of I can only see it if it's in the red zone so to speak, but if it's somewhere further back on the field I Can't see the opportunity ever being a touchdown play for myself. But what you about to find threw open houses through video property tours, through your strategic conversations in the DMS with folks you are creating and excuse me and also the market Intelligence: the ability to understand what's happening in the market that is 101, 201, 301 401 Positioning yourself So it's it's a few things. It's knowing the market, communicating what you know about the market, and showing yourself as active in the marketplace that precipitates conversations that have the ability to go straight into that end zone conversation of either referral, business or listening opportunities. I Wanna I'm building it up right? So so there's this idea.

You know if you I'm not going to do it as well as Tom but you know how Tom he's talking and he's like hey, nice to meet you sex right? Like sometimes he's never said that to me, you've seen it in a seminar. He does it right. But there's this we want to. We want it to go too far and we need to build it up.

So as we had that engagement, yeah, would it make sense that when I call you up again, you know I just happened to be writing an offer for someone in your neighborhood. Would it be helpful if I ran the numbers on your home Now I've got some credibility because we've had some Market intelligence. So that I I bring up the market intelligence because it bleeds into every aspect of a new agent. If you have knowledge and you can see how that information if presented to the right people could change their lives.

Yeah, yeah, you really can't help but share it can you. And you get to this point where you're saying how can I serve you as opposed to where's the next deal coming from And now they're looking at you with gratitude as opposed to you're trying to get something from me or you're just trying to. You're looking at me like a commission And nothing that's being described here is either active or passive. It's a combination of passive and active.

You're positioning. You're offering value. You're serving. You're not afraid to ask.

In fact, you're compelled to ask because by not asking, you're not serving. That's the right way to position. From a marketing standpoint, let's go one layer deeper before the conversation wraps up. I'd like to know and this is not only reserved for the new agent.

this is anybody and everybody who's in real estate and they want a position in Market to get more listings. What are the top online strategies? The coolest hacks? Whatever you've seen out there to position to get listings. What's happening in the marketplace with agents to get listings? Who wants first crack at it? Well, if I you got it. One of my favorites and I've been preaching this since I've been having a platform to preach it from if you're not doing listening videos.

Now this is more helpful if you have listings. sure. But even if you're doing this goes to anybody, anybody. We would be remiss if we did not acknowledge.

Using listings. To get listings is an absolute must. If you're not doing listing videos. you are missing out even when the homes didn't need them to sell.

Yeah, because at that point in time, it's about your opportunity to have your face out and showcasing what you're doing. We've got a few coaching, well, quite a few coaching clients who have gotten to the point where their phone just rings and it's not. Will you come talk about listing my home? It's when YouTube when you come list my home I've got an idea for the video. When you get to that point, you're in pretty good shape.

But here's the other side of it too. How much value are you adding? Yeah! I Still remember a referral call that I got when I was still in active production I'm still selling some but mostly coaching but when I was still very active in production hey, we got referral referred to you and but do you cut your commission and I said I don't but I think you should still invite me in for the opportunity and we'll sit down Went through our presentation and I flipped open Facebook and slid my phone across the table and showed them the video that had 5 000 organic views and I said this is why I don't cut my commission because it cost me money to do this I Have built this and you will win and we set a record comp in the neighborhood for their home and they made more money than had I You know some Cut Rate commission had would probably have gotten them. Sure that's that's beautiful. Okay, so listing videos, mine's different I'm gonna get to it.

So I agree listing videos and this is different than behind the scenes property tours but how well so the listening videos. There's a number of different things you can do with them. so if you are in a state that allows for coming soon, you can capture information by pushing it out on Facebook to various different places on Facebook I Don't even pay for ads. so I'm like the the non-paid for simple social guy.

Yeah, send it out kicks back to the CRM. All of a sudden, I'm capturing new people who are either interested in that home possible buyers. but we know that buyers turn into sellers a lot of times. a lot.

And statistically yeah, and so also other people in the neighborhood Who see that home and say I'm curious Now you capture their information so that's an area, but then you're able to start sharing it to all the people who you know and share in your email. share it and as you continue to share over and over and over again. If we just do it once, it's not that helpful if it's a body of work over time. That's when you get to the point where people start realizing there's no one else there's no one else like.

Okay, I could list with all these different people, but the only person who's going to position my house in this manner is and if you look at any top agent they all become I'm known for something or a combination of some things, so what is it you're going to be known for? Maybe it's listing videos? Maybe it's some other way to be known that shows the degree to which you'll go to serve the customer's needs versus somebody else. All right, how about you? what do you got for us? Okay, so I'm gonna go a little bit different. You gave it, You gave a tactic right. And I would actually start by defining who you are.

meaning what do I do around every single listing right? So I have a standard: how many doors do I knock how many calls do I make how many emails do I send what videos do I do So it starts by like what is that and you got to remember most of us are super guilty we were doing video, but we were not doing the full listing launch. We didn't have time to and quite honestly, the homes were selling so fast that right couldn't even roll out the whole listing before it was underground. I Remember I Remember doing a post that said when the market speeds up, your marketing speeds up I Remember it: 30-day marketing plan to three-day Market That's right. So we got to remember.

Let's let's think about how did we used to sell homes when they sat on the markets for 30 60 90 days right? Like what were the strategies that we use and what is that 90-day marketing plan? But then I would also really consider the SOP right? So it gets done So Standard operating procedure. So what is that process that gets done every single time and then I would say like if you don't have the listing, there's always something you can do around someone else's listing, right? So someone says well, I only want to work in this area I said Okay, well you know you don't have a listing. Is there one? Yeah, Okay, so what can you do around that listing don't be defined by I can't get an open house and I don't have any listings right? If you want to attract listings, what can you do around the other listings that are there, there's always a way to get in. you just have to be willing to put in the work.

And in this market though, it's hard to say because nobody wants to hear it. It's just going to take more effort and more consistency. So you started the conversation, huh? Funny, it's like we came full circle. So and even with that, could you then door knock 100 homes saying here's how the sale of this home that's listed might impact the value of your home.

Would you like to go any deeper on that? Isn't it Funny how? And this is just my own brain. There's always this division between. Oh, there's Marketing in their sales and too many folks don't see that. they go sales and marketing.

They go together and the whole point of your marketing is to tee up the sale to It's like set the ball, spike the ball. And that's the combination of some of these more prospecting based activities like Circle prospecting like door knocking. but it goes hand in glove. But what you said is true.

You're gonna just have to be prepared to do more work. There is a sense of diminishing returns right now in the marketplace, but guess what? This sounds? This sounds harsh and so hear me with love. We all know the stat 87 of Agents fail in the first two years. It's just the stat.

So how do you become part of the 13? Your willingness, your attitude to hustle and go deep and not give up. Why do agents fail I Would argue a lot of Agents fail because they dabble. They try something a little bit and they're like that's not producing a result and it's not that it's not going to, it, just didn't immediately use it as your playground. Iterate right? Like, be quick to iterate every single time you do that door knocking session.

Every time you do that call. Sudden What could I do Different? What worked? What didn't work? Go back to the drawing board, stay super curious and and stay on your toes with those scripts. And those dialogues. Get really good at the soft skills right now because we are very relationship based people.

Really, they kind of see what's going out there. They're on pause right? Think about yourself sitting at a three you know, point two percent interest rate I'd love to move, but I'm just gonna wait it out because I'm not really sure what's going on. Wouldn't it be great if I had somebody informed someone that wasn't just like, when are you gonna sell, when are you gonna sell right? Are you going to sell right? Imagine if you got back to the fundamentals and you started calling or door knocking or weaving all these different things together and as you got the rejections, you'd write those down and you start to come up with ways to either handle those objections or even better combat them before they ever come. Well, an objection is an objective in Disguise so determining well, what is it they're seeking to achieve or like Phil Jones that you just talked about right there.

The best way to handle an objection is to prevent it from ever occurring. My kids martial arts instructor always says what's the best block and all the kids shout back, no block In other words, move out of the way I Like the idea, same basic concept. You two have been a wealth of knowledge today. Truly, where can folks connect with you and learn more about you as a coach and you and as a business provider? at Christy Jenks on Instagram and Christyjanks.com And how about you Jeff at Jeff Bannon that's B-a-n-n-a-n on Instagram I Love it and how about you Tom we're gonna connect with you.

Oh this episode has been epic. Y'all are y'all are rock stars and everybody watching you're rock stars because you're the ones who are here learning what does it take to crush it in a changing Marketplace Most agents won't ask that question, they'll complain and they'll look for camaraderie from people who are sharing and a difficult, challenging time. But not you. You're the ones who say I'm prepared to do whatever it takes to roll up my sleeves, show my grit, humble myself, and do the work to go deep because I have a heart of service for my community and I'm in it to win it I Want to know from you what are you going to do? What did you learn on the show today that you're going to implement? We want to hear from you in the comments and what did we miss? Let's get an epic thread going on of different listing hacks and strategies for all of us to win together because the more inventory we create, we all win together.

So go get some listings and let's sell some houses and tune in next week for this week in marketing.