Welcome back to confidence conversion. Are you looking for some scripts to convert those networking networking events into actual real estate conversations how about what to say at an open what to say to your past clients and heck what to say when you're knocking on doors to help us get there i've got the stephanie younger 400 million dollar producer la california stephanie let's do some role playing i want to hear what people should say let's start with charitable events social events and networking. How do we get it to real estate. What are you asking your sales people to say well this is going to blow your mind.

I'm ready i'm ready i'm ready bring it on it's the very best script of all tom tell me where do you live uh we live in uh kroner del mar. Oh my gosh well how long have you lived there we have been there now my goodness. It's my son's 23. So 24 years oh very good where'd you live before that uh laguna beach.

Okay. Very i love laguna beach me too um. So how'd you happen to join this organization. You know um casa for us just because of you know kids.

It's just it's kind of what just makes our hearts sing like there's a lot of money and a lot of things you could do to impact people from a charitable standpoint. But for my wife and it's very much anything centered with kids. We're gonna be a part of it i mean i couldn't agree more our company pretty much if you call me. And you have a community cause or or the word kids are involved.

I'm probably giving you a check. So. You know i really yeah. So call.

Me yeah um. But uh um. We really do we give back a lot. We really believe in supporting our community.

Yeah um. And you know we get a lot of really rewarding opportunities out of it so how long has been part of this uh. This group. Oh you know we've been we're kind of new to the organization actually um.

But we're really looking to get involved and make a difference. And i've got a couple of my team members here and you know in in between selling houses. Yeah. They're going to be helping kids out how's the uh like how's the general market right now like i'm i'm hearing all this i mean if you read the news.

It sounds like the whole world's about to blow up it doesn't feel like it you know i mean we still i always like to say like whether the market is good or bad. The real estate market is always going to be moving somewhere and so it just depends on what your needs are but um. Our our really what we're noticing is there's still a lot of low inventory you can get your head around the interest rate. Challenges sure and maybe take a strategic approach to that i think you can still successfully buy a house.

Maybe you get to negotiate a little bit more than you did a couple years ago. Yeah. Yeah. I've heard that a little bit from some friends and and it's interesting like you know just how many people i'm talking to that are still like either investing in real estate buying houses like it just i mean.

It's like everyone says the same thing. It's a great hedge against inflation yeah right i mean. That's why we own real estate. So and you know we're so surprised.

I'm talking with my team all the time. But you know everyone's so addicted to the 30 year fixed rate mortgage. I know and i know this is a great opportunity right now to get a better price on a house. Because you know there's a little bit more room in the market and take an adjustable rate mortgage have a lower rate refinance in a few years when those rates settle down.

Yeah. But get into a house now with a little bit easier price point. And maybe a little bit more leverage. So that's we already got it like that's perfect.

It's just i love just the hey where are you from how'd you become part of how did you you did the old like those like old mike fairy scripts right like how long you lived with this dress. Where did you move from big shout out to my dad. By the way. We've been doing this for a while i know i know i love you mike um.

I i think that for me my my community based approach means that i'm gonna just really be in in conversation with people. I'm always curious. I'm always asking them questions my biggest challenge is getting them to ask me questions back in return. Because i'm so deeply involved in like getting to know people yeah um.

But you know where i go from there. Depends on the conversation. Do i need to get into real estate. Buy or sell today at this event.

No way no. But do i know that now you know what i do where i do it who i am. And what kind of a vibe. I'm giving off absolutely so i'm going to circle back with you afterward.

I'm going to send you an email or a note or a text. Let you know how nice it was to meet you i'm going to make sure that you're on my email list. Until you ask me to take you off of it you know you're a little you're a little maniacal. I love you you know okay let's do open houses.

Oh. Great so so i'll be a neighbor. Okay right so i come in and what am i doing i'm like immediately grabbing a flyer. I started walking around you know we we we're crazy about open house and like you know for many years like 50 of our business.

And it's really the way that you can establish yourself in a community. So you know open house for me is not just about the script tom. I know we're going to talk about it at summit. But it's about making sure that your whole presentation speaks to your professionalism.

I really think that open house is a job interview. Every single time say that again. Open. House is a job interview.

Yes yes. So tell me the five six seven things. I was looking at your case study. Which is bananas tell me some of the like how should somebody even though.

We're talking like confidence in scripting here. What are like high levels. Some five six things that people need to have inside every open house that that makes basically make them like their resume look at the kind of person you want to hire we'll start by making sure. The house looks good feels good and smells good so for me.

It's things like you know we come in obviously we're staging almost all of our houses. But if people are living there like i don't want to see a trash can i don't want to see dishes in the sink. I don't want to see a sponge. I don't want to see any of the things people use yeah i don't want to see toilet seats open sorry to talk about toes yeah.

No we got you yeah the toilet paper goes over like a waterfall. Yep shout out to my team for that um and uh and and so it looks good. And it smells good and every vista out every window is thought through so we're really thinking about what's the experience when somebody comes into the house and then our agents are dressed professionally they're never sitting down. They're prepared they're early and they're actively greeting people.

And you know we're still like doing the old fashioned kind of sign in because i think it gives you a better entree to a conversation. So that's. Where. I would say like hi.

Welcome. Thanks for coming. Today. Hi.

Yeah. Thanks. Uh. You you are i'm.

Stephanie younger. Oh. My god okay. I see your stuff everywhere and your name is i'm.

Tom ferry. Tom nice to meet you yeah as well do you mind signing in for me. Um. Do i need to yeah go ahead.

The seller. Really wants you to do that no problem all right so nobody ever asks me that by the way they just sign in because i'm so friendly okay. Anyway so exactly so hey do you mind signing it for me. Yeah sure while you do that you know.

This house has three bedrooms and two bathrooms. It's about 1500 square feet it's listed for uh 2 million trillion dollars. Um and uh and i'd love you to take a look around how'd you hear about the open house today. We just we saw some signs and my wife and i are just out and about like she's just you know hanging out do you live in the neighborhood.

We live about six blocks away okay very good so how long have you lived there we bought that in 2018 okay yeah and we're delivered before that uh we were uh just a little farther in like santa monica. North. Santa monica. Okay.

How do you like the neighborhood love. It just love. It just. It's just a cool vibe.

Great people you know close to work like it gives us everything. We want so. This house is probably smaller than the one you have now a little smaller. Okay are you looking to downsize no.

But i'm always looking for investment properties. Oh okay seems like you're pretty aware of what's happening in the neighborhood try to be okay very good so at you know what do you just going to sell for yeah. I was going to ask well you know if you'd asked me this 90 days ago. I would have told you more than two jillion trillion dollars.

Because that's what it feels like yeah um. But you know today. I would tell you that um. We're hopeful to get multiple offers.

We think we've priced it to solicit that yeah and if we're fortunate to get multiple offers we'll look at them by the end of the week. But you know if we don't i would say there's a really good opportunity you could see this sell for list price. Yeah okay cool yeah i mean are prices staying the same are they going down are they going up right. What do you guys see right now we're still seeing prices really stable.

I think it's too soon to tell you that they're going down. But i think it's fair to say they're not going up with every sale like they were late last year. And early this year. Yeah our inventory is double.

But relative to the market. It's still really really low yeah um and our transaction. Volume is strong in our team. We're seeing a lot of multiple offers because we're you know preparing houses properly and we're pricing them strategically.

But not everybody's having that experience you have to be really smart in this market. And you have to have someone who knows what they're doing at the home. So even just that little thing just the the you know like you know you gotta have some little smart in this market. What does that imply in the last market you could hire somebody kind of dumb i mean but but even like those little subtle things okay all right let's switch gears.

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Um door knocking oh. Well i love this. Because you know built your business. On ten years.

Open houses and doorknobs yep. This is this is the thing so you know and you're probably gonna notice that every script is really a variation of the same same thing. Yes. Yes.

Knock knock knock. Hi. Oh. Hi.

I'm stephanie younger. With the. Stephanie younger. Group.

At compass. How are you today. I'm doing great thanks good. I'm just making my usual rounds.

Bringing you a notepad and a little bit of information about the fourth of july parade on monday. Cool. And an open house. We have up the street.

Oh okay nice. Who whose what house is going on on the market. Oh. It's one two three main banana.

Yeah. Banana street uh. It's one two three main street. Do you know that house.

Um. I i is it the yellow. One yes. Yes.

Okay. Yes. Yes. Yeah.

Do you know the people who live. There. I don't okay different age got it. So you haven't seen the house.

No okay so nice yeah. It's a great house they've remodeled it and it's presented beautifully so can you come on sunday between two and five to take a look at it yeah. I mean if we're if yeah if we're free we'll we'll sneak over there okay. Great you probably have absolutely no plans to move no we love it here we're good we're super happy good you're going to stay forever not forever.

I got two kids they're going away to college in the next. Three four years and then you know maybe maybe we'll move and not tell them where we went yeah well that's not a terrible plan. Yes. Um.

If you were to move. Where would you go we just talked about getting closer to the beach. Yeah. Just you know just as close to the beach as we can get it's so funny one of my really good friends who's also a client.

I just am selling their house down the street around the corner. And they're moving to playa del rey for the same exact reason. They just want to be able to see the ocean every morning when they wake up exactly exactly we have a couple of opportunities one on the market and one coming soon. Then actually you could see the ocean from almost every room.

Really if i had something like that would you want to know more about it i always want to know okay. I always want to know. And you know i get it you've got a few more years before you need to move our timing is not like you know apropos but you know. But if it's if it's an opportunity if it's a deal if it's something special you know we're always open would you be opposed to me emailing you with that information yeah.

No please okay great yeah. And and how about if i could give you a call and make sure you know when our open house is on that property for sure great. I mean can i see it before the open house yeah absolutely okay not this week. But i can get you in next week.

Okay they're still doing some finishing touches on it so there's so many things inside there it's like how long you been here. Where were you guys you know from before get like getting contacts is this your forever home basically like you guys gonna be here forever. I love i know you don't want to sell right like even even like just the takeaway of that it ruins the guard. It makes it more relaxed you know i've we've tried to actually like insert some of you know chris vos's tactical empathetic approaches in our scripting.

Because you do get a lot you get a better response with people. When you say you probably aren't going to do that because now they don't feel like you want something from them. And that's sort of the thing. I'm trying to teach people it's hard to teach people that because it's subtle and you know.

But if you knock on enough doors. And you hold enough open houses. And you circle dial. And call enough people right you're going to start to get the vibe of those subtle messages.

How many transactions. Uh are you guys had so far year to date. Uh. 172 year to.

Date. Okay so you know with an average sales price of 15. Million. And you guys are knuckle draggers grinding.

I love it okay let's do one more script and we'll let people uh let people bounce past clients and and sphere. What are you asking what are you saying to them so ring ring ring. Hello. Hey.

Tom. It's stephanie. How are you doing i'm great steph. How are you good i can't believe it's been over a year since we closed escrow on your home.

I know i know we we love it here i'm so glad you love it it's great well. I was just thinking about you because you know all of a sudden. It's been more than a year. Yeah and you know you probably would be surprised to know that there is a ton of equity in your house.

Already i know i know how much well. Um you know you bought at 15. Million a year ago and we've seen some houses in your location increase by even like 10 to 20 percent in a year. Wow just because of the lack of inventory in the market.

Yeah and you probably know that we're moving into a little bit more of an adjusted market. I call it like a shimmy right now hopefully. It's not more than that yeah. But we really understand that our clients need to know how much equity.

They have and some are even making decisions to move before they thought they would um in case. The market continues to adjust downward. So would you have any plans to move in the near future you know i think we're maybe four to five years away from doing anything different like right now we're we're steady kids are you know still in high school and we want to kind of get through that and see you know see what happens you probably literally just unpacked your last box. We still have boxes in the garage.

We do just in in fairness. But no we love it here. We love the neighborhood everything about it. But you know what i'm thinking a lot about right now is like as i keep hearing like the markets falling apart.

That i maybe i should be buying some investment properties. You could be you know what i would what i would love to do if it's okay is come by at some point. We can have a coffee yeah um and let me kind of take you through. What is happening in greater detail.

And i'll show you your house compared to what it was before yeah. And also maybe throw you out some ideas on some opportunities that we have both on the market and off the market that you might be interested in from an investment standpoint. I would love that okay so it's like home equity review slash right so so it's so easy and and are you like what are you hearing from a typical client you sold in the house. A year ago.

What are you hearing from people i mean they're thrilled no i'm not hearing people worried yet but they're thrilled that they've already made money they're thrilled in their houses. They're so grateful they got into the market when they did. Which is also good messaging to remind your clients that no matter whether they pay at the top of the market or the bottom in the market. You know over time real estate is always appreciating right and so you know they're they're happy right now um.

I don't have any we've had a few people like that bought in say 2020 and early 2021. They're already reselling or talking about selling yeah. But the sort of like top of the market people from last year. They're not quite there yet.

I heard an interesting stat and so for the people watching here like i don't know if we can find i'll have to ask uh george garrison uh for the stat um. We talked about in this podcast. He said. He said i saw this very small sample size of people that bought during the pandemic like very small number of 1500 people ish that like half of them weren't happy with the home that they bought oh interesting i mean you know like yeah.

I had to get my kidney and my child to finally get an offer accepted and maybe i didn't get the location the backyard. What you know whatever it may be yeah. And he didn't give me enough of the data for me to like really pour into it. But it does make me think like everyone listening right now to call every person you sold the house to from march 20.

20. To today to check in well. One of the things that we're rolling out on our team. Is a renewed approach to our anniversary gifting program.

And so yeah. We're we're no longer leaving it to the agents and every single month. We're having you know producing the gift and giving them the card. It's almost practically pre filled out.

We'll have their business card for them to put it inside all they have to assign just a forced opportunity to call those people or see those people and i'm going to remind them to that there will be people who aren't happy with the home they buy and they should really dig in to make sure people are because they could always trade it into something else right now. And they made a ton of money. Yeah. Now there's actually more homes on the market.

Some actual opportunity for choice. So i love it all right. Well. Seth.

This has been a super rad show. Thank you so much for just being so brilliant with scripts and dialogues and strategy and tactics behind it all so make sure you like subscribe hit that notification button do i have to keep saying that on every show. I probably think i do until you finally do all that stuff make sure you follow. Stephanie younger on you know instagram.

Facebook. And all that stuff and more and we'll see you on the next confidence conversion show thanks so much you.