Welcome to the tom ferry show, guess what you're running out of time. We only have 72 days left, hey welcome to the show you got 72 days, left tick, tock, tick, tock or the sands of time. I wrote down for you there's four things that i want. You to do four things that if i have the good fortune to be your coach, i'm not asking for the job.

You know what i'm saying. There's four things. Starting with the number one question i get every day: hey tom, what's everybody else doing to get more listings in the fourth quarter? Well, let me give you my advice. The same thing i told some of the most successful agents on the planet and some brand new agents you double down on.

What's working now? Yes, that's what you do you look back to the past and say: okay, i got listings from my past clients. I got two from my farm. I got one for a referral from an agent, i got two online and i got one random right and i say to myself: this is where i'm getting listings, even if it's two or one - and i ask myself, how can i make this better meaning can i Do it with greater frequency? You know like actually call your database all the time, send the weekly email do more posts and say top of mind. Ask people what can i do to make it better with greater frequency if it's working do more of it right also.

Can i be more consistent with it so, instead of it being once a week, can i do it every single day as an example? The bottom line is this: where people are crushing it right now is yes, we're all searching for one of those three four. Five new listing pillars: we want to add into our business, but those are for 2021.. Everything takes time right now. You've got to double down on.

What's working so promise me you're going to double down on what's working because that's where people are killing it right now, number two! It's going to sound funny, but i'm going to make a statement to you and you know it's true. You do not have enough positive reviews on your google page, your facebook page or your zillow page. You do not have enough positive reviews for how much goodwill and hard work you brought into 2020. Think about the phone calls you made in march.

Think about the people. You helped in april think about all of a sudden the buyers. You were working with back again in may june july and, if you, if you just reflect on how much goodwill you put in the marketplace, especially if you were doing the things that we were discussing making the phone calls not. Are you curious about the value of your home, but how can i help you if you were doing that, i promise you.

You should have way more reviews on your page, so i'm challenging you in the fourth quarter to ask. I want an email to go to every person in your database, saying hey thanks so much for just being you and being a part of my community. If you haven't taken the time to write a review on your experience and working with me here on google, here's the link, would you take five minutes and go out of your way to do so? I promise you, you might say, i'm not sending that's my entire database, i'm gon na send it to this select people great. My point is: we are in the review economy just like we're in the experience economy more on that later.

But when people read those reviews, they connect the dots and they say i see her on social. I got that postcard. I saw her, you know her her sold sign recently and they go and they check you out and they read these reviews, and you know what we do. We say: wow those people are just like me.

I can relate if they're like me and they like her. I like her and they call you you simply do not have enough reviews set an intention between now and the end of the year to double the number of reviews. You have and spread them across facebook yelp, maybe not yelp, but you know what i mean if you're a yelp or you're into it. Google, absolutely and of course zillow.

So that's number two number three is a big one. You ready! I want you to perform a marketing audit on your entire business. Let me explain sometimes i'll get a postcard from somebody and then i'll go to their landing page at their website and the photo is different and the fonts are different and even sometimes their brand is different. It's a different color and then i notice that sometimes over here they say follow me on instagram, but over here they've got facebook, linkedin and everything else.

And what happens? Is you actually create brand confusion? What we want, what we want is people to say. I see you everywhere: how do they do that if the photo's different, if the phone number is different, if the look and feel the color schemes are different, if it isn't unified across all the social channels? Your website, your email, your listing presentation, everything going to take you through the whole list, then you're actually creating brand confusion. So here's what i'm looking for. Are you ready? I want it to be the same everywhere.

I see you everywhere. I can, you know, engage with you so start with all of your social sites, so youtube, facebook, insta, linkedin and twitter same photo. The bio needs to be updated and it should be the same across all of them. Does every one of them.

Allow you to link back to your website or wherever you want them to be. Maybe it's link tree right courtney. If you're going to be on instagram as an example, the point is, it's probably been a while, since you freshened everything up when you do do it once across all of them, so it's all unified number two. I wrote down same thing on all the portals.

When was the last time you looked at your video on uh, let's say zillow as an example, have you gone through and looked at all the different referral sites that i've mentioned to you repeatedly on the tom ferry show and through our events, to make sure name Company cities, you serve email cell phone, all of your social channels, your bio, everything is there. So when people find you they find you and it's that same beautiful you that same beautiful experience everywhere, i go. Obviously your website same thing. Next thing is all your marketing assets.

Is it time for you to get a new photo and use that across the board? Does your logo need to be refreshed? What about the fonts? You use it's funny that i'll go to again. I mentioned that postcard. The font is helvetica, then i go over here and it's different. It's not so, which font is the font you use.

If you look at our stuff you're going to see it's similar everywhere, you go if not exactly the same everywhere. You go because i want people to say that's tom ferry right, that's the tom ferry! Look i get it. Does that make sense. Now addition to that, i said you.

I want you to do a marketing audit, which means, i also want you to go through your listing presentation right from beginning to end, to make sure it's lined up with everything that happened this year and going into 2021. What's the look, what's the feel? What's the experience, do the photos need to be upgraded? Is it on your laptop? Is it still in print? Is it digital like how do you deliver it, making it beautiful, relevant and fresh same thing with your buyer consultation, same exact thing across the board, so you know what this looks like it's like a it's a tuesday morning that you scheduled off, because you watched my Last week's show - and you said i got 79 days left and he told me i got to do abc123 and i got to schedule my time. You know what i do. I print everything off and i just put all over my dining room table.

You have me so i take my screenshot of my facebook page screenshot of my instagram page screenshot of my youtube channel and i just lay it all out and i'm like that's off that's off. This is off and i just start circling right and now. I know i've got to go back and clean it all up. Does that make sense courtney's over there going you're not going to clean it up, i'm going to clean it up.

Thank you, courtney. I love you all right listing presentation, buyer consultation. The last one is your email newsletter, your direct mail pieces right, any print stuff that you do everything brand audit brand audit. Now the goal is that your brand is on point now.

I know you could stop right there because that's a big project, and it is something you need to do at the end of this year to be ready for next year, because your brand is on steroids, you're, a tom ferry, client you're doing all the right stuff. You're, shooting all the videos you're doing everything you need to do. Let's make sure your brand is matching your credibility and your skill and your savvy and your care for your customers all right. Last thing on my list, i wrote down very importante.

You need to create what we call the 2020 social proof piece. Let me explain again like we talked about reviews as an example, when i said you don't have enough reviews. Well, what? If i told you one of the single greatest marketing pieces, you can have whether it's a big postcard, a trifold put into an email and a social post, and maybe all of the above i'd like to thank all of the families that allowed me to help them. During a challenging year, buy and sell real estate and with clients permission with clients permission could you imagine, instead of just the house, you had the photo of the family or the couple or the individual and maybe a little blurb about what they did and you mix That up with all the houses of the people like now that want my photo on there you're like that's totally great, because i don't need them all and you have photos and houses, photos and houses, photos and houses, photos and houses, photos, houses, and this big tri-fold Brochure or this big, you know two-page deal that you can mail to your farm, that you can mail to your database and, what's the note you say, i just want to thank everybody for letting me into your life myself and my team into your life and helping You with your real estate and home ownership goals in such a challenging year, right, something like that or something better.

My point to you is this: if you do that and then you back it up with a page or two of reviews, it could just be little snippets right. Like you know, when you see the movies are like amazing, best film of the year, all those little snippets with those clients names. All of that piece designed, however, you see fit mailed emailed, maybe shoot a video about it absolutely text it out. Of course, you're going to put it on every social channel.

The bottom line is this: you're, adding that social proof element, which is how many customers decide right. I look at your reviews, then i see how many houses you've sold you and i both know. If you add a map of all those transactions, some of you long time, tom ferry clients thought i was going to forget the map hello. This is not.

My first show all the photos, all the houses, a couple reviews and then the map showing your reach, maybe even a map of all of canada or all of europe or all of the us or all of mexico and you're, showing also all don't think. I forgot about you, australia, new zealand. You know what i'm saying around the world, all the referrals you sent as well, what a powerful marketing piece that will be showing people who you are the difference. You make how much you care and how hard you work to help others achieve their goals with their real estate.

So those are my four things. Little longer show tick, tock tick, tock! You got 72 days left between now and the end of the year. Let's get to work, how you finish is how you start and i'm expecting you to close out this year strong and make 2021 absolutely bananas. I'll see you soon.

You.