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So, I get it.
You want to be generous. You want to make sure clients love you. You’ll do just about anything to please them…including CUTTING your commission.
Look here Mother Theresa.
You ain’t helpin’ no one when you screw yourself first! (my best Southern accent here-I’m a GA boy)
How the he** can you possibly be of any service to your clients when you aren’t making any money?! And don’t try and bs me or anyone else by saying that you had no choice.
You got weak and you dropped your drawers because you had no other weapon.
I’m not arguing that a pretty pair of shorts won’t get someone’s attention, but they’ve got no place at the kitchen table.
This topic just lights me up. Pisses me off really.
You commission-cutters are the ones who post your sob stories all over FaceBook and whine about the Zeellowmonster taking all of your money.
Shoot. You didn’t have any to begin with. YOU brought the industry to its knees.
You set the standard. Pathetic.
You want to give money away? Drop it in the collection box on Sunday. But don’t give it to sellers who SHOULD be paying for services.
I know a fee-for-service broker here who’s hated by a certain percentage of our market. She goes in and lists homes for $500 and charges a separate fixed fee for anything else…
People call her weak. They call her a “discount” broker.
But she’s hardly that!
She’s STRONGER than MOST of the pathetic mediocre majority of “full service” agents out there.
She discounts NOTHING!
Her fee is her fee and she gets it! Every time.
We all choose our fees. We all choose differently. And I’d never suggest that you charge any set commission.
What I WOULD suggest, is that you sharpen your sales skills so that you can actually get what you ask for!
If you aren’t able to present enough value to a seller that they happily pay you..well, you’re seriously a disappointment to yourself.
You know it and I know it.
You’ll look yourself in the mirror at night and quietly beat yourself over the head.
How much longer are you going to let people pay you less than you are worth?
You cannot SERVE anyone until you take care of yourself.
If you’d like to be able to smile back at the face staring back at you when you brush your teeth, go here:
“Location, location, location” is total BS.
Whoever started this little mantra should be taken out back and whipped like a child caught shoplifting.
If you believe this garbage about location, you are just stealing commission checks from your own account…and you deserve a good reddening of your butt.
I don’t like dummies, and I think you’re obviously smart, because you’re reading this and interested in learning from a guy who has sold thousands of homes. So let’s get right to the truth.
PRICE sells homes.
I don’t care what land of fairy dust and magical fantasy or what nasty stinking cesspool of a place that houses happen to be located.
Price them right. They sell.
So why don’t agents get it right? How DO you get sellers to price homes squarely on the money?
Well, instead of shoving a soapy helping of price demands down their throat like a disciplinarian, you let THEM choose the starting point.
See, there’s psychology at play here. They want to try unrealistic prices, but they don’t want the accountability for the mistake-especially if they are going to have to admit fault to their spouse. There’s a trick I use with husbands in front of their wives. It’s literally 3 words! Works every time. But that’s another lesson. I’ll share this magical phrase in The Agent On Fire Blaze monthly newsletter soon.
When you go in and “buy” a listing with an unrealistic price, even if they suggest it, YOU are the easy target for their wrath when the home rots on the market. With the weight off of them, they’ll “try” it every time.
To flip the responsibility and restore rational thinking, all you need to do is to use data and brainless logic to lead them to their own conclusion.
And if they resist, give the spouse a questioning glare!…No joke. Always brings them right back down to the land of reality. EGO is powerful…So is fear of looking stupid.
I have an old friend who is so good at this. I’m in tears when I hear her address a client with whacked out expectations.
At the listing she shows them data. They choose the price.
Incidentally, she takes the listing no matter WHAT the price is. Smart strategy. Listings breed more listings by virtue of no-cost branding.
Now here’s the brilliance in how she handles her price-gougers…
When offers come in to a dreamer of a seller, and they counter back with a head-in-the-clouds price, she says “I don’t care if you do this. It’s your choice to not sell it.”
She has guts!
She is one of the TOP AGENTS IN THE WORLD! She sells thousands of homes every year. And her sellers fall in line pretty fast…quickly going under contract shortly thereafter.
If you don’t take it from me, take a lesson from her. She knows a LOT about keeping sellers real.
If you want to stop letting sellers rob you of your chance to make a sale, go here:
Why do you go after low-priced homes?
Because you’re Chicken Sh*t.
Yup. I said it. If the shoe fits, wear it friend.
Fact is, most agents would rather walk barefoot through a mile of yard bird excrement than get face to face with a million dollar seller.
Instead, they’ll just go after the easy, “cheap” stuff like every other never-to-be-rich amateur.
Hear me….LOW HANGING FRUIT TASTES LIKE CRAP!
It’s been sniffed, nibbled on and fondled by hundreds of scavengers before you. It’s infested with their bad ideas and wimpy commission fees already…
Ugh..makes me want to douse myself in Clorox.
Look, it may surprise you to know that the expensive listings are EASIER to get than crappy ones.
Why? Because of the FEAR that keeps the faint-hearted away.
Reality is that few agents market to them and hardly ANY agents call them. It’s like they’re going to have to deal with Norman Bates, so they make every excuse on the planet to NOT climb that hill.
My AOF Blaze newsletter subscribers know that it’s always better to play in a COMPETITION-FREE ZONE like this. And this is where YOU want to play!
I’ll never forget my very first $1MM+ listing. A FSBO. I called-ONCE. I asked if they thought about listing. They said, “Yes. Come on over.” 24 hours later I had my sign in a luxury
home’s front yard.
Instantly prestigious by association!
Here’s a few little morsels you may want to chew on (instead of rotten apple, low dollar listings)
-Luxury sellers EXPECT to pay a decent fee for professional services. You don’t “cut” anything.
-They appreciate LEVERAGE, so they don’t constantly nag you. They let you do your job. They are EASY.
-They are EDUCATED and more business-like. You can price them RIGHT by just showing them data. In other words, your listing is ready to SELL and not sit.
-Luxury listings breed MORE luxury listings. Neighbors see your sign and you are the AUTOMATIC LUXURY EXPERT. They pick you before they even call you.
Bottom line: Same amount of work. Potentially Less. HIGHER COMMISSIONS.
If you want to be the Golden Child instead of Johnny Appleseed, go here:
Stone Grey Paint!
Who would have thought it would change my life?
It sure as hell did.
T’was a typical sh*tty rush hour in Atlanta. Caught among the zillions of “9 to 5-ers”, numb to their routine of cubicles and traffic jams, was the Realtor, dead stopped in his flashy BMW, shaking with anxiety as the light went from red to green to red again, inching his way towards the intersection. Anger growing. Eyes glowing red and steam building like a geyser, rushing through his body up to the top of his skull. This guy was going to blow!
The wife was screaming in his ear for her paint.
Clients relentlessly emailing.
I remember that day. It was the worst, yet the greatest ever.
My life did a U-turn.
I was finally free.
You see, I had an epiphany right there in the car ( sounds messy huh?). It was one of those mythical breakthroughs. A life-changer.
I had had ENOUGH!
I was going on 80+ hours of work and then rushing to Restoration Hardware like a maniac, trying to pick up some stinking overpriced paint before they closed.
I didn’t make it. And I didn’t care.
I was done with the rushing at that very moment as I crept through the I-285 underpass, only 1 mile from the store. A 60 second trip that took 69 minutes.
That was my final moment of giving a damn.
Work was not my reason for existence. Yet I let it devour every ounce of enjoyment that life had awarded me.
I turned around, raced up to my office and began feverishly writing down EVERYTHING that I did for work every day.
I began the glorious process of “elimination”. An exercise of unmatchable impact.
I lined-through time-suck activities until I was left with the mere flecks of the gold in the pan, letting the useless silt flow out and disappear downstream forever.
I focused only on those little gleaming treasures going forward.
I went from 80+ hours a week to 30.
My income shot from 5 figures to 7 figures.
BMW to McLaren.
It’s one of the most valuable lessons that I teach to subscribers of my Agent On Fire Blaze monthly newsletter.
A TRUE game-changer on all levels.
Oh yeah, I got the paint. They left it on the sidewalk for me, outside of the locked storefront. Hired a painter. Not trading my freedom for a paintbrush anymore.
Wow. How it all transforms when you just let it.
If you want to EXPERIENCE life’s real treasures NOW, go here:
“The Great American Scream Machine.”
Two bad*** rides at Six Flags.
Highly recommend them both. I remember my first time trying them. A perfect balmy Saturday Georgia evening. Gorgeous new blonde lady on my arm (back in my young, dumb and single days). I was the brave fearless hero…secretly shaking inside…could have been the anticipation of never being stupid enough to climb into a 100MPH tin can on rails before…but I’ll chalk it up to her amazing baby blues.
Up and Down. Up and Down. Twisting. Turning. Stomach churning.
Man, there were moments of such great exhilaration. But at the end I just felt sick.
Might have puked…in the trash can. Yup. ZERO kisses for old Magic Mike after that display of eeeewwwwwww.
Went to work Monday.
First day of the month. Closings all done. Clients all settled in new homes.
Time to start the CLIMB…again.
Round ‘em up!
Load their kiddos in the backseat, sticky fingers and dirty feet, for a day of home touring. Yippee!
Up half the night following up on so-called buyer leads.
Maybe I’d write a few contracts…Up, up up.
Oh the CLIMB. Miserable. But necessary.
Every month I had to race as fast as I could to the top, fighting to maintain my heroic gleam in Blondie’s eyes. I’m Batman!
Yeah right. More like The Joker. Who was I fooling? I was WEAK!
Too sheepish to look myself in the eyes and say “When are you going to stop the insanity? This has to change…NOW!”
The answer is hidden in plain sight like a glaring signal in the sky.
Close your eyes now and see it Robin…what does it say?
Even in the most “un-listable” markets, there are certain little tricks you can use, over and over again, to get TONS of listings-even if you have NEVER listed a home.
When you build even a moderate listing inventory it smoothes out the ride.
You have consistency.
You have no anxiety.
You have steady, predictable income.
….like my Agent On Fire Blaze monthly newsletter subscribers do.
Choice is yours. Keeping riding and barfing in the barrel, or get in the listing game.
To get off of that miserable roller coaster and list a bunch of batcaves in a hurry, go here:
You know how long it takes to piss me off?
That’s exactly the time you should start lighting dollars on fire. 31 minutes after you start your listing presentation. Flaming George Washingtons. Ugh.
Holy Moly! WHAT in the world can these agents be spewing from their lips after a half hour of selling? I’ll tell you what it is…DEADLY SALE-KILLING DIARRHEA.
And it’s utterly disgusting.
Gross more so in the way that it displays lack of competency than in the stomach-churning image it evokes.
And it only decimates your closing percentage.
Trust me, I know how to list homes. I’ve listed thousands. Routinely more than 75 in a month. And it ain’t for the faint-hearted.
But it’s not a dang Rubix Cube challenge either.
An Agent On Fire Blaze newsletter reader just bragged to me about how he “closed this evil “PITA” engineer” and got his full commission. Told me he was there at the table for 3 HOURS! What?!
6, six, SICK!
In 3 hours I could go on 6 appointments, close all six to listings and make him SICK for wasting all that time with one guy.
Look, this may seem like bs, But I assure you that you if you learn just the VERY FIRST part of solving the 30-Minute puzzle, you’ll drastically cut your time spent chit-chatting and massively increase your number of listings.
It’s totally in the setup call before you ever meet.
I use sneaky little mind tricks like speaking in pre-suppositions.
I basically “command” sellers to be ready to list when I get there.
And it works.
Every. Single. Time.
Some say my evil hypnotic methods are “unfair”.
Lesser agents cry in their tears when they see my sign in their best friend’s yard.
But it’s game on, and you either sit there fumbling the cube around in your hand for hours or you learn to solve the puzzle and close fast. (without cheesy sales pitches btw)
So 31 minutes. Yeah, that burns me.
If you want to learn to list 3x as many homes without losing friends, go here:
“Sheeple”. Dummies in herds.
That’s the real estate community in a nutshell.
I visited an office today to teach a guy a few tricks about getting tons of listings in a market short on listings. My personal record is 107 in single month. I went to help him…because I could.
And there they were….pathetic little cotton-sweaters-to-be. Gathered around the coffee machine. Slopping down donuts, pretending to be busy.
I got an evil happy charge seeing their jaws drop as my guy (the new “Wolf”) put 7 new sales on the board.
I know their little pea brains are thinking:
How does he do it?
Why can’t I make any damn money?
Where’s MY obnoxiously expensive SL500?
SHEEPLE. Listening to their broker’s sorry-assed advice:
Doing open houses & Sending business cards to their Sphere of “Influence”
People with “influence” don’t huddle up with losers in their caffeine and sugar filled circle of self-loathing.
Let’s get very REAL here.
You can choose to be a starving Krispy Kreme bandit or you can get off of your butt and be a Wolf with a full stomach.
And you can do this with a ton of support by joining or pack of Agent On Fire Blaze monthly newsletter subscribers.
To eat, you’re going to need to get listings…LOTS of them.
And it’s a shockingly EASY thing to do. Simple really.
You may think this is “hard” or that you “can’t possibly compete with the Wolves”.
…And it’s COMPLETE BS.
…100% false limiting belief you’ve made up.
Listing is EASY. You just need to know a couple things that the sheep don’t.
And the #1 trick is to TELL SELLERS WHAT THEY WANT TO HEAR.
Do this right, and in return, they will TELL you EXACTLY what to say in order to get their listing, You just need to know how to lead them.
Once you figure this out, you can OWN them ALL, like a predator in a room full of wooly four-leggers in heat.
No other “gurus” or brokers will help you with this, because they don’t know how.
If you want to just shortcut your way to becoming the Wolf, go here:
I was watching “The Profit” last night. I record all of the episodes. Great lessons to be learned.
Marcus Lemonis was working with two estranged brothers to grow their drum business. The place was a DISASTER.
Limited production capacity.
The lacking efficiency of the company left it dying on the vine, along with the brothers’ relationship. Seriously, total turmoil at it’s worst!
Geez does this give me a chill thinking back to the infancy days of my real estate business.
1 guy. 1000 tasks.
Holy crap! No wonder my wife hated me, and my clutter of real estate crap in the garage. Just the sight of a RE/MAX sign and she’d veer into a yard with a killing vengeance in her eyes unless I grabbed the wheel!
I wanted to be a “better” husband.
I wanted to have more time.
I wanted to make more commissions.
I just desperately wanted to sleep! Heck, I’d take THAT by itself!
So why was super-agent not able to do this? What was I missing?
Easy: Leverage through AUTOMATION and SYSTEMS.
What you need to figure out now, and I mean NOW, is that there’s a big difference between running a “practice” that requires your every-minute participation, and a “business” that runs even when you aren’t around.
And AUTOMATION is your ticket to the big show.
You don’t need to hire a huge staff to get started. You don’t need to spend a bunch of cash. You just need to create a few simple systems that instantly give you your life back…and a fighting chance at a decent marriage.
There are certain cheap software programs, inexpensive technology apps and Virtual Assistants who will work for pennies and do a stellar job, and many other tiny implementations that you can use “on the cheap” to transform your life and put lots of extra dollars right in your pocket.
I’ve got a little systems “cheat sheet” graphic that I’ll be sharing in an upcoming issue of The Agent On Fire Blaze monthly newsletter….it’s made true business owners out of so many agents.
Anyway, you can choose to get up and be Dr. “Do Little” every day or you can put on your CEO hat. Your choice.
If you want to start marching to the beat of your own drum today, go here:
Do you seriously think a seller is going to enjoy looking at that?
I’m a straight-forward guy…akin to the proverbial “bull in a china shop”…especially when it comes to helping agents get listings.
So, when I run into someone who dresses like a bum, has horse breath, or just genuinely looks sloppy, I’m going to rush them like a 2000 lb Brahman.
Saw a guy in CVS Pharmacy yesterday. He worked there. Nice guy who genuinely offered to help me. Bull ring pierced into his nose.
I can’t see anything past that ring. All other positive qualities I want to see in him are secondary in my mind. It’s just the ring and me. Nose to nose.
I realize WHY he’s 30+ years old and he works there…He doesn’t give two sh*ts about what others think. And it gets him exactly NOWHERE.
Almost told him.
Figured it was breath wasted.
Now, believe me…
I fully embrace the ZERO F***S attitude when it comes to having fun. But when it comes to playing the game of making money…the bullshit has to go.
I think about how I subtly infuse Agent On Fire Blaze newsletter readers with little teachings of NLP (Neuro-Linguistic Programming).
I know…”Magic Mike hypno-tricks again that I can’t do…”
But pay attention little mega listing wizard apprentice…
Because, you CAN do this…easily.
NLP is about “suggestion” through things like rapport.
And getting in rapport involves no trickery…no sorcery.
It’s simply “matching”.
* Matching breathing patterns.
* Matching posture
* Matching “look” (as in dress code and appearance)
* Matching speech patterns
..and a few more secret but “obvious” tactics hidden in plain sight.
And when you learn to get quickly into rapport with a seller prospect, you transform them into clients “at will”.
I recently had a little fun with one of my AOF Blaze subscribers. She had this “bully” of a seller to follow-up with. I challenged her to do the follow-up in person and to simply watch his arms. If he crossed them, she was to cross hers. Then she was to match his breathing.
She called me in almost hysterics. Guy turned into a pussycat and signed the listing…and she BUMPED the commission!
Now THAT’S some mind-altering stuff at work.
Not only did it change him…more importantly, it permanently LEVITATED her mental attitude about the power she now possesses when faced with any challenge.
She’s 10 feet taller…figuratively.
Want to learn how to start taking control of any bullfight, instead of being the carnage left bloodied by the real estate game? Then go here:
Upstairs. Door slammed and literally LOCKED shut.
That’s been my life lately. And it’s frightening admission…to you, but mostly to myself.
I really hadn’t thought about it until 7 minutes ago.
I was downstairs in my bedroom. I grabbed a book…”The Blackbook”, by Garrett White, founder of Wake Up Warrior.
Inside, it talked about how men USED to spend all day with their sons, working on farms.
…Used to show them what “work-ethic” meant, by way of side excretion of blood, sweat and tears.
…Used to let them SEE what a man did every day to support his family.
…Used to be an EXAMPLE.
Then came the Industrial Revolution, and the strong father figure evolved into “disappearing dad”, traveling to the city before sunrise and coming home to pat the wife and kids on the head at dinner, watch the evening news and sluggishly slither away to the bedroom…
Man became weak.
Reading this was like getting punched square in the gut by Mike Tyson. It was a knockout punch that left me breathless.
What the HELL have I been doing?!
I claim to LOVE this work (and I do), but it’s literally killing my role as Daddy and Husband.
Forget the “open door policy” bullshit. Mine is slammed shut and LOCKED!
What kind of example is that to anyone?
Here I am “super broker”, “super info-marketer”…TRULY LOVING what I do…but it doesn’t show.
My sons see: Locked door. Daddy unavailable. “I don’t want to be like Daddy. It must SUCK to be in prison like that all day.”
Worse yet…”I’ll look to MOMMY for example of DADDY role.”
Wake Up Warrior!
Whether you are mommy or daddy, you need to look at how others perceive you.
Are you gone ALL WEEKEND with buyers while the family is having fun at home?
Are you spending 12 hours in a day, driving around in traffic and coming home looking exhausted and worn out?
Are you the shitty example who the kids feel sorry for…and sure as hell won’t imitate?
If so, you need to fix it.
There’s an answer. And I have it for you. I’ll be publishing it in the next Agent On Fire Blaze newsletter.
Locked doors and a shut out life are not good. Even though you work hard, actual productivity dies right along with your spirit. Like depression, you don’t know it happens until you are in deep.
Years ago, during a trying personal time, I fell into it. NEVER AGAIN!
For me, I get a handle on this TODAY before the slide starts. Thanks Garrett for the heads-up.
Unlocking and opening the door now…
If you want to start living by example (and naturally selling more houses because of it) right now, go here: