Help-U-Sell Success Summit Update

Ahhhh.  That’s what I feel every year at this time.  The NAR Expo is history and the Help-U-Sell Success Summit is done for another year.

I had lots of anxiety going into this year’s Summit.  Last year’s event was so good I thought it would be hard to top.  Also, our numbers were down slightly because of the location.  Not that Orlando isn’t a great place for a meeting, it’s just that the largest concentration of Help-U-Sell brokers is in the West and they pretty much stayed home.  One of our newest members, Kurt Steffein, made the haul from California (and what a wonderful energy he brought along), and Lona Murphy from Oregon surprised everyone by showing up unannounced!  A special thank you goes out to both of them.  But as we set the room for the meeting, we kept adding chairs and adding chairs, and by the time Jack Bailey rolled in with his entire Coaching Group in tow, we were about 30 people.

I could go on and on about who came and the nuggets they shared, but here’s something that’s more important: It was once again, a great meeting.   There is excitement about the business and the the opportunities bursting forth over the next several years.  Our crew is hungry and ready – their enthusiasm and love for what they do hasn’t paled in the downturn of the last few years.  Everybody who attended stayed fully engaged for the entire meeting.  We had no dropouts and no nod-offs.  Conversation was lively and productive.  And there was something else about this group that came through loud and clear – they all genuinely like and care for each other.  We talk about a Help-U-Sell Family a lot, and I know, that language is typical of a lot of real estate organizations.  But here it means something.  It really does.

What were the key messages of this meeting?  There were many, but here’s what I take away:

This year – and next year – are OUR years.  For the first time in a long time, sellers with equity are returning to the market.  That’s our target.  Always has been.  We have a huge competitive advantage in a marketplace where Joe and Sally Homeowner want to sell, because Joe and Sally also want to save – and that’s what we’re all about:  selling and saving.  After slogging through a market where many if not most of our sellers were . . . banks . . . who really couldn’t care less about what makes us unique, special and better, we are once again going to be in the driver’s seat.

That’s great, but it also means we have to return to an old habit that we’ve gotten away from in recent years:  marketing.  We have to dust off our logos (so to speak) and go back to spreading the word that we are here, people use us, it works and they save money.  The way we spread that word has changed somewhat.  It’s much more electronic and frankly, less costly.  But make no mistake about it:  as right as the timing is, it will mean nothing if we don’t re-invest in marketing who we are and what we do.

We are real estate people (thank goodness!) and as such are people people.  The highest and best use of our time is usually to be face to face with consumers.  However, there is an electronic universe in which the people we need to be talking to are living, at least part-time.  We have to be comfortable with that electronic landscape, with how it works and how to position ourselves within it.  I know, for most of us, that means hiring someone to manage our online presence; but even then, we have to have a basic understanding of how the Internet works from a marketing standpoint and how to take advantage of the huge opportunities there.

We are exceptionally blessed to have Robbie Stevens, Tony Tramontano, and everyone else at Help-U-Sell dedicated to securing our position in this new world and patiently nurturing our collective understanding.  I saw so many lights going on in that room the last couple of days as Robbie worked through some of the basics of our own Office Management System.  I think we’re all going home more comfortable and a little wiser.

I also remain in awe of Ron McCoy.   Of the Corporate team, he has the greatest longevity – about 12 years – but it’s much more than that.  In addition to all of the history, the great ups and downs of Help-U-Sell, he has a depth of understanding of what makes us tick and how to turn that into business success.  He has a great strategic mind and his attitude is unflagging.  After a grueling hour of tool after tool with an Internet marketing ‘guru,’ Ron showed us how to use Instagram to improve our online impact.  He showed us, we did it, we had fun, and we got it.  If you don’t believe me, check Facebook for yesterday, Nov. 13, and you’ll see a whole passel of pictures of Ron during the presentation, taken and posted via Instagram.

Mostly we are blessed to have such a delightful, scrappy team.  So many of the people who attended the meeting joined the Franchise in 2005 and 2006 – at the onset of the worst real estate market in history.  And they are still here, still strong, still smiling and many have done much more than simply survive.  Many have built remarkable businesses as one after another of their traditional competitors have downsized, consolidated and gone out of business.  It’s always been great to be Help-U-Sell.  It’s once again a great time to be Help-U-Sell.

Help-U-Sell, where different is better
It’s Good To Be Help-U-Sell

 

 

 

Eight Things You Can Do To Get A Listing Today

Can you get a listing today?  I’m waiting . . . can you?  Let me rephrase the question:  If you were to be hung by the neck until dead at sunset if you didn’t get a listing today, could you get one?  I thought so.  Getting a Listing is something you can DO in real estate.  You can’t force a sale, you can’t force a closing . . . but you can DO a listing.  You can get one.  It is always in your power.

And today, more than ever, a listing is precious.  Inventories are so low right now and prices are inching (and in some cases, racing) upwards.  Multiple offers abound and the person with listings is in the driver’s seat.  But listings are also hard to come by.  Many potential sellers are sitting back, noticing the upcreep in prices and thinking: ‘If I just wait a few months maybe I won’t be so upside down . . . ‘

So, what can you do TODAY to get a listing?  Here are 8 ideas:

1.  Call all of your past clients.  It’s a simple dialogue:  you need their help.  Inventory is drying up, buyers are frantic to find something.  Have they heard of anybody thinking of selling?  I would be surprised if you didn’t uncover at least 1 listing lead for every 20 calls.

2.  Call all of your fence sitting, luke warm potential sellers and heat them up!   They’re not doing themselves any favors by waiting.  The bargains are disappearing rapidly and while they’re waiting for a few percentage points gain in equity, they’re missing opportunities.  Here – use this set of graphics from Help-U-Sell University:

3.  Pull all the expired listings for the LAST 12 MONTHS – that’s right, a full year’s worth – and drop them a note about the improving market, the scarcity of listings and the fact that you can save them money!

4.  Choose one of your buyer clients who is hot to trot but having trouble finding a suitable home.  Working with them, isolate the one or two perfect neighborhoods for them.  Then make a flyer with their photo and some humanizing detail,  saying they’re looking for a home in that neighborhood.  If you’d like to sell, contact Help-U-Sell.  And put your ETM on the back.  Deliver it however you’d like:  snail mail, Excel’s mailbox stuffer program, slide it under the doormat . . . although if you’re trying to beat the hangman at sunset, you’d better stick to doormats.

5.  Follow Kurt Steffien’s lead:  start cultivating probate attorneys.  They are certainly interested in being heroes to their estate clients, and will see your money saving (estate preserving) offer as a way to accomplish that.  In other words:  they get it.  And if you get one and do a good job, it’s not just one listing, it could be many.  For months and years to come.  Really.

6.  Work with Tony to build a landing page on your website to capture contact info on people wanting to know what their house is worth.  Then create a QR Code for it.  Have flyers made with nothing more than the QR Code and the words:  ‘See How Much Your Home Is Worth Today.’  Put them all over the place.

7.  Call every FSBO in the area and ask:  ‘If I were to find a buyer who made an offer that was acceptable to you, would you pay me a commission?’  (I know, I know . . .you guys usually choke when you have to say that word, but in this case it will serve you better than ‘Low Set Fee.’).  The answer will almost always be yes, because they’ve usually made the same deal with every other Realtor in town.  Quickly calculate what, say, 3% is (let’s assume it’s $4,500), and respond: ‘So if I find a buyer who makes an acceptable offer you’ll pay me 3% which is around $4,500 dollars, right?  Let me show you what I can do for you for just $3,950*.  I mean – I’m Help-U-Sell – you get my complete full service program for less than you’d pay some agent just to find you a buyer.  For $3,950*, I’ll help you refine your pricing (if necessary), do all the marketing, get you on dozens of websites, qualify all interested buyers, help you weigh the pros and cons of every offer and calculate your net proceeds, process all the paperwork and handle the details all the way to closing.  How’s that sound?’

(*Or whatever your Set Fee is.  By the way:  Commissions, whether percentage based of set fee, are always negotiable.)

8.  Call Jack Bailey and ask him what you should do.

This is July 5.  The longest day of the year was, what?  A week and a half ago?  So you’ve got a few extra hours of daylight to get it done.  Go on now:  get out there and don’t come home until you have a signed listing agreement in your sweaty little hand.