– everyone desires to ownthe U.S. Actual property market. (upbeat track) hi there, welcome to the Tom Ferry exhibit. In case you and that i have been sittingdown together one-on-one, and you asked me to beyour strategic thinking and accountability companion, the dialog i would havewith you is the same factor i’m having with megasuccessful teams, proper? Prime producing actual property sellers, loan businesses, and most importantly, some of the CEOs of some of the largest manufacturers in actual property. And that is the acknowledgementof the historic slice of the pie versus the new slice of the pieof real estate transactions. I might ask you to considerthat in my 30 years of working in this area,it normally seemed liked this. You know, 5 percent,wholesalers, we buy unsightly houses, , ten percentage on the market by using homeowners, and the steadiness included byreal estate authorities identical to you. Good, in state-of-the-art day andage, with billions of dollars being poured into thisreal property industry, the substantial majority of which, no longer necessarily designed tohave you emerge as extra effective. As a substitute, when you look at the landscape and how matters are enjoying out right now, my hallucination is, over thenext three to seven years, there may be an effective hazard, and it’s gonna be fun to look at this show three to 5 years from now, that the real estate industry might seem a little bit extra like this.(computer beep) yes, we’ll still alwayshave that DIY opportunity, and undoubtedly, there may be manyfor sale by proprietor sites that are making that even more appealing for that phase of the market. There may be consistently gonna bethat wholesaler business but they may be now gonna struggle given that a much biggerpercentage of the business could end up the "I" customer proper? The hedge dollars, and all theother organizations out there and also you see the announcementsevery single day of who’s coming into this house. When you consider that everybody wishes to own the USA real property market. And no longer simply the market,the residences, and the hire due to the fact at the end of the day its a beautiful realestate or simply funding.After which, we additionally havethe hybrids in the market which are looking for slicker,extra subtle marketing to make certain that theyget in entrance of purchasers and offer a flat feeservice, a discounted fee, a better technological strategy to navigate a real estate transaction. And once more, they’regobbing up market share. Now here’s the deal: if this failed to exist, we wouldn’t have this drawback. And if you are observing this show right now and also you looked on the headline you maybe announcing to your self: Wait a minute Tom, if allthat stuff is happening and there is in the U.S. 1.3 million dealers, best forty three,000 that are sellingmore than 25 homes a 12 months and with america’s great inthe Wall street Journal 1000 coming out we know there’sonly a further name it all in maybe 15, 16,000 retailers that’ll do final yr greater than 50 transactions or 20 million greenbacks in sales quantity.Just in the united states. Guess what? That piece of the pieover the following three-7 years has the colossal possibilityof getting compressed. And the query is:what are you gonna do? Now in equity, if you’re notplanning to be in actual property in the subsequent 3-5 years I wouldjust say turn this exhibit off and go watch something else. But when you are like so many men and ladies that I work with, if that is your career that is your enterprise. This issues to your family, to your lifestyles and the whole lot you need to achieve sooner or later then you have to hear up. The sport today is aboutwhat will we ought to do to position ourselves tobecome that obvious choice. Jay calls it the process of preeminence. So let me say it to you adore this. Believe about the traditional purchaser today. They purchase a condo or theysell every 10 years. So what are you reallygood at on your life that you most effective do once every 10 years? And when you only do somethingonce every 10 years how would you go about theselection process in these days versus say 10 years ago? There may be an effective chancethis is gonna be concerned.And should you seem again overthe historical past of actual property there was a time when NARR would say to us "whats up the sizeable majority ofreal property professionals are discovered through word ofmouth or a direct referral from anybody that they comprehend." well look on the stats at present.It can be virtually nonexistent. Why? Due to the fact this hastaken over the sector. Now, i’m no longer saying this is dangerous. I feel this is the greatestthing seeing that sliced bread. I am telling you though,the game has changed. (pc beep) suppose about it like this. Let’s do a hypothetical. Your spouse calls you and says,"howdy go buy a bag of chips and convey them home for slightly party." And let’s just say, you have not bought a bagof chips in 10 years.Identical to the usual customer or seller, you haven’t done it in 10 years. So what do you do? You go into the grocerystore, you walk down, you look at that giantaisle and you’re like: "yellow, yellow, blue, pink,gluten free, what’s that?" All of those distinctive bags,all of these one-of-a-kind brands some are lime, some are tequila, some are this, some are that. Tequila? And you’re like: "what?" Now, there is an historical strategy in retail that claims all you needto do is solely preserve things on that eye degree, that’sthe top rate region the place you wish to have your stuff to be.But now the new stats showyou wish to be at the bottom due to the fact all people’s walking inlooking at their darn mobilephone. But even then you received this gigantic aisle. How do you stand out? I’d ask you to consider, that’s your challenge in these days my friend. That is your challenge. How do you stand out and compete in opposition to the sixteen, 17 billion dollars being spent with the aid of all of those wonderful organizations with distinct- I imply appear guys.New brands, actual property brands. Historical manufacturers re-surging themselves, recreating their story proper? Legacy manufacturers been around eternally all these new -ups, allthese savvy web marketers, all these wonderful seo experts. All these humans spendinga fortune to dig in to that 80 to one hundred billiondollar actual property transaction or that trillion dollarplus real estate valuation. There may be a number of competitors proper now. Now if you are gazing this and you’re getting a bit fearful, just right.Let me provide you with three of mynine positioning techniques. I am gonna go macro andthen i am gonna go micro. Macro, what’s the significant concept? Micro, a few strategies thatwe’ve obvious work prior to now that might be you canreinvent that trigger in you this is what i am gonna doand then you go execute. So, no order of value, here’s the primary one I wrote down.If you want to stand out, ifyou want to be recognizable, if you wish to grow to be the person who the giant majorityof people attain out to, then you have to make anoffer, a promise, a claim, or a warranty that no oneelse is inclined to make. Think about it. You have got to make an offer, apromise, a claim, a guarantee that no one else is inclined to make or inclined to make. So that’s the macro suggestion. The micro concerns,matters we know, in real property. What are we seeing? Hiya if we do not sell yourhouse in ninety days we are going to– yeah. You keep in mind this. We are going to purchase your dwelling. When that came out noone else was doing it. It was once tremendous controversial. Crimson flags in every single place, but you realize what? Who’s mobile was ringing? Who was once getting the listings? It was a specific enoughpromise or claim or hook that folks have been like"that makes sense to me." Now surely that wasnot for the duration of the fiery occasions that we’re experiencing formost of the world proper now with shorter normal times on market.But if you are selling, myfriends, down in like Australia and i am hoping you are still staring at this on account that we’re speakme so america here, that there are designated market segments for the duration of the country ofAustralia and New Zealand where the traditional time in the marketplace now could be five, six, seven months, proper? So perhaps that strategyis relevant for you. Yet another one is, we have now obvious thisand this is surely newer: "hi there should you record with me i’m going to get it on television or i will get it on the frontcover of who-vee-doo magazine." And you realize what? Although it’s now not asstrong as the primary one, right it’s no longer as strong,it can be still one-of-a-kind if you are the one one doing it. Yet another one is, "whats up I’lldo a mega open house." good listen, after we startedteaching that in 2010, and particularly making ita part of the technique of helping all of our customers grow it was once so exact and different. At present, probably no longer a lot until you do some thing individual. However I wrote down– here’s one to don’t forget.What if, and that is actuallya part of yet another one in every of my systems called domore right for the identical, do extra for the same. Determine this out. What in the event you mentioned, "Mr. And Mrs. Vendor earlier than we go reside one ofthe things i’m going to do is i will have ateam of men and women come in, they’re gonna redo the carpet, the paint. We’re gonna stage, we’re gonna declutter, we’re gonna make your homeabsolutely exhibit ideal to get you the perfect feasible rate and promote within the shortestamount of time feasible.And that i prearranged just about 50% of discounts on all of these services on your behalf to get it executed in the subsequent two weeks to have your house show-competent. And the best news foryou is, in case you say yes, it could possibly all come out ofthe shut of escrow. Now, I stated that and it was once style of lengthy but i would like you to thinkabout what I simply said there.We know the experiences aroundthe residence being show-capable, we all know what it approach whenit’s staged versus no longer staged. Would that be a simple offer or claim and if not that, then what? What are you going to do to stand out when a few of thesehybrid corporations at the moment are just pronouncing, "howdy we’lljust purchase your house. Heck, we will buy the next dwelling and make the transitionfor you, no problem" seeing that they’re thinkingabout personal loan, title, escrow, and the entire different offerings plus the spread on shopping that propertyfor a little bit much less, fixing it up, and sellingit for a better margin. Am I speakme too rapid, orare you with me on this? That is an intriguing timeright now to be in our industry. And its gonna be rather exciting for these of us strategic thinkers who at the moment are looking at the market and saying, "whats up, what? Generally gonna want slightly more than on the again of my card, oh bythe way I work by using referral." Which by the way, wasn’tthat an outstanding factor like 18 years ago? However when everyone started to do it, it failed to topic anymore.Nobody cared considering the fact that, hear, when each person’s doingit, what’s the ancient line? When you’re now not detailed, you are weak. When you are not precise, you are weak. Let’s seem at the second. Equipped? This is a just right one. Quantity two approach forpositioning yourself towards all these threats is to clearly articulatewho your carrier is for and hence who it can be now not for. To evidently articulate who it’sfor, that is the macro proposal. So I gave you simply acouple examples, proper. Who are you for, versuswho are you not for. If I said to you, thebrand name Sotheby’s, who would you say they’re for? The 20,000 dollartrailer park in Oklahoma? Generally no longer. Is it the penthouse listing in Hoobydill Upscale marketplace? Normally yes. Why? When you consider that a brand like Sotheby’sis synonymous for luxury. What do you stand for? When men and women think aboutyou, what’s your brand? Who’re you for, who’re you not for? They made it very clear.But then I concept aboutone from just a few years in the past with one of our consumers Kurt Wannebo. Now, again within the dayknown as quick-Sale Kurt. Kurt used to be so aggressive inhis quick sale procedure that he was once even walking television advertisements where you could possibly see himzhoom "i am quick-Sale Kurt" I mean it was once, sorry Kurt, it was like cheese ball on steroids, however it was once unbelievable thephone calls and the inbound, men and women going online emailing and calling. A lot that it wasoverwhelming and we would have liked to create a greater technique. A greater approach to havepeople go by means of a approach before they received to him becauseyou know what used to be happening? He needed to reply the same 37 questions again and again and over and over and over and as exciting as thatsounds, by no means, in a little procedure session I mentioned, "well what if we justrecorded a bunch of movies and you truly pre-qualified them, answered the entire questions,informed them all the pitfalls, all the matters that are gonna occur, what gonna go on with their taxes, when will they be competent to purchase a condo." He goes, "i know everythingI have got to inform them." I said, "Put that in a sequence of videos after which when someonecalls in, or they electronic mail, or they request a assembly with you, they can not do it untilthey watch all that." wager what happened.Quickly as he produced that, itmade it where his conversion used to be so excessive and more importantly the purchasers understood precisely who he was once, exactly what his offerings, what his degrees of separation have been and how he was once gonna managethe method, and bam. I consider this last yearhe closed nearly 400, it was once like three hundred and some ginormous quantity of quick earnings. See, go from the macro proposal: who’s my service for, who’s it no longer for? And take into account this, I wrote down hint: if you are for every body, whichis what every body tries to do, "condos to castles little one, i’m licensed within the state ofCalifornia, i will go wherever." it is any such gigantic mistake on the grounds that trace, when you are for everybody,you’re for no person.When you are for each person,you are for nobody. So what do you do? You ask your self, "Who’s my superb patron?" Now whilst you ask that question, you can’t say "the individual thatis absolutely compliant with me, to be able to give me all of their money, they are going to in no way provide me objections, and they refer me 50,000people each single 12 months." ok keep on. First timeon the Tom Ferry exhibit. (inhales as if smoking) good luck with that. Correct? Why don’t we bea little extra intelligent. Hello my best client is any individual that is studying the market, that knows the bits and bobs, the transactions, the prices. They’re aware of what is going on on. They’ve already met with their lender. They have been pre-certified. And so they chosen me due to the fact I realize that rather more aboutthe real estate world, and the negotiations, andthe agents than anybody else. So now we have got this mutualrespect of each working out and value that I provide to the desk. Who’s your ultimate consumer? Then the 2d question is,"What are their pain features, what are their desires, andwhat are their ambitions?" What are their soreness features,what are their wants, what are their ambitions? And if i will articulatewhat their anguish facets are, i will then create contentaround their ache points and how we resolve it in abeautiful, stylish, provable method.Does that make experience? Which is type of the final question. Which is when you identifytheir anguish aspects, and their ambitions, and their wishes, how do you articulate howyou clear up it in provable means? Measurable, information, information, you understand eight out of ten as an instance in a systematic method to your clients. Then which you could push thatinto the marketplace as your degree of separation and stand out amongst all the noise on that bag of potato chip aisle. Does that make feel? I can’t wait to see the feedback on this since that is intriguing.Very well let me go to the final one and i’ve got so many to share however i am just sharing three seeing that i do know its simply form of one,two, three too many whoosh your mind explodes. So this is number three. If you want to stand out in a market, you gotta fully dominate a niche. Now, i have been a massive fan of this from day one in advertising 30 years ago. The historic line was area of interest to riche, correct? Niche to wealthy.Again, when you are attempting tobe all things for every person, then you’re most commonly for nobody. So the macro point is, whatniche do you want to dominate? The place do you need to becomethe recognizable educated? And here is what I wrote down. It would be for illustration a geographic farm, it can be that you just purchased every zip code from each portal in a detailed territory so on the online spaceyou absolutely dominate it. Number three, it could besomething like expired listings that you’re the queenof whilst you tried to promote and it didn’t work, Irepackage, reposition, get the dwelling offered in theshortest amount of time on the very best net proceeds and i have performed it 197 occasions this year.Definitely i don’t evenwant you to name me first, I just continually need to be number two. I am Avis we try more difficult, as an instance. Quantity 4, maybe you becomethe area of interest king or queen of first time shoppers with mediocre credit. Now you say, good wait a minute, wow, that sounds nearly kind of vague no longer sure if i would like towork with that workforce. I want you to thinkabout a group of individuals that would refer youmore than any one else. My FICO rating was 11, youhelped me get it up to 640 after which I bought my first residence. (melodically rejoices) you’re a saint to them. You do not feel that they’re going to name every person of their pals and say, "No pay attention tome, you gotta name Shawn, you gotta call Jillian.They are implausible! I meanI was down in the dumps–" it can be the zero to hero andyou have been the purpose of that. And that’s your niche. It could also be hey, you are the king of helping them put money into real estate. You’re Mrs.Duplex, Triplex, Fourplex, you’re the one that says, "hi there i really like the very fact you’vebeen residing to your home for 20 years, you have acquired this so much fairness. We have got to sell that apartment and get that capital moving for you. What’s your retirement plan?" So you’re watching for the"non-agents" not the marketers. You with me? I want the non-marketers. You’ve got been there for two decades,you have received a ton of equity, it’s time to sell that house, go purchase a new dwelling that’s goingto get bigger appreciation versus the historical dog you are living in now, and we’re gonna go buyyou a duplex or fourplex.So now you’ve gotten received cash flowcoming in for your retirement. So that turns into your niche or it might simply be non-owner occupied. You are the one who knows the entire humans that own the entire two, three,5, seven, 10, properties for your field, and youbecome the informed of that. The backside line is that this my pals. The bottom line is this. The wave of the institutionalization of actual property has began. Now that wave may just handiest be this big, but if that wave continues to develop and the market, and this, and customer habits continue to claim that is the course we’re going, it is simply simpler, why gothrough the stress, and many others. If that’s the way in which it goes, then it would not meanthe end of actual estate. Be fairly clear, I’mnot saying it’s the top of actual property marketers in any respect. Am I announcing of the 1.3million retailers in the us that there’s a goodchance that quite a lot of them are gonna become obsolete? A thousand% yes. I feel it is gonna becomevery targeted brokerages, it can be gonna become hyperfocused independence, it is gonna grow to be fantastic groups which are utilising all theassets at their potential to move out and dominate.And people single agents that stand out like that gluten freetequila bag of potato chips– gluten free tequila bag of potato chips? You realize what i am speakme about. You gotta stand out like sore thumb, due to the fact in the event you do not– (claps loudly) hear my pals, it’sjust going to be tough. So, this can be a enjoyable show for you. What are you eager about? It can be 2019 (rapid snaps)the sector is rushing up and that i gotta inform you, i don’t believe there’sbeen a extra unique time than right now to be in this industry if you are a strategic thinker.(upbeat song) howdy, it can be coach Tom Ferry. Have you ever been due to the fact that hiring a train? If that is so, click on the link belowand determine out what we do..