– Are you watching for morelistings with zero finances? That is your show. (rock music) hiya, welcome to the Tom Ferry show. At present i’m answering yourquestions ranging from no funds, how do I get listings, how do I get out of arut or out of my head, how do I leverage? And Tom, what’s the magic bullet? Well i will be able to let you know guys. You understand I thrive onanswering your questions, whether it can be here at TomFerry.Comor YouTube or fb. At present i go deep with awhole bunch of satisfactory questions. Let’s leap proper in. Heath Thomas asked, "hey Tom,what is the satisfactory technique to build "a listing pipeline on sweat fairness?" Heath, i like the query when you consider that it rather helps every body in the market. Now do not forget if you’re inEurope it is gonna be distinctive, if you’re in Mexicoit’s gonna be different, perhaps even elements of North the us, Canada, and the U.S., Australia, etc.So Heath, i am assuming thesefour are correct for you. Quantity one, you wantto focal point your advertising and prospecting effortsaround latest income. We know that when one house sells in most cases two more promote proper away, especially if that homehad a couple of offers. Even supposing it wasn’t your transaction, you could piggyback on themomentum of the market (knocks) through knocking on their door and pronouncing, i do know you know the Jones’ condo sold. Did you hear it had fiveoffers, that suggests 4 presents are crying proper now andyou received one new neighbor. So I wish to talk to you about these four, have you had any thoughts of selling? You recognize, making use of that form of very direct marketing procedure isgonna cause you to win. Over the mobile is best,face to face invariably better. Number two, I wrote downobviously on the market via house owners. Getting into the marketplace,knocking on their doorways, making mobile calls, scheduling a threat to preview their residence. And then you realize whatat the tip of the day you could return and lookat the archives of content material that I’ve created round this, campaigns that our clientshave used so effectually, here is all it comes down to.There’s ten folks you talk to, three are honestly interestedin hiring a real estate agent. We know the numbers from Fizber, it is round sixty one days of being on the market earlier than they sooner or later sayforget it, this is not working. So going after the fastestsource of business opportunity, rate you no money, youjust gotta have the skills. Quantity three of path, expired listings. There’s a shockingnumber of expired listings to this point this 12 months, why? In view that the marketers knowit’s a vendor’s market and what are they doing? They may be over pricing properties, supplying you with an possibility to repackage and reposition those properties, and ultimately get them on their means. So if that’s no longer to your marketing plan, you have to add it in. After which the last oneI wrote down of course, make sure you’re bringingvalue to your database.One of the crucial matters that I’mrecommending to humans is what a exceptional proposal now to return and do what we were doingin 2010, 11, and 12. The place you really create alittle three to four minute CMA on each man or woman within your database. Think this, you are gonnasend three to four CMAs a day in the mail, with a word. Write "dear Richard", "expensive June." "I was fascinated about you the opposite day "and that i notion you wouldlove to see the stats, "the precise price of your dwelling."Please take some time to check it." And of path that you could add a photograph, you need to use Google to mapit, which you can make it particular, that you may make it exact,and at the end of the day, what are you doing? You’re bringing your purchasers price. Whether they may be pastclients or they’re sphere or they may be leads, we know thatthe tremendous majority of persons have no idea the actual value of their residence. And as now we have heard from Steve Harney and so many different economists, that if we will also be the talents dealer and we can educate these customers, you are gonna get apercentage of them (claps) that are in a position to move. So those could be my 4 things Heath. Let me understand within the comments under which ones you decide to doand for everyone watching, what are the three or four that you simply think Heath should do as well? All proper, let’s go to Lynn Fitzgerald.Lynn asked, "hello Tom, I’mdealing with some anxiousness "and getting back on track." She said, "you already know whensome matters are simply off "in my individual lifehow do you keep focused? "you know, what are your tricks, "what are your habits, what do you do?" Now what’s fascinating is,I appear at this question and it is not not like a particularly very long time amazing consumer of mine, Christophe Choo, who mentioned, Tom what do you do when you are feeling discouraged? You realize, you take the gigantic listing and the deal falls apartor it would not sell. Lynn and Christophe areasking the identical query. The answer is, I don’tget annoyed anymore. I don’t get disappointed,what I do from time to time is I get upset and that i get pissed off. Do you want to understand why? Due to the fact once I get that anger going, and i do not mean likerunning around and stomping and why did this happen to me? I imply gosh darn it, whatare we gonna be taught from this? What used to be the mistake we made? Where did we go fallacious? What are we gonna do better? Come on group, let’s go! I get pissed off and it getsme right again into action.So i don’t supply myselftime to wallow anymore. You understand what, no one cares. So Lynn you realize me, youknow where my coronary heart is, nobody cares, get over it. Christophe, transfer forward. Do you wish to have to understand how I remedy it? I get pissed and i get into motion. I get pissed and then I get into motion. And the more action I take, thefaster that stuff goes away. Be clear my buddies, ifyou’re ever in a rut, if you are ever feeling depressed, you also bodily(groans) ought to do it. So why don’t you progress yourbody in a powerful method, decide on up the cell, call five previous consumers, name certainly one of your currentlistings who loves you, name your most latest sale and verify in. You do this and you understand what happens? You remind your self, I’mChristophe Choo, let’s go! I am Lynn Fitzgerald,let’s get again into action and boom, it’s recreation on. Now, pretty effortless to say that, proper? Pretty effortless to assert it? It takes conditioning, yougot to remind yourself.You received to claim to your three, 4, or five associates within the place of business. You received to give them permissionto call you out on it. Hi there, should you see me being Eeyore, you recognize Winnie the Pooh,things aren’t that great. I need you to stroll upand smack me within the head. See should you create the men and women around you, you supply them permissionto keep you in charge to the specifications I knowthat you have for your self. What, they’re gonna do it for you and you’ll be able to do the samewhen they need it as well and that is what it is about. So that is my advice. Let’s maintain going. Satisfactory question right here, Peggy Bouchard proper, amazing agent said, Tom. You know she’s a topproducer she wants more. She said, "What’s one thingthat you possibly can recommend "that a high producing agentneeds to do to get more?" And of course she justsaid extra of everything. Well Peggy the bottomline, and you understand this, is it comes right down to leverage. It can be leverage! So Peggy, what do we have to do? You have got to get a list andsay, what are all the matters I do that have big worth? Which can be impossible for me to switch? Now, Peggy you and i bothknow that simplest comes down to you following up with leads,you happening appointments, you negotiating, and perhapsyou overseeing the marketing.Not doing the advertising and marketing butoverseeing the marketing and writing the strategyfor your business. The whole lot else can beoutsourced or delegated. How do you take yourbusiness to the next degree? You stop doing the $10 an hour work. You stop doing the matters you at all times did, when your construction was scale down, that now gobbles up so much of your time. I can not name the title butI’ve received an amazing patron, who is such a rockstar,who mentioned to me one time however Tom you do not appreciate, I continually go on each firstshowing and here is why.And that i stated to her, you knowthat made a number of experience when you had five listings but now that you just havealmost 30 with no lockboxes, all you are doing all day longis showing these listings this means that you’re now not getting any and also you go wealthy, much less, wealthy, much less. So I mentioned to her, whatif you just let go of it? What if we employed somebodythat was a professional? What in the event you discovered someoneand you you took the time to mildew them and help them? Now i do know for the first couple weeks, they’re now not gonna be as excellent as you. No one’s gonna be as just right asyou, you’re a manipulate freak, you might have been doing this without end. But you know what? After 30 days, after a bit testing, and a bit follow andgiving them somewhat rope and let them get in the market and take a look at it, two matters are gonna happen. Number one, they’re gonnabecome rather good at it too. And quantity two, you now haveall that further free time Peggy. So ask yourself where isyour manage freak on this displaying up and announcing,i’m the only one that may enter my listings.I’m the only one thatcan create my advertising, when you and i both understand,you had been at your very quality when you’re knee-to-knee, belly-to-stomach, at an individual’s apartment speakme about getting their dwelling on the marketor promoting them a property. Do more of that, let the whole thing else go. You do that, your productionsoars to the subsequent degree. All proper, let’s hold going. Gia Silva, powerful agent.Speakme of FSBOs, this galcrushed it at the summit final year, teaching us her method for for sale via homeowners. Her and James have gotan amazing business. She asked, "Tom, what isyour absolute non-negotiable "need to obtain wildly essential purpose?" i like that question. I might say that reallyit’s two matters for me, and possibly that is justthe evolution of lifestyles and trade and maturity. It can be wellbeing and relationships. These are my non-negotiables. Taking the time to make surethat i’m doing the whole lot i can to make sure I’mphysically and mentally correct, and a best husband and a fine father. You recognize a best friend, being in quality relationships because at the end of theday cash is handy, right? And industry is, it’seasier, you know what I mean? It’s less complicated than all that stuff. So i’d inform you thoseare my non-negotiables and of direction, sure I wish to make money and i need to serve andI want to have an influence and all of that it’s fundamental.But you asked me, what’s mylike absolute non-negotiable? Well being and family, that is it for me. Next one. Matt Thomas asked, "HeyTom, how do I respond to an "online lead?" in actual fact. "what is the satisfactory firstresponse in email or textual content "to an online lead who’s inquiredabout a precise house?" Now Matt, there may be been somuch work documented on this. At the end of the day, able? When would you adore to look that dwelling? When would you like toschedule an appointment to peer one two three four Banana road. My expertise and theexperience of so many others is, you go straight to getting an appointment. That is the place you win considering that the individual inquiring today on-line, yesI know there may be some in the market that are just screwing around and announcing their identify isMickey Mouse at AOL.Com.I am no longer regarding those. I am speakme about the professional you know, Tom and Kathy Ferry, here’s mycell mobilephone, this is my email. I clicked on this property,i am on a list portal, i need extra understanding, I’protecting for extra information, we got to offer that character what they need. When would you wish to schedulea time to peer the property? That, my friend, willabsolutely aid you crush it.You might do it in video,you are able to do it in textual content, you might do it an e mail, however the quality persons willtell you do it in all three. All right. Lori Carlson stated, "Heywhat’s up with this "degree 10 health stuff?" thanks, yes. My wife Kathy Ferry and hernutritionist Pam Jacobson, did create three merchandise. You’re gonna see moreabout it on TomFerry.Com. If you are the variety ofperson that likes vigour, likes focal point, and wantsmore power, examine it out. All right, relocating right alongside right here. Anne Eliason, i am hoping I’msaying that right Anne. Anne is a rock superstar agentladies and gentlemen. She is a, , high fivein all of Kauai in Hawaii. So Anne, first of all,just enormous shout out to you and your success. Your two questions are gorgeous,they’re very specific. On one hand she’s like,i have this degree success however I really would not have my why, like i do not believe likeI’ve bought that force, that motivating aspect. Despite the fact that Anne, mygoodness, you’re a rock superstar.So, however I get it, i know what you mean. So let me answer yourfirst query first. What i’d tell you is,you are living in paradise, proper? There was a intent whyyou reside in paradise, what was once it, what wasthat customary calling? What was the normal pressure? What used to be the preliminary subculture intention that triggered you to makethat determination, proper? You could have ended up onany different location in the planet but you selected to be there, so why? I’d ask you that query. Then i would additionally ask you tothink about that query that we pointed out onthe last Tom Ferry exhibit or probably a few ago, what’s your rationale? What drives you in these days? What motivates you in these days? See, some people desperatelywant to be number one and that is enough to get them there.Other persons say i want tocontribute and give again and that is what does it for them. I’d just say to you, take some time to reflect and to be quietand to might be journal, and don’t make it a bigissue that you just should not have it answered now however alternatively makeit a part of the journey. That’s what I’ve had to dofor occurring three a long time due to the fact the Y adjusts routinely 12 months in and 12 months out andsometimes even over a long time. So Anne, i am so happy with youand thank you for asking. Significant shout out to you. The 2d query youasked, interesting enough, was once round lead conversion, so capable? I additionally recognize that I need to 10X my lead conversion sales and schist-ums. Schist-ums, or techniques. I’m doing the elemental thingslike absolutely calling them and following up and so on, however i’m not getting the conversion ratesthat i want or I must. What do you suggest? So we believe that youshould invariably be looking at the lead funnel andasking yourself what are the incremental adjustments I would make? And you might have already solved the primary phase.The lead comes in, you name, you textual content, you electronic mail, that is excellent. Have you ever viewed tryingto get him on LinkedIn? Have you ever tried to ping him on facebook? Have you ever tried to gethim on Instagram, proper? Possibly that’s a subtle little adjustment that you could add to up your conversion. Bear in mind, all of us are choosingthese exclusive systems the place we’re mostcomfortable to keep up a correspondence so I need to make sureI’m maximizing that. The second is, ifyou’re not utilising video, we all know that the momentyou contain a video, hey Anne, Tom Ferry, thankyou so much for coming by and watching at 1 2 3 4 Banana road. I see that you are in Minnesota,it can be got to be bloodless there.We might like to have you onthe islands, when would you wish to time table a timeto see some houses? When you are gonna behere, let me recognize. (claps) and also you e-mail or textual content the video. That is an additional way. You, working on your marketplace know, it is quite about that instant connection after which how are you bringingthem value over time? We’ve got discovered by growing video and growing all theother social platforms, with the intention to contact the customer, we drove our overallconversion from 3.5 to over 5%. Due to the fact that we followed up over time and made definite that itwasn’t only one video but it surely was a couple of movies. It wasn’t one contact onFacebook or a confidential message however it was once a couple of touches. So in many instances Anne, it’sjust the little things that you simply do with better repetition, now not simply the set it andforget it comply with-up crusade that many individuals haveespecially working in a hotel market like yours, and really honestly for every body gazing. And again enormous shout-outto you, congratulations. Hope you’ve gotten one more insanely great 12 months.All right, watching down the record I’ve acquired time for a different question. Myra asks, truly, what’sthe great time to make calls? Myra Zapata, "What’s thebest time to make calls? "I find that in the course of the dayI get too many voicemails, "men and women at work, is Saturday the first-class?" there’s been numerous research on this. We simply did a Tom Ferry exhibit, maybe Mark we will put it up on the record or maybe put the stats, that it must be betweeneight and 10, eight and 10. On the other hand between 4 and six, you’ve got acquired the absolute best likelihood of reaching people over the phone. Eight to 10, four to 6. Equal along with your prospecting,same together with your follow-up. Indisputably, the later you go within the night, the higher the conversationsare going to be and of course on Saturdays and Sundays you are gonna have it. The important thing though for us, iswe have that hour vigor, that day-to-day self-discipline to dothe numbers, to speak to humans. Our earlier consumers and sphere and people new potentialities everyday, we would like that self-discipline.So, start early, that’dbe my first recommendation and then do some follow-uplater on the end of the day and if you wish to throwin a mad lady appointment surroundings session on Saturday,i’m behind you all of the method. All correct, last query andthis was quite interesting because my workforce stated,that is like the item that we get all of the timewhen we ask for questions. All people’s looking for that one factor, like Tom, what’s that one factor i will do? What’s that one magic tip? What’s that one high-quality hack? So I wish to offer you a little heads up.There’s no one thing! It is about taking up alife of experimentation. Proper? Of residing beneath the mindset of ABT invariably. Be. Testing. It can be never one thing my pals. Like speaking with Anne tobecome wildly effective at her level and takeit to the following stage, it is not doing the one ortwo matters in her comply with-up. It can be trying out three, four, 5, six matters to find the one (snaps) that sparks. That lights it up, thatbooks more trade, that moves her conversion fromthree to 5 or to seven.Or men and women like Becky Garcia who’s converting it like you already know, ten, twelve, thirteen percent from Zillow due to the fact she’s doing allthose matters I recounted. So my friend, you are watchingthis show every week. I wish to just implore you to no longer watch this watching for the one thing however continually what are two or three things i will be able to add into my repertoire. What are two or three thingsI can test, tweak, and adjust considering the fact that if there wasonly one option to do it, consider me, i would share it. Thanks so much for observing.Remember always, your method matters and now greater than ever, (claps) your execution is what absolutely rules. See you quickly. Hiya, it’s teach Tom Ferry. Have you been seeing that hiring a train? If this is the case click on the link belowand investigate out what we do. (corporate tune).