– hello, we’re wrapping upour number 4 segment of 16 of the pleasant listingattractions systems from the Success Summit, check it out. (upbeat tune) hello, welcome to the Tom Ferry exhibit, circling again around on the last of the 16 list sights approaches of the 33 that we shared atthis 12 months’s Success Summit. My hope, of course, is as i am inundatingyou with methodologies, with confirmed marketingstrategies, with approaches that you simply would implementinstantaneously into your business, that you just get the point,you gotta list to last. That each one these techniquesaren’t worth whatever until you go out and execute on them, and whilst you do, you’re gonna grow to be one of the most more dominate listingagents on your marketplace, and that, my acquaintances, isgonna make me consider wonderful.So, if you’re no longer gonna do it for you, do it for me, would you, please, come on. All right, right here we go, the following of the sixteen. I wrote down agent to agent referrals. You realize, we launched at the Summit this awesome product known as The Hub. It can be this platform thatour coaching members use to control and develop their trade. Some of the phenomenons that we discovered inDecember of final 12 months, in some early surveys of our prime purchasers making over 500 thousanddollars a year, check it out, the quantity four listingattraction approach they’d used to be agent to agent referrals. Yes, they’re getting listings, it is the number 4 sourcefrom agent to agent referrals. Now, you probably sitting there pronouncing, Tom, maybe i’m now not oneof your coaching participants, maybe i am someplace around the globe and i have never figured this one out but. That is precisely what I wantto share with you at present.I wrote down a wholebunch of matters for you, the first thing is if you are in the U.S. That you can go to Census.Gov,and that you may sincerely Google round insidethere and check it out. They will genuinely let you comprehend to your city the place are men and women moving toand from, visually on a map, and in addition giving you somedata points round it. So what if, for an example, you found out like my customer Patrick McLaughlin from Douglas Elliman out within the Hamptons, he found out that, of path,the giant majority of humans that were relocating to and from the Hamptons, bet what, they had been comingGreenwich, Connecticut, and New York city, and all types of little suburbs external of long island. Good, naturally, this led himto say first and important, "Who do I already comprehend asagents in those areas?" proper, that is step one for you.After I figure out wherepeople are coming to and from, who do I already have within my database? What in case you created a listinside and it is really referred to as agent to agent referral possibilities, and you to fill thatbucket with marketers that you just need, you guys ready throughthe Tom Ferry ecosystem, by way of your company and yourcompanies affiliate partners, your relationships, as an instance, if you’re part of a gigantic conglomerate all those different companiesyou’re connected to. Certainly, when you are going to pursuits, you’re now getting playing cards,you are meeting with retailers, you’re being a little more intentional, now not just like, whats up what’s going on? And let’s have a drink at the bar and brainstorm somewhat bit, but rather like, hey the place you from? I am watching for peoplethat are from Minnesota, which can be certainly from St.Paul, on account that they appear tomigrating the most to my discipline, as an instance and you are including those individuals into your database. Plus, I wrote down, if youreally want to do it proper people like Melissa Maynard,significant shout out to Melissa, who did a TomX speak for us in 2017, on the energy of agent-agent relationships, which which you could go to myYouTube web page and also you would watch verbatim what she does.She stated, "once I knewwhere individuals had been relocating to and relocating from inmy area, i might then go to conferences and routine in these cities, in those cities, I wouldbe very strategic to go network with satisfactory agentsthere to build up that record." No one of a kind from yourdatabase, your earlier clients, your sphere, historic expires,a geographic farm, having an agent to agentbase that you are advertising and marketing and connecting with forthose referral possibilities is a sensible move today. So I wrote down a couplethings for you relatively quick, in case you do that record, my advice is not just to build the list after which ship them your whole time-honored stuff that good day I took another record and handed themanother sale, but as an alternative what would I deliver that wouldbe valuable to that agent? Right, what might I deliverthat would aid these men and women keep me high of mind andactually help their trade? So, Chris Heller, bigshout out to Chris former CEO of Keller Williams,very long time pal of mine and now CEO of Mello houses, Chris and that i were chattingabout this proposal and he mentioned, "Tom, what Idid is each time I went to one in every of your conferences,i’d list my prime ten takeaways and then i might send that out to the list with like the script,the advertising and marketing process, the info aspects, the cooldegrees of separation that we would do to makeour firms better." he is like, "i would dothat for every convention I went to and i might ship it them, then i’d send them know-how on what is going on on with thehome costs in my subject, in order that they would talkintelligently with their advantage buyers andsellers in their market about what was once happening inSan Diego as an illustration." So sharing trends,sharing what is going on on to help them give a boost to their business.Advertising techniques,scripts, ideas, et cetera, for dealers from you asan agent with some love, but then I also wrote down, what if once a month or as soon as 1 / 4 dependent upon howaggressive you get with this that you simply actually publishedan e mail to all those people saying that Iwant to present a colossal shout out to Manily, Ginger,and to you understand all of the people on your worldthat sent you a referral, proper, you do this little shout out and it goes out to them. That is a great proposal ‘purpose attention, top ofmind and as soon as again you grow to be the agent in that market that men and women should check with. You recognize who I just obtained that from? Ryan Sorront, right, hejust did that lately and i sent him a littlenote and stated, Ryan that was a excellent concept, ’causehe acquired a ton of referrals from agents and it wasrecognizing him for it and i believe it was for all of 2017.So, that’s the veryfirst point, larger thought, proper, gonna have you ever dosome study, Census.Gov whose already inside of yourdatabase kinda determine who’re these avid gamers out there. It is now not about having you understand 500 sellers, it’s about having the correct 15 or 20 or 30 that you just would reallycreate a reference to, you could provide every other worth and do referrals back and forth that my associates is an excellent next pillar to what you are promoting. All correct, let’s go to the next one. I love this one, thisgot numerous buzz at the Summit and that i think itwas considering so many people in these days are recognizingnot best the addressable market that i am aboutto talk about, but also the need for the right agentyou to relatively go in and make an effort and give and serve on the best level to support these folks make a good decision,here is the procedure, in a position? Working with seniorsspecifically the point that I shared on the Summitwas you must be doing events, you must bedoing small seminars for seniors, maybe you callit large to Small condo, Downsizing strategies.Giant to Small apartment Downsizing methods and do not forget back at TomFerry.Com you’re gonna see sample ads, and things that I wouldrecommend on fb, yes, ’cause there all thereand which you could goal them very without difficulty and at low rate on facebook. So, here is some stats that you need to don’t forget you equipped? From the age 61 to 70,61 to 70, that represents at present 21% of all sellersin the U.S., people which might be 61 years ancient to 70 years ancient, it’s 21% of all agents in the U.S., 32 million of the 126 million properties in the united states are owned at present with the aid of baby boomers, i don’t are aware of it’s 24 ish percent, it’s a massive number of houses. Now you would ask, why do I carry that up? NAR released somethingrecently the place they mentioned, 55% of agents use the same agent to purchase and sell, but as age raises the percent drops dramatically. Now that almost always meansthe retailers out of the trade or they mayhave moved on or relaxation in peace, who knows, butwhat it does let you know is there’s a tremendousopportunity if in case you have the empathy, when you havethe patients to take a seat down with an individual I thinkof like my in-legal guidelines whose in their 90s, proper, ifthey are fascinated about selling their house, you’reprobably no longer gonna walk and go, "howdy, let me talk aboutgetting your home bought.".Proper, like to begin with the both have hearing aids andthey’re gonna be like "Huh?". Proper, you are gonna haveto lean in, gradual down, and treat them like youwould treat your own grandparents or your dad and mom. Now that both reallyresinates for you on your heart or it does not,i am nice with it both way, I just be aware of thatthis is a gigantic opportunity for you to really go andmake a change and an influence and do it ina means that is not probably essentially the most usual process of prospecting advertising and marketing iteration, so here is what I propose, you able? You get a list of all theseniors for your marketplace, the corporation Remine,they might not be to your subject yet, but examine it out Remine.Com this truely over, it’skind of the LMS 2.0 is how would describe it perhaps even three.0 ‘purpose it’s that slick.You could definitely goin and say provide me every man or woman that is owns a homefor greater than twenty years that has no loan, 30years, forty years that has no loan and in whatevergeography you wish to have to look at, boop, it showsyou all of the houses, all the addresses after which that you may print and mail to them, it’s rather cool, in any other case you are gotta sit down down and go to your tax documents or go to your title repand say I desire a list of people with out a personal loan,I need a list of individuals who’ve owned their homefor 30 or 40 years and you wanna then get thatlist put it inside of and definitely market to them by way of sending them an invitation to return do a40 minute seminar where you’re gonna serve wineand cheese or whatever you opt for, correct, makeit attractive, make it you understand priceless for themand for those who get 5, 6, or eight, or 10, or 15 of them,after they show up what do you do, you educatethem on what are the matters that they need to do,what are the four errors that humans make whenthey’ve been living of their residence for 20 years and nowit’s time to promote, proper? These things will justroll off your tongue, these are the thingsthat if your mom or your aunt called you and stated,"i’m fascinated with promoting my residence, what do I need to do?" you’d be like look, thefirst thing is you gotta sort of get the entire personalstuff out, you gotta organize your house makeit appear like a brand new residence, all these samethings you could possibly supply as an educated to your opinionand your recommendation, you could possibly supply in a 30or 40 minute seminar.Might be you convey in aCPA, possibly you carry in a tax strategist, maybeyou carry in any individual that talks about wills andtrusts to teach and inform them, this is not an callan expired and get an appointment and bangget a listing, this is nurture, train, takethe time, answer their questions, comply with upwith private cellphone calls and a hand written note and you are gonna get a bunch of listings. I consider you get the gist,go back to TomFerry.Com ‘motive all of the important points,the facebook advertisements, and the whole lot else Irecommending it’s all there, the bottom line is thisis simply yet another approach for you to become a pieceof the fabric of your group, serving to asegment of the market that continues to develop and personally is dramatically underserved.Let’s go to the next one, number three. On-line vendor leads a.Ok.Asellers in conceal. So when I talked aboutthis on the Summit and you understand like i am colossal advocateof arbitrage, online leads new release, Zillow,Trulia, right on down the line, increase town,Commissions Ink, Conversion, all of it, Google Paperclip,fb, I adore it all in view that it justcovers the gamut of high of the funnel, the middle of the funnel and right now in a position to go. The object that shocks methough is that so many agents pass over the opportunityso let me give you the stats, let me giveyou the stats, you buy 10 Zillow leads as an example, this is what we all know, 33% of them today arefirst time dwelling patrons, they’ve nothing to sell, correct? Their credit is eleven, they’re looking to determine it out, whatdo I have to do, correct? 2% of them are gonna be buyers on averagebased on the info and 65% of them have a home tosell possibly earlier than they buy the following one, so what is the important query asan on-line lead is coming in, after I engage them,"howdy you guys are excited about 1234 Banana road,love to show it to you, "Why don’t we agenda an appointment?" "incidentally, do youguys need to sell a home before you purchase the subsequent one?" "Do you guys have got to sell a dwelling before you buy the subsequent one?" "Do you’ve got a plan B incase it doesn’t figure out like aid me realise." That number, sixty five% of theonline leads you are shopping have to sale a residence inorder to buy the primary one.Now, you might say, Tomwait a minute my usual sale fee is on the superlow finish, well if you are best focusing on thesuper low finish fee variety you’re in general onlyfocusing on or attracting first time shoppers and investors. I’m speaking aboutnational numbers, right, internationally. 65% ought to sale a housebefore they purchase the subsequent one, are you payingattention to that? Now talking of, I gotsome extra stats I wish to share with you, myfriends are angelology had been giving methese reports the place they essentially expose us tothe one hundred of thousands of inbound and outbound leegeneration their handling for sellers, like that’swhat they do, they end up a virtual ISA network ofpeople calling and confirming and reserving appointments in your behalf. Hear to those numbers,correct, 37% of all of the on-line leads come inovernight between eight O’Clock p.M.And 8 a.M., 37%. I suppose about Gary Gold, whose a very long time client, significant shout out to Gary if he’s observing, hardenough this guys potent Gary works at HiltonHighland, very effective broker, 30 yearsin the business early adopter on loads oftechnology, gigantic recommend for Zillow, he says to me onetime, "Tom i’m laying there in mattress, and all ofsudden my telephone goes ding, and you understand it’s 12O’clock within the morning, you recognize my wife’s asleep,what’s it, I just occur to be conscious ’causerealtors do not sleep and he appears over and it’s aZillow lead." And what does he do he calls, and guesswho answered the cellphone? Russell Peters, you knowRussell Peters the comedian? One of the most funniest guyson the planet, Russell’s in London, right, andhe’s looking at residences on Zillow and bing needs to look the property."hello, that is Gary how am i able to aid you?" "You were simply watching at property at Banana road in Beverly Hills?" correct, he finally ends up promoting that man a multi-million dollarproperty, now Zillow, myself, Realtor.Com, everybodyelse says the identical factor, we do not need you talkingto leads at midnight, correct, however it’s alsoacknowledging and recognizing that is one of the most thingsthat are taking place. Let me give you a formore stats, you competent? Your all considering now Ineed to reply the mobilephone at nighttime, they’re notall like Russell Peters. All right, fifty one% of allleads got here in after 5 p.M. 51% of all leads came inafter 5 p.M. Before 8 a.M. 26% of all leads got here inbetween nighttime and 8 a.M. Right, best lead waft hours had been between 7 a.M.And 11 a.M. The best lead flow hourswere between 7 a.M. And eleven a.M. Of direction, we all know all of the studies say when do you wish to have todo your most beneficial hours of power 9 to eleven, four to six, butthe most intriguing section was once Thursdays and Sundayswere the busiest on-line lead days now as you thinkabout this i am giving this now not just becauseI need you to get extra listings however I wantyou to make certain you are aligning your agenda andyour behaviors and your belongings to ensure thatif you are in the online leads generation game,you are paying concentration to leads drift optimization,hope these stats helped. We will have to link up thereports courses that i am talking about right here fromAngelology, lets just make that some thing on TomFerry.Com. All proper, the final one,style of you understand, ancient school, older matureschool, with senior activities, and now of path talkingabout on-line leads, let me run one that I thinkis entirely underserved and the agents that aredoing it will inform you the test is absolutelyworthwhile, you ready for this? Running radio ads, nowsome of you might be gonna be like Woo Ferry you’retalking immediate process, poling, speakme directmail, now you’re speakme radio, hey i am the guythat says there is no improper method to attract a consumer.Understand yourself, knowyour market, look where all people else isn’tgoing, go there, do the reverse, correct, it just makes sense. Radio, here’s what Iwrote down, relying upon your market could be $200to $one thousand a week once more depending upon your metropolis,if you’re in New York city ordinarily more likea $a thousand, if you’re in Omaha, Nebraska maybeit’s $200, proper, so my advice is you credit score 15to 30 2d commercial for maybe a handsomeguy like this, get over here man, this is Triston, go forward and play his radio business, go. (upbeat track) – [Triston] selling your home in 2018? Looking for the best income cost and quick and effective provider? Contact Tom Ferry from Banana real property at 949-212-5000. That’s Tom Ferry at 949-212-5000 with over 60 5-starreviews, sale your dwelling with Tom Ferry at 949-212-5000.(upbeat song) – [Tom] Now if you don’thave the soft jazz chops that this guy hasmy advice is might be you in finding any person, perhaps it’sin your voice, perhaps you rent any person professionalto do it, however the backside line is radio isan possibility and if no one else is doingit and you’re already a rockstar and you’re doing all these that we’re discussing, then stepping up your recreation and doing something no one elsedoing is another approach so that you can attract much more listings. All correct so Triston, thank you so much, incidentally, considered one of our kickassvideographers, so that is it.That wraps up our sixteen of33 of lots of our high-quality record appeal methods for you. You can see that my vigor is a bit bit extraordinary from the lastcouple of suggests, i’m tremendous targeted proper now,i’m making definite that you enforce, so what Iwant to see here in the comments on TomFerry.Comand on my YouTube is what is the motion you are going to take? What are the one or twothings you are going to do between now and the endof the year to make sure that you’re getting theright quantity of listings to have your online business be by using design. Thanks a lot for observing, cannot wait to look your feedback. See you subsequent week. Hey, i am Tom Ferry and that i wannasay welcome to actual estate.Now there is an effective danger nobody’s advised you that there may be an87% failure expense each 5 years on this businessand there’s simplest two causes, sellers do not have the instruments and so they do not take the correct motion. I am gonna invite youto click on the hyperlink under and get entry to the tools so that you can win in this trade..