Ep 55 Album coverEvery real estate agent knows that a new listing is like gold. It’s your opportunity to help a client sell their home, or help a homebuyer find the home of their dreams. That means if you’re going to help people and if you’re going to make money, you’ve got to get more listings. Of course, there are the normal ways of getting listings, but you know me, I’m all about getting outside that normal orange juice way of doing things. On this episode my new friend Ray Wood and I are brainstorming creative ways to get new listings, so be sure you take some time to listen – and be sure to catch part 2 of this brainstorming session on the next episode too.


Do you have something TRULY valuable to offer open house visitors?


One of the mainstays of agents is the open house. You know the drill – set up the signs around the neighborhood, sit in the house waiting for buyers to come look at the home, engage in conversation with them once they arrive. But what could happen in that interaction if there was a surprise gift waiting for them – a book, a video, a truly helpful resource to educate them about the home buying process? What could you come up with that would make them truly glad they stopped in? Get some great ideas from my friend Ray Wood, on this episode.


Chasing down FSBOs and expired listings can be profitable with a bit of creativity.


We all know what it’s like chasing down leads during a lean time in the market. But do we all know how to make the most of the opportunity when it comes to making calls or sending out mailers? I don’t think so! I found a great way to get responses from the cards I sent out to expired listings and FSBOs – it was by providing them the opportunity to get a truly helpful resource for free – something that would enable them to get the most out of their property or to make it more attractive for buyers. Are you curious? You should be. Listen to this episode and I’ll tell you exactly what I did.


Here’s how to generate goodwill in your network and gratitude in your prospects.


Everyone who’s doing business wants and needs referrals. That’s just a fact of the way business works. And a warm lead or referral like that will close at a much higher rate than a cold one. Another a fact. What might happen in your real estate business if you created your own “Professional Contacts” list to provide to prospective clients? There’s a way you can do it that puts you on the radar of professionals who could provide an incredible amount of referrals to you and provide a tremendous resource to your prospects and clients at the same time. And the best part is that the only thing it will cost you is a little bit of time. Find out the details on this episode.


You could become the local celebrity in your community – and get that new listing in the process.


One of the primary things I’m trying to encourage agents to do in order to attract clients (instead of chasing them) is to be a media company that happens to sell real estate. Give it some serious thought: If you did a podcast or video show highlighting the businesses and people of your community – and if you knew how to promote it effectively – you’d become a sort of celebrity in your town. And when the people in town think about buying or selling a home, you’ll be top of mind because they’ve come to know you via your podcast or video show. Get the idea? My buddy Ray and I discuss this idea and lots more for getting that elusive listing, on this episode of the Onion Juice podcast.


Outline of this great episode


  • [0:24] My intro to this episode, to Ray Wood (my guest), and the idea of getting more listings.
  • [1:51] Why Ray and I decided to do a two-part show (this week and next week).
  • [2:37] How you can get a copy of all the resources we mention today.
  • [4:38] The reason behind the Onion Juice Podcast approach.
  • [6:30] The story behind Ray’s podcast and website.
  • [10:02] The power of persistence and hustle.
  • [11:45] Key questions to use in Open House settings.
  • [16:19] How to offer better value when reaching out to FSBOs and expired listings.
  • [20:45] Create your own professional contact list as a resource to others.
  • [27:33] Become a media company that happens to sell real estate.


Resources & Links mentioned in this episode


Our sponsor: www.KnightBarry.com


www.TopAgentsPlaybook.com – Ray’s podcast

https://www.facebook.com/topagentsplaybook – Ray’s Facebook Page

www.RealEstateAuthors.net – The site where Ray ghost-writes

Text: “OJ notes” to “44222” to get all the links and resources mentioned today and in previous shows


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