Real estate agent sales funnel for HighTech

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this is where we're going so good evening everyone feel free to use the chat if you are joining me on facebook if you're joining me on facebook type your questions in the chat and i will i'll i'll check it out on my phone we will make sure that we're live on facebook let's go you know we gotta check we always have to check sure yep we're here and what i'll do is i'll watch i'll generate the i'll look at the chat here i think we're good yep we're good all right let's do this i think we're good all right i'll minimize that all right so here we go a four-part series um because i'm launching the new real estate agent journey membership but this is a four-part series just for you and i will have to tell you i will have to tell you that i also i published another journal this was my original journal the new agents journal the new real estate agents uh journal i just published another one don't buy it yet give me like five hours because i don't like the cover i'm playing with the cover but it's the socially savvy agent and i actually give you everything you need to go live on social media so come back and check give me give me a day or six hours just like maybe an hour all right so today's class of this four part series today's class is the successful sales funnel funnel okay jose you already bought it okay or i'm not sure which one you bought but that's okay thank you thank you thank you if you are joining me live on zoom feel free to use the q and a on zoom if you are on facebook type your questions in the feed and i will hang out with you towards the end i am watching the q a here i can see all of the participants we are good i can see the q a let's do this all right so the successful sales funnel having an efficient sales funnel means more time to focus on lead generation growth my most favorite is rest and new opportunities a lot of times as agents we forget the rest part and if you don't have a true a nice sales funnel and for those of you that cook you can i'm literally talking about a funnel we need to funnel everything through but once you start to really narrow down how your business is going to work you will work faster you will have new opportunities and you can take a break because some of us don't take a break now nothing works without work if you don't put in the work no sales funnel will work it doesn't you know you can you can send out uh mailers you can post on social media but if you're not checking social media if you're not reading your feeds if you're not commenting if you're not engaging if you're not following up because your phone is ringing and i'm you know full disclosure i do not like to answer the phone so if you don't leave me a message i can't call you back there are days when i say i'm going to answer the phone all day just to see how much spam i get and and within the last five days i got two leads because i answered the phone so there's something to be said to answering the phone so let's talk about this process now the successful sales funnel always begins with your motivation how motivated are you now if you were if if i were to ask you how motivated are you and i've had conversations with real estate agents and they would say you know what carrie i'm good with just one deal a month and i'm like okay that's your motivation but some of you want to get out of the rat race some of you want to get out of your regular jobs some of you are like well you know what carrie i just i just want to uh you know to build wealth for my family i want to invest i want to be able to buy an airbnb i want to be able to do something different so really it depends on your motivation what gets you up and gets you dressed and moving every single day so yeah it begins with your motivation um you have to put in the work remain consistent ask for the business follow up and always ask for the referral so let's talk about the steps to the successful sales funnel and then we'll talk about your successful sales funnel because it might be different for me and different for you now step one a successful sales funnel begins with knowing your marketplace and the best homes to list some of you that are here live with me on zoom i would say you know do you know your marketplace and you can type in the chat yes no i don't know my marketplace and knowing the best home to list if you remember last year marky and i did a series through the entire month of december and i showed you how to figure out the best home to list i might expose you to some of that today depending on the time so i might expose you to that depending on the time and for those of you that are watching this is being streamed to real estate live and being recorded so number one the successful sales funnel begins with knowing your marketplace and the best home to list and when i say the best home to list the best home when we say the best home to list for me i know it's a three bedroom two bath some of you might say kerry i don't care about the best home i just want high end homes we'll talk about that step two your marketing campaign and lead generation your marketing campaign what's included in it are you going to be doing direct mail are you going to use social media are you going to do this are you going to say hey everyone you know you know let's go with this hi this is carrie i just realized your home is no longer being actively marketed when you decide to interview new agents i'd love to be considered feel free to call me back at say your phone number and oh by the way if i don't hear back from you by whatever day i'll give you a call back and by the way if you don't want to chat feel free to send a text message and we can have a conversation that way some of you are going to still use the phone so when we talk about your marketing campaign or your full digital marketing campaign what are you going to have to what's going to be included to build lead generation and some of you might not be real estate agents some of you might be loan officers some of you might be attorneys you can use this system pretty much for anything except you're not going to look for the best house to sell you're going to work on the best product what do people really want step three a call to action with follow-up you know we can have a call to action we could use google forms we could use cloud cma we could use lead pages you know we could have a qr code uh scan option you know we could have a call to action that says call text or email today you need a call to action and you have to follow up so if someone calls you and remember today i got two listing leads two listing leads and most of you know i don't have the bandwidth to do this and these are one of the listing leads came from a referral from ohio and the other one came from down state in springfield some of you need to get up and get out and go to these conventions because this this came probably because of a women's council lead so my point is is i now still have to follow up because they called me am i going to go list the house absolutely not but i still have to follow up i still have to make the first phone call right and i have to be the you know i have to be the one that's consistent with making sure everyone is doing their work because the leads came to me so call to action and you must have follow up now your number four you generate a lead and you have to make an appointment you have to make an appointment some of you watch me every friday um nine a.m coffee with kerry central time and i i did you a whole list on you you now you've made the appointment now what so you generated a lead you made the appointment now you got it you get to the house now you have to do what step five you have to convert you have to have some type of conversion so how are we going to convert this lead and then step six once you've converted the lead and converting the lead could be as simple as and i'll run through the steps really quick so i said you get to the property you you've generated a lead you've opened up your you know you're talking to the client on the phone you have said you've scheduled the appointment you know what tina i'm available you know saturday at 9 00 a.m or monday at 1 p.m or 7 p.m which one works for you because i'm converting right so i get the appointment and it's in my schedule right there are other things you need to do if you work in my marketplace you know the first thing i'm doing is i'm creating a quick market analysis i'm creating a uh i'm going i'm doing reverse prospecting and i'm putting together a pre-listing appointment packet then i get to the house and the homeowner opens the door and i say thank you so much for letting me preview your home um i'd love a preview first however i'm you know would you like to sit down like i need to get in the door and so we preview the home so we go through all of those processes then i you know depending on the client i can get the paperwork signed then or i might have to do another market analysis and then i'm going to send the paperwork in an e-signature tool whichever one you're doing so you got to ask for the deal or you need to say you know mr mr seller you know would you like to start the process today we have a private listing network we can sign the paperwork now and we can start actively marketing your home now and then start pulling out paperwork right these are things you should know for a successful sales funnel and then step seven the process um marketing the listing to procure a sale because now that you've got the paperwork step seven is you actually have to go through the process of marketing the home now we know depending on your market because i know it's different in florida because i'm now licensed in florida than illinois our job is exclusive uh right to sell and it's to market the home to bring in a buyer is it likely that i'm gonna have a buyer rare could it be done yes we could do dual agency in illinois you can't in florida and you know there's an accept so we need that we need to get our processing down um so we can market the home to get a deal now once you've gone through all seven steps now some of you might throw in a few different steps depending on your marketplace after the closing so you know we now know we're marketing the home we get the contract we go through all the processes of working with the attorneys the lenders if you work with an attorney the title company some of you it's just an escrow you don't use attorneys florida and now you closed now you have an entirely new sales funnel and i'm not even talking about the sales funnel because after the closing you need to put this client in a whole new marketing campaign so that's just a bonus tip that's just the next step so let's talk about what happens when you actually see a sales funnel leads leads these leads equals business right and then you funnel it through so we talked about all of those steps right you've you've made your appointments you've scheduled the appointments you've gotten into the property you've gotten the paperwork signed you have a deal right you've done so first you started with all of your marketing and you went through all of the processes so leads plus conversion plus follow-up and then you have to work the business you have to work the transaction equals a paycheck so your successful sales funnel number one so here and and you might take a screenshot you can watch the replay for those of you that are watching with me live today i'll throw in the link to these slides in the chat number one select an area to target uh for your sphere of influence selecting an area to target or your sphere of influence so number one is you have to select an area and it could be your sphere of influence if you've moved to a new area because i know some of you have you don't have a sphere there but we all have a sphere of influence now some of you it's fear of influence some of you um even if you've moved to another state so let's say i moved to arizona i still have a sphere of influence in illinois so even though we're selecting an area you can still work with your sphere of influence unless you hated high school and you didn't make friends right or you hated college and you didn't make friends or you've been working at businesses for years excuse me and you've never ever ever made friends that's a different conversation but number one selecting an area and your spirit and remember our sphere could be our family our friends the people we used to work with our college friends our high school friends maybe back to elementary school grade school right number two you have to know the turnover rate for your area you have to know the turnover rate for your area so when we take i think it's the next class you know accessing the tools you use every day i'm going to show you how i figure out the turnover rate for my area and then you're going to figure out how to figure out the turnover rate for your area do you need another area to target so if i were working in say and i'm just going to make this up let's just say hinsdale's taking longer to sell high-end luxury and i really want to work luxury you know 2 million and up because that's where it is that's what instagram shows me everybody's doing luxury not saying you can't but it might take longer to sell so do you need to add another area so number two do you need to add another area and i just said it number three what is the fastest selling home in your area i told you mine my fastest way my fastest home is three bedrooms two baths i also know if i go back to my old neck of the woods it is a two bedroom and at least one and a half or a three bedroom or more because everything is selling in the city i grew up in number four you have to select homes based on data you need to select homes based on data and today we're going to show you how to use a predictive analytics tool now everyone might not have access but your job is to figure out the tools that you can use and number five start mailing using social media uh start mailing and using social media to reach potential sellers and i know this stuff works we might say you know anyone under the age of 30 is on instagram and snapchat and tick tock but eventually they'll become sellers but what we do know is if you're using direct mail and you're telling people to come watch you on instagram you're more likely to convert because they feel like they already know you coolest thing happened and i'm just regular carrie i was at the nar convention standing in line and when i was standing in line someone was like carrie is that you carried from instagram i was like how cool is this i felt like i had a fan she felt like she knew me because of instagram so remember your social media if you're using if you're mailing and using social media people will feel like they already know you so when you get to the property they're more likely to hire you now don't show up at the property not looking like you look on instagram just saying um number six never stop marketing but be willing to adjust your marketing what do i mean i was talking to an agent recently and she was doing marketing to a specific area and no deals and it's now been 11 months no deals i'm like we should had a conversation a long time ago because if you are consistently marketing and you're not converting i have to ask you a few questions number one i need to see your marketing number two what's the turnover rate because if properties aren't selling because people like in glen ellen they they lived there they grew up there they might move out and the parents are like oh we'll give you the house or we'll sell you the house it's there are some markets where you might need an inn to sell or people aren't moving for a reason and there could be a really good reason or your marketing is just jacked up let's just keep it real so i there's so never stop marketing be consistent every single month with your marketing and consistency could mean a mailer and i had an agent ask this question friday on the live well how often should i do marketing when you're starting every week for a month the next month every two weeks and then by the third month every month that's the best strategy now you could go with another strategy is every 21 days so instead of every month and people expecting it every month it's every 21 days um the other thing is you should be posting on social media consistently and you'll figure out what consistency means for you for me i probably it's rare that you'll see a story on a sunday okay so before i get into some of the live tools i want to have a conversation with you i want to have a conversation with you um what tool can you use to find a mailing list so for those of you that are watching me now or live with me on zoom i'm going to turn my volume down and go see what's going on in we're good we are i think we're good in real estate live no questions here so what tools can you use to find a mailing list type it in the chat type it in the chat what tool someone said remind someone said rpr what else i know there's more this kind of gives me an idea of where you are what i get red x okay red x remy rpr home snap that's probably what i should do expresso agent hmm remind remont realist athena i need realist back i need prop stream i think j-man is using that you got to pay for that for those of you that are using prop stream do you realize that it's really like really similar to remind list source title companies okay emma thai yep the yeah cold directory the cold directory you have to pay for that but you know excuse me we were looking at the cold directory it might be worth it now you can buy lists um there's always a data broker out there so you can buy these lists so all right no questions here so let's do this i'm going to ask you a few more questions and then i'm going to show you a tool so you can at least figure out how to find a lead or to find a mailing list so number two what tool can you use to determine the best house to list in your marketplace what tool can you use i'm just going to tell you right off the gate for those of you that have realist i'm yeah uh the best house to list so i see it info sparks you can use um so info sparks some of you just need to say the plain old mls what tool can you use to determine some of you might be market view i mean really the truth is is you just need to figure out how to build a report and some of you write this down kerry said call the mls tomorrow if you're still in california or on the west coast you can call probably now i need some of you to call your mls to find out how to build a report or at least go figure out how to build a report to look at data so really your mls so what tool can you use to determine the best house to list in your marketplace so we're gonna go with the mls is number one for me it's info sparks it could be agent metrics it could be market view uh it could be some of you just simply you know some of you just need to really just simply build a report in the mls um now number three where will you buy your marketing tool a marketing um or your creative where will you buy your postcards where will you create your marketing pieces where will you create your social media marketing right there type that in the chat where will you buy your marketing someone's everybody's in in canva no one no one's going to publisher where will you title company valerie let me tell you that title company stuff in um i can't think of it at the moment it's breakthrough broker is kind of good so i'm just going to throw i i really do like um canva i really do like canva i like the remind tool i also like prospect plus for those of you that work with title companies and some of you we use break through broker is another one so now here's the question so we're talking about mailers and social media marketing you could also use list reports that's another tool oh remax there you go so some of you just need to some of you get core facts with your company some of you should just be typing in the feed what your company offers what does your company offer i like to create a lot of the marketing for my agents i owe them a marketing piece this week and for next week uh last week i mean so some of you just need to go see what your companies offer so number three your homework is is go see what your companies offer and are you using those tools so for those of you that invested in the keys to listing leads it's built kv core is another one fiverr right d forget doing this yourself let somebody else do it number four what will you do consistently every month to generate a lead tell me what are we doing what are we doing every single month pat after you go live send it to me so i can watch the replay or tell me when you're going live post follow up what do you what will you do consistently every month to generate a lead i want some specifics i got the spending the postcards i like posting on social media sending mailers through remind mailers and then post redirect and send them to instagram right popeyes you know there's something about popeyes um one of the agents in my office she went out and took she all weekend 45 pies between her and her husband and the loan officer they took out 45 pies and she brought me one last night so last minute i was working on this powerpoint because we talked for an hour and a half so i didn't go to bed till almost midnight um so when i when we say consistently or consistent yeah so consistently and being consistent love it i love everybody's ideas in the chat uh and i'll just give you some of my tips we're mailing every month and this month i i'm not doing the pies so i thought instead of sending out a thanksgiving pie we're gonna send out a gift card to mark's entire sphere of influence and say during the holidays here is a cup of coffee or hot chocolate on us during the hustle and bustle so i'm not doing the pie thing we're just gonna mail it can we get a dump of the chat i think if you click the let me think let me think let me think i think i can i think i can grab the chat i'll email everyone um the chat because i can download it so everyone that's here uh i'll email you the chat so i gotta where's ebony when i need her so i'll send you the chat and i'll email the slides and i'll email the replay like the coffee gift cards like valerie you know we've been doing this a long time and we used to drop off pies we would do the popeyes but i was like i need to do something to get it in their mailbox so they remember me there's an agent um lynn purcell top producer that way literally that way and she every holiday drops off a big gift basket and that's how she generates all of her business love it rebecca did the coffee for halloween so you're going to pick one thing and you're going to remain consistent so and you can type it in the chat but i'm going to keep going um but if if it was one thing for me it is we're mailing we i've been mailing him to the sphere every single month but what one thing can you know you that you know you'll do so you know i go live on instagram but that's for all of you i am posting on our company page because my one thing is i need to train the agents in the office and then i go live to help everyone that didn't want to come to caremark or you're in another place and i get it because i'm a trainer and so i get phone calls and emails so i had to do something so if i was going to say one thing what's the one thing oh i love the personalized ornaments i like that white glove did personalized ornaments and they were the coolest thing and we had like 10 people that didn't want theirs man we had all they were clear balls they were so nice so those ended up on my tree one year um i also give uh give a cookie from a local bakery shop look you can integrate you know the local businesses right shop you know saturday small business saturday and then you just have to start so let's jump into a tool let's jump into a tool now and i might i might expose you to more than one all right i'm moving some stuff around all the things you cannot see all right oh we don't want that we want this okay so when we talk about predictive analytics and i know some of you are just going to be like carrie can you just teach the whole class i need you to come back i need you to come back and see me in a few other classes or at least with the new agent uh not the new agent journey but the the aging journey so what i'm going to do for you now as soon as i turn off my text because you know if i don't turn these text messages off as soon as i go live text messages messenger everything kind of blows up on my phone so we're turning some stuff off all right so i'm going to share my phone with you i think oh at least i thought i was oh it's in a different spot for these updates so here we go and i'm using an app called reflector here we go and don't listen full disclosure you guys are going to hate my phone because i got all these little red bubbles this is why i need real paper in my life because those real red bubbles they i get immune to the little red bubbles don't worry they'll be cleared out soon enough so i'm going to jump into home snap so we're going to jump into home snap if in most areas we have home snap most of us have home snap so i'm going to click over to for sale here let me do this so you guys can see let me turn all this off so it's not confusing so i'm in home snap and down at the bottom i clicked home so when we talk about predictive analytics and the best home to sell first of all you're going to use your mls to figure out the best home to sell and we'll dig deeper on december 6th we'll dig a little bit deeper so i'm zoomed in we're near we'll just go to near me what i want you to do is first of all if you've not downloaded home snap for your marketplace some of you just need to call your mls to see if you have it because you probably do you need to click all homes at the top when you click all homes and i'm going to zoom out a little bit so we logged into home snap we clicked homes and then um then i clicked all homes and down in the bottom left hand corner we have heat maps so when we talk about number one we said you got to find we got to generate a list now this is going to be traditional so i'm going to click on likely to list and then or likelihood to list most likely and then likely and then apply and so now right across the street from me we've got someone that's likely to list and then a couple doors down and then you know i want to use my mouse to do this right i'll just zoom out a little bit so in my neighborhood in the neighborhood next door so this is this is my neck of the woods and this is around the block or just right down the street like literally we we hear all the cars at night so in my area i have all of these properties that i could possibly list because the orange remember is most likely and the yellowish orange is likely to list now can you export from home snap not yet we keep asking not yet we keep asking so this is one way to generate a lead using predictive analytics and you can simply just click on any other properties here i'll click on see if i can click on this one come on come on i think because i'm attached to the internet it doesn't like it so once you click on the property and we're going to assume that this works come on it's like still thinking come on click click there we go once you click on the property you now have the address what if because some of us didn't upgrade and you got every everyone knows i don't upgrade because i'm not really selling and i keep getting notifications that people are looking at my home snap and then i'm like they probably think i don't sell which is right i don't sell but if you look at this i can so number one if you're looking at home snap i have the address right i can create a spreadsheet i can keep create a google sheet i could just simply go grab a note card over there and send it a handwritten note or i can come up with a marketing piece this is something you can do every single day my tip would be if you're going to do this is open up a microsoft excel spreadsheet or consider a google sheet or numbers on a mac and track everything so put in the homeowner's address you could look at the automated value model you know that they're likely to sell and if you scroll down you can get owner information so i can get the owner's information and if i upgrade i can see their contact information if you don't upgrade this is where you're going to go back to your tax system depending on what it is so it could be something from core logic it could be the mls data co-op it could be realist it could be every agent gets access to real tourist property resource every agent even if your company doesn't use it because it's brought to you by the national association of realtors and then you could also use remind so you have the the information i mean you can go to the public records you can go to the assessor's office there's always a way to get contact information oh tip the library the library the library has more information than you ever wanted to know and it doesn't cost you anything you just got to go figure out how to use it not an expert on your library but the chicago library has a lot of stuff so i would do this and i would create a spreadsheet now in the process because some of you are like oh this is a lot of work remember i said you got to work and you know the story some of you quit your 40 hour a week job to now work 80 hours a week you got to put in the work but if you if i were going to mail to this property tomorrow morning i could send a mailer to james and i could just you know say hey dear james just want to let you know that the market has improved homes are selling for x amount uh compared to last year or the year before if you have any questions about the real estate market call me text me email me follow me on youtube for a market update for a monthly market update right then i put them in a spreadsheet and then i now ha i can create a whole new marketing campaign better yet now that you've done this depending on what tools you use right so we're going to turn this off it took me a minute to figure that out since the iphone update you could and i'm logging into my mls i know we all have different mls's for those of you that have realist rpr or uh remind i'm going to use remind i'll jump into remind and i can take the same address because i'm going to i think i'm still logged into it maybe maybe not still thinking still thinking still thinking oh put it put me in university park again okay so this is what you can do as i close few of those windows so i'm gonna click back on that property on applegate again on home snap so i'm still in homes now and i'm clicking on the property i think i'm clicking on the property it's taking a second i think it doesn't like that i'm attached to my wi-fi let's turn that off come on come on come on come on no one wants to hang out with me all night because the phone won't work okay here we go so you put the address in at the top because now you need to build a list so for those of you that are like well carrie i don't even know how to use excel i don't have excel i don't have google sheets i don't have numbers here you go go to remind go to rpr go to realist old school sheet of paper make a list you put in the property address there it is kind of cool and then once you click on the address because maybe this is the property i'm going to go after i can now add this property to a cart and then i can add this to carries coming soon list or kerry's listing list how about carrie's home snap to leads list like that so now i have a new list and if i were to do this again and let's go see if i can find another one this is the giant house you know there's there's always a house right that's a nice looking house so there's another one around the corner that's likely to list and we can put this one in so you would close this window up here at the top we'd come back over to remind and we'd get rid of this address and we'd put in a new address and of course doesn't like home snap must be really slow today or irritated with me but i think you get the point so no matter what if i were to put in another address here i'll just put in one that i know of we'll make it up and i click this property same thing applies you go over to the right and you click save to cart and then you would add it to your carries home snap lead list and you'd click add we're not going to add that so kind of cool now i am going to teach this class in its entirety starting in january and depending on markey's classes maybe in december so if you're in my local marketplace i teach these classes all the time through our multiple listing service but i'm going to teach it to all of you so for those of you that really really want in-depth training on remind i'm going to do that so let me just come back because i do want to share with you another way to use predictive analytics now depending on which tool because i hear realist got a major update i got to see it you got remind i saw red x i saw um the one that j-man's using here's what i want you to remember and for those of you that are watching live with me is there an area you want me to pick and i do see the questions like why wouldn't you use most likely to list instead of likely to list i would use both now in remind over here to make the so carla good question remember in remind we have cell score i do not know the data set or the explanation for home snaps likely to list but in remind we have i'll use i'm going with bowling brook we have high medium and low so high is somewhat likely to sell in the next 12 months medium is 13 to 24 and then low is over 25 months so my guess is that home snap could be very similar so i would mail to both i wouldn't pick one over the other i would mail to both so carrie is there any way to access real estate in chicago we used to have realist now when i was at the nar convention at the expo realist was uh corelogic was there the company that owns it and i didn't get a chance to talk to them but you should make sure you're involved with your local associations if you it's something you want to see again you got to show up and you got to tell us what you want right so um so definitely looking at the equity so here's what i want you to remember yeah me too holly i miss realist too so here's whether you're in realists whether you're in remind real estate data mining rpr if you you know an rpr is a little bit different you won't necessarily get the predictive analytics but you can look at you know if homes are paid off there are some things you can do but you do get more in these tools um so i have realist and it's a sell score so there you go so a sell score looks like i need to figure figure this out but let me say this for remember i just said this is your homework all of you tonight or tomorrow call your mls and find out when they have classes like i have not seen realist since we got rid of it a few years ago and that was my favorite thing i did not want it to go away but just looking at the chat um athena you got to figure it out and and here's why whether it's this tool realist or any other tool and by the way remind is national so i'm going to type in bowling brook because i had that question or that someone said bowling brook i can go to kissimmee florida i haven't tried puerto rico i need to try that so here's bowling brook and so here's the cool thing is now remember i said you need to figure out the best house to sell in your market and for the sake of training this could be review for some of you i am going to jump into another tool called info sparks and because one of you wants to target bowling brook there are many days where i think i should come to bowling brook but it's at least 35 minutes at least but i i'm just gonna go see based on bedroom counts and i'm not teaching this i don't worry i got a list i know remind i know info sparks i got it i know what you guys want and if there's anything you want me to teach you send me a dm type it in the chat so i'm now in info sparks and i'm going to break out the data by bedroom so who said they wanted bowling brook panth this is for you so pam said bowling brook and we see the price points and i am going to jump into another city just because now this is where you could could i use my mls could i go to search could i go to reports we all have different reports and could i look to see what's selling and absorption rate you can every mls has a tool you just need to figure out how to use anybody here from florida give me until june i will be an expert on your tools so so here most of us want to sell a you know four bedroom because of the price but if i look at month supply and i know you've heard me say this more than once but i'm gonna say it again three months or less is a seller's market right three months or less is a seller's market and we and we know this because it takes that long to absorb the inventory in these markets so in well let me say let me say that better three months or less is a seller's market so anything under three months so two bedrooms under three months three bedrooms flying off the shelf four bedrooms flying off the shelf and five so really pam you could sell anything and make get a paycheck but if you look at sales price you might say well carrie i'm looking at this 349 because it's almost 100 000 more and if i look at closed sales you are more likely to sell a three or four bedroom so so four bedroom this is remember i said this earlier i said where's my formula you got to generate leads then you got to convert follow up work the business and then you make money so we're generating the leads because we figured out that we need a four bedroom in bowling brook so now i come back to remind and i put in bowling bro and per license law i'm gonna go with off market right and i'm gonna put in four bedrooms in bowling brook and then just because i just think every house should have at least two and a half baths we're gonna go with two and a half baths and then like home snap could i use sell score high sell score apply so right now in bowling brook we have 56 houses this is a workable list and if we change this to median medium and high there's 290 but wait i could scroll down and put in mortgage age has no mortgage apply 85 homes like there's absolutely no reason why you can't use predictive analytics to do the business now don't stress because i gave you the formulas to do this you just need to figure out the tools that work best for you so now i can select my list right i can create a cart for bowling brook i can call it you know the show me the money list bowling brook um four beds and 2.1 baths no mortgage etc so i'm creating my list and just like in the chat some of you said when you go over to the carts it's one of these here i'll just use the mouse stop using my hands so when i'm in carts i now have my list i can select all i can set i can export i can send mailers or i can get mailing labels the sky's the limit you told me you're going to use remind mailers you told me you could use canva some of you are do using the key to listing these you have 85 properties and pam how many of these do you need see pam let's talk to pam in the chat pam just said and you might not see this because she's only chatting with the host and the panelist so i'm repeating so a few months ago i sold there for you you recommended send mailers after the sale absolutely so you said she could do a she could have done a coming soon she could have done it just listing she could have done them under contract she could have done a new just sold she had four mailers because clearly she could sell a house in bowling brook so now here's pam this is what i would do i would send a mailer to all these 85 properties no mortgage likely to list four bedrooms two and a half baths 85 there you go absolutely no reason why you can't generate a lead and how many do you need pam how many how many i'm i hear her saying one because she knows that the sales price is 3495 3495 and and tell me in the chat did all of you get a copy of this because i you know i i teach this often so you're kind of getting just a little bit of this but i call it carries money making spreadsheet did all of you get a copy of this tell me in the chat yes or no yes no no no no no no no no no not a nose a lot of notes that knows okay here we go i got some yeses so i'm going to give i'm going to throw this in the chat and then let's see if it allows you to copy let's see what happens when i do this yep there we go so i'm throwing this in the chat and then i'm going to show you how to use it again so click that and it'll open in google sheets it'll open in google sheets so now we got bowling brook and four bedrooms oh look at this since the last time i've done this so i'm gonna put in four bedrooms and then we'll put in three bedrooms and then we'll do five or more so this is pam was the first she was first person to put this in so a four bedroom is three forty nine five it went up look at that three forty nine five and a three bedroom is 265 50 cents 265 and 50. 50 50 and then a five bedroom or more is 350 to 900 here's what you can see so pam if i were selling in bowling brook you have to be honest with the homeowner because there's not a biggest there's not that big of a spread so now uh oh and it did i think it went down it went that way 352. well yeah so 352 but that might have been six or more so now here's what we know pam if you want to make a hundred and twenty-five thousand dollars you do need to sell five million at two and a half percent but here's what we know that if you do this with a you need to sell 14 about 15 little 14 houses to make a living to make 125 000 but down at the bottom for those of you that have never seen this spreadsheet i broke this down based on different percentages and anything in blue or anything that is italicized is that the word you can change because i do get um i do get that you not everybody sees color so anything that's you know sideways you can change so here you can change these commission splits so if you hey if you're high roller five percent there you go so you can change those splits and you can change these dollar volumes this column here is the only one that works here so this is what's calculating and then i'm giving this to you based on 90 10 80 20 70 30 60 40. if you are a 100 aka flat fee company you get to do that math because i didn't build that in because it's really easy you just take off whatever the amount of money is per transaction okay so and i've updated it since that class last year so i literally changed the columns so what system am i using this is called market view d do you have showing time in your market do you have showing time tell me in the chat okay so here's what i'd like you to do i want you to go to your showing time so i'm gonna go to my showing time and i'm a managing broker so mine looks a little different over here to the left when you click reports do you have market stats so go check to see if you have market stats showing time owns market stats and for us it's called info sparks so what here's what i want you to do is i want you to click market stats because that's where i got the month supply got it got it okay so let's review let's review so here's what i want all of you to do and i'll go back to my powerpoint for a moment i want all of you to make sure you're selecting an area to target or you're going to target your sphere of influence i need you to figure out the turnover rate for your area what does that mean like in our marketplace it's five years so we can we turn over houses every five years and it doesn't mean everyone's gonna move every five years but we have a large pool of houses that turn over every five years and i can probably tell you why but you need to figure out in your marketplace if i look at hinsdale or glen ellen or wheaton um it will be different from broadview or lyle or even lombard so you need to figure out the turnover rate for your area if people aren't moving you need another area it doesn't mean you shouldn't target there or farm there you just need another area what is the fastest selling home in your area in bolingbrook i just told you everything but you make more money with a four bedroom and if you want luxury it's okay and i'll i'll do a recap on luxury uh because i'll pull a luxury marketplace so it's really your choice how hard do you want to work if you don't see heather what state are you in if you don't see it you're i want you to call showing time tomorrow call showing time tomorrow find out um how much it is in your marketplace and then i want you to call your mls or association who manages your mls and fine get you got to get involved so you can become the chair of member benefits i'm the chair of member benefits from my local association maybe some of you should know that now because now you're going to send me a bunch a bunch of messages like carrie we want realist but that's the local association not the mls that's a different group so that i want you to do that and then send me a dm on what they say um then so select homes based on data so we did that right we picked bowling brook we know four bedrooms is the fastest house and then we used you know paid off we could use um automated value model and then number five start mailing and using social media to reach potential sellers so here i need you to get this is there a little bit of a shift happening a little bit but not as much as we are as we were expecting by now so when i say start mailing you know it takes five to seven months another broker friend of mine out of baltimore maryland she said expect a lead in 90 days expect a lead in 90 days i say expect to leave the first time but if you don't get something for seven months it's okay you have to start somewhere so start mailing and using social media to reach potential sellers and number six never stop marketing you can't stop when business is good advertise when business is bad you have to advertise and you must be willing to adjust and you must be willing to adjust if the turnover rate is not happening so take advantage of those tools and i did say i would log i just want to show you a luxury marketplace just so you can see the difference so this is hinsdale and some of us we really want to target luxury and we see on social media and i am all for luxury and i think that we all should strive to sell high-end homes but let's just look at what's happening in hinsdale not an expert haven't looked in a while so i just pulled the homes for hinsdale and under sales price here let's look at sales price like i'm in i'm all in you know we got three bedrooms four five and six or more but let's look at months supply month supply for three four and a five is doing okay we're still in a stable market but when you get over six i'm sorry we're still in a seller's market but when you get to a six uh or to the six bedrooms five to six months or four to six months is a is a stable market so four to six months is stable and when you get closer to six i really want to say it's more of a buyer's market and then seven months or more is a buyer's market some of you just need to hear me say this more than once because then you're like oh i get it so if you are someone that wants and it wants to work in in luxury just look at one more thing listing the contract how many days so in this marketplace on average it's taking 58 days to get a contract and you're having between 11 and 15 showings that tells a different story to me and then market time is 107 days so even though we're in a seller's market it is still taking longer to sell a house so if i were to go back to pam's neighborhood i'll meet you for coffee pam right look at this like market time on average is 29 days 24 and if we get rid of the outliers like 10 days and then listening to contract is between 7 and 18 days so fast nickel slow dime fast nickel slow dime remember i am not saying you shouldn't sell luxury first of all i'd rather have a buyer that's buying luxury than list because you know that they're going to buy it but if you're listing luxury you need to understand the data and you need to be able to explain that to your seller and you need to understand that you're not going to get paid as fast like you paid more but you won't get paid as fast so fast nickel slow dime it doesn't mean you shouldn't work luxury it's almost like commercial if you want to jump into the commercial market sometimes you don't get paid for a year or two you really need to understand the data so this is what we're going to do for those of you that have joined me on facebook type your questions in the chat and i'm going to come back to i'll come answer those in the chat for those of you that are live here on zoom i'm going to come we'll do q a and if you want me to unmute you stay on mute and we can have a conversation for everyone else thanks for joining me i said i would not keep you more than an hour so here i will stop sharing and i will stop streaming