Dirk Zeller Creating Listings in LOW Inventory Markets

Creating Listings inDirk Zeller

Inventory MarketsLOW

www.RealEstateChampions.com

Dirk Zeller

⦿ Internationally sought after, has presented in 6 different continents⦿ Dirk has highest earned international recognition for professional speakers, Certified Speaking Professional(CSP) designation awarded from the National Speakers Association (NSA). Fewer than 8 speakers in the real estate industry hold a CPS designation.⦿ 2016 Inman News recognized Dirk as one of the Top 25 Coaches in the real estate industry. Dirk is CEO of Real Estate Champions, a premier coaching company.⦿ 1,000 published articles to his credit, Dirk is one of the most published authors in success and sales training in real estate.⦿ 10 x’s bestselling author. ⦿ Dirk was selected as THE “Dummies Author “ for his books Success as a Real Estate Agent For Dummies, Telephone Sales for Dummies and Successful Time Management for Dummies.

Creating Listings in LOW Inventory

Markets

Workbook linkTo download today’s workbook go to:

www.realestatechampions.com/CL

www.realestatechampions.com/CL

Dirk Zeller, CEO, Real Estate Champions

150 homes per year sold

by 4th year in the business.

4-Day Workweek

There aren’t enough listings.

Price Range # Active # New # Pending

# Reduced # Sold Ave SP/LP Ave DOM Months of Inv.

$125,000—$225,000 2 4 5 16 3 99% 56 0.7

$225,000—$325,000 88 76 96 32 80 99% 96 1.1

$325,000-$425,000 95 80 69 38 77 99% 95 1.2

$425,000-$525,000 68 45 41 26 33 99% 209 2.1

$525,000-$625,000 57 36 20 27 21 99% 95 2.7

$625,000 & up 196 66 45 49 36 98% 134 5.4

Totals/Averages 506 307 276 188 250 99% 97 2.2

  Active $125-$225 $225-$325 $325-$425 $425-$525 $525-$625 $625 & up Total

    1 87 96 81 63 206 534

Example: Market Trends Report

We must change our attitude.

We must change our attitude.

Playing field

Do you have home field advantage? Do you have home field advantage?

The marketplace – it is what it is

The marketplace: “It is what it is.”

Seasons by Jim Rohn

Lack of inventory creates challenges

Winter time

What do you need to do to be ready for spring? What do you need to do to be ready for

spring?

Dirk Zeller quote: “make yourself better!”

Don’t wish it were easier, make yourself

better! ...Dirk Zeller

Raise your attitude3 keys to acquiring more listings in a low inventory market

1. Raise your attitude.

Increase you DIPA2. Increase your Direct Income Producing Activities (DIPA)

3 keys to acquiring more listings in a low inventory market

DIPADIPA

ProspectingLead follow-up

Listing presentationShowing Qualified Buyers

Writing & Negotiating contracts

15 hours weekly DIPA minimum

Best clients spend 45-55% or greater on DIPA

Someone working:45 hours a week 20 hours50 hours a week 23 hours

Increase your skills3. Increase your skills – make yourself better.

3 keys to acquiring more listings in a low inventory market

Dirk Zeller quote: not be enough to keep you there

Whatever skills got you to the success

level you are at, will not be enough to keep you there.

Dirk Zeller

The primary problem for most agents,

especially in a tight listing marketplace:

We don’t have enough leads to

support the goals we have set.

Primary problem – don’t have enough leads to support goals

The secondary problem:

The sales ratios have changed.

Secondary problem – sales ratios have changed.

Who moved my cheese?

Don’t wait…CreateDon’t passively wait for business and

success to come to you.

Proactively create business and make

success come to you.

Don’t wait … create! 1. Proactively and consistently lead generate daily.

Connect with Past Clients and Sphere of Influence:

“Rare Moment In

Time”Just so you know there is only _____ months of inventory in the price range you inquired about. There is a rare moment in time here to sell. Currently we have only _____ months of inventory in your home’s price range. According to the National Association of Realtors the transition point between a Buyers’ and Sellers’ market is 6 months of inventory. We are in a _____ market in your price range.

Easy Button Seller Opportunities

Seller’s Protection PlanSeller’s Protection Plan

1. An offer on their home will only be executed when they have found and secured a suitable replacement.

2. They control all aspects of the transaction because of your Sellers Protection Plan clauses in any agreement.

3. That you will be able to secure additional time if needed to orchestrate the smooth transition to another property that’s right for them.

Benefits

1.You get them off the fence…more listings.

2. They become more realistic over time

Proactively follow up on current leadsDon’t wait…create

2. Proactively follow up on our current leads.

Alaska pipeline

Don’t assume “no” until you know Don’t assume “no” until you know.

Sell prospects on service presentation meetings

Don’t wait…create

3. Sell prospects on “service presentation” meetings

You have to have multiple

streams of business.

Fewer referrals There are fewer referrals.

In 2010 we had 43% of the sellers being referred by friends, neighbors or relatives according to

NAR.

In 2015 we had 38% of the sellers being referred by friends, neighbors, or

relatives according to NAR.

2010 – 2015 Referral stats

Listings are more competitive than ever before Listings are more competitive than ever before.

• Less of them.• Agents willing to do anything to get them.• Internet and explosion of information.• Discount brokers come back into the market.

Planning to list now with youSix listing lead types:

1. Planning to list now with you.

Six listing lead types:

2. Probably will list with you.

Six listing lead types:

3. Planning on listing with someone, but undecided on who.

Commodity mindset

• Active listings you have or company has• Market share you have or company has• Experience for prospects• % of multiple offers• Average list price to sale price• Days on the market

Script: Commodity mindset

“So what you are saying is, the Realtor that provides you the best opportunity to net the

highest dollars is the person you are probably going to do

business with is that what you are really saying?”

• Days on market• List price to sale price ratio• Average listing sold to listing taken• Market share statistics• Active listing inventory• Experience

4. Planning on listing with some other specific agent.

6 listing lead types:

Script: Second opinion

“Isn’t is worth at least receiving a second

opinion?”

Six listing lead types:

5. May consider listing with someone.

Six listing lead types:

6. Will not list with you. Committed to another agent, but wants your opinion or free information.

Know the marketplace

Know the marketplace – Knowledge adds power

Price Range # Active # New # Pending # Reduced # Sold Ave SP/LP Ave DOM Months of Inv.

$125,000—$225,000 2 4 5 16 3 99% 56 0.7

$225,000—$325,000 88 76 96 32 80 99% 96 1.1

$325,000-$425,000 95 80 69 38 77 99% 95 1.2

$425,000-$525,000 68 45 41 26 33 99% 209 2.1

$525,000-$625,000 57 36 20 27 21 99% 95 2.7

$625,000 & up 196 66 45 49 36 98% 134 5.4

Totals/Averages 506 307 276 188 250 99% 97 2.2

  Active $125-$225 $225-$325 $325-$425 $425-$525 $525-$625 $625 & up Total

    1 87 96 81 63 206 534

Example: Market Trends Report

Soft spots…not dead spots.

Price Range # Active # New # Pending # Reduced # Sold Ave SP/LP Ave DOM Months of Inv.

$125,000—$225,000 2 4 5 16 3 99% 56 0.7

$225,000—$325,000 88 76 96 32 80 99% 96 1.1

$325,000-$425,000 95 80 69 38 77 99% 95 1.2

$425,000-$525,000 68 45 41 26 33 99% 209 2.1

$525,000-$625,000 57 36 20 27 21 99% 95 2.7

$625,000 & up 196 66 45 49 36 98% 134 5.4

Totals/Averages 506 307 276 188 250 99% 97 2.2

  Active $125-$225 $225-$325 $325-$425 $425-$525 $525-$625 $625 & up Total

    1 87 96 81 63 206 534

Example: Market Trends Report

Price Range # Active # Sold$125,000—$225,000 2 3$225,000—$325,000 88 80$325,000-$425,000 95 77$425,000-$525,000 68 33$525,000-$625,000 57 21$625,000 & up 196 36Totals/Averages 506 250     

Active / Sold

Price Range Ave DOM Months of Inv.$125,000—$225,000

56 0.7

$225,000—$325,000

96 1.1

$325,000-$425,000 95 1.2$425,000-$525,000 209 2.1$525,000-$625,000 95 2.7$625,000 & up 134 5.4Totals/Averages 97 2.2     

DOM / Months of Inventory

1. Increases the market time on a listing

2. Increases the leverage of a listing

3. Increases the number of leads created

4. Increases the probability of securing a buyer

5. Creates success exposure

Advantages of a soft spot in a “hot” market:

Coming Soon Listing Strategy:

Who do you represent? Who do you represent?

Secure listings as office or agency exclusive

Coming Soon Strategy:

1. Secure listings as office or agency exclusive for 5-7 days.

2. Create postlet, facebook posting, Craigslist posting, Coming Soon yard sign.

Coming Soon Strategy:

5-7 days after coming soon, full MLS and marketing3. 5-7 days after “Coming soon”, full MLS and full

marketing.

Coming Soon Strategy:

Delay showing for 48 hours 4. Delay showing for 48-hours once on the market fully.

Coming Soon Strategy:

5. Delay offer presentation for another 48-72 hours after property can be shown.

Coming Soon Strategy:

Seller benefits:• Usually more offers• Competitive bidding for their home• The ability to control all the offers at once• Easy evaluation of offers since you review them all at once• High probability that the listing agent sells the listing

Agent benefits:• More offers• Time savings in handling them• Cleaner, better offers• A window to create offers yourself• Marketing time to generate future business• A higher probability of you selling the listing

• Will my market support this technique?• Are we selling in a short timeframe – less than two weeks?• Are we getting multiple offers?• Am I getting limited leverage from my listings?

Open Houses:

Open House Objectives:

1. Procure buyers for the home you are in.

2. Find new listings.

Market heavily your Open Houses Market heavily your Open Houses

Facebook postingMarket Open House:

1. Facebook posting.

A.Personal PageB.Business Page

Facebook sponsor or boost2. Facebook sponsor or boost.

Market Open House:

Direct Mail Area3. Direct Mail Area

Market Open House:

Call or Door knock area4. Call or Door Knock Area

Market Open House:

Current clients:

Buyer Consultation or Showing Showing

Under Contract

Showing

Home Inspection

45 Days After

Closing

ClosingThrow Away Referral Ask

Typical Real Estate Agent Referral Ask Timeline:

Buyer Consultati

on or ShowingReferral Mention

Showing

Under ContractReferral Ask #2

ShowingReferral Ask #1

Update CallReferral Ask

45 Days After

Closing

ClosingNO Referral

Ask

Winning Strategy:

There is no ONE way.There is no ONE way.

There is a right way for you.

When you find that…that’s success!

Contact Us

Real Estate ChampionsClientCare@RealEstateChampions.comFax: 541-383-8832Phone: 541-383-8833www.facebook.com/realestatechampi

onshttp://twitter.com/REChampionshttp://activerain.com/rechttp://linkedin.comwww.RealEstateChampions.com

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