7 figure Attraction Agent

The Agent's 7-Step Practical Plan for Spring Selling

Tom Panos - Real Estate Coach & Trainer

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01:10 – Reheat your pipeline
02:50 – Upgrade your listing presentation
05:26 – Boost your personal brand
06:21 – Create a set-and-forget Sellers' Spring campaign
06:57 – Clean up your CRM
07:23 – Reconnect with all your buyers
07:48 – Set your GCI game plan – reverse engineer your targets

The work starts NOW for the results you want in Spring. Let’s go!

Tom Panos:

I've got to tell you, geez, that was an expensive Coldplay ticket that guy bought. I was listening to him sort of say it is a private matter. If it's a private matter, mate, you don't. If it's a private matter, you don't go out where there's tens of thousands of people at a concert being streamed. So we are approximately six weeks away from spring, approximately six weeks away from spring commencing, and what I thought I'd do is just quickly run through with you a plan for every real estate agent that they can actually sit back and do practical things that are going to help them take advantage of the best quarter of their life, if they set it up from now. So it starts in six weeks. It starts in six weeks, right, and it's going to be September, october, november.

Tom Panos:

Let me run through the things that I think agents should be focused on. Number one you've got to make sure that you reheat your pipeline. You've got to make sure that you get onto your pipeline and you have a great staying touch strategy. This is the time to make contact with them, and I'm talking about not just the now sellers, right? Everyone is really good at the now sellers. Everyone's really good at the seller that says I'm selling right now, right, everyone's chasing that person. That is what I call the hot, hot lead. I'm also talking about your nurturing work being your medium hot leads and even your colder leads.

Tom Panos:

So what I'll be doing is I would be calling, smsing all your past appraisals in the last 18 months and simply letting them know that you're still there. As I've said to you, recency trumps loyalty. And, number two ask them has anything changed since we last spoke? The reason I'm calling you is I've noticed that there has been an increase in demand of buyers and I know that there's going to be a lot of properties coming onto the market in the next two months, and what I'd like to do is to encourage you, mr and Mrs Vendor, to come on before those other people come on. And the reason I want you to do that is that that way, you've got a front row advantage of all the buyers before other properties grab their attention. That's what I would be doing. So, number one reheat your pipeline. Number two, I would be upgrading your listing presentation to the next standard up. And what I mean by that? I mean we so much, for every real estate agent is in love with their listing presentation because they're used to their listing presentation because they like their listing presentation, because they're used to their listing presentation because they like their listing presentation, because it feels comfortable. But I need to remind you that your listing presentation has got you here.

Tom Panos:

If you want to go to the next level, what you need to do is upgrade your listing presentation, and the single one thing the single one thing that you can do to upgrade your listing presentation is to make sure that when you deliver that listing presentation, the vendors that are listening to your presentation are going to feel that you know what. I will undersell my property if I don't give it to this agent. This agent had a great house maximization plan. They were really clear. They explained to me exactly what they would do. That was different to the other agents. That would help me get five to 10% more, and because they believed that, because your presentation was so strong, it was irresistible, it was unstoppable what they did is that they turned around and they said we're going with you even though you're half a percent dearer. The only way that you can increase your fees is that you increase your value. You've got to move away from the commodity dungeon. You've got to show more. You've got to do more and you've got to give more, and your listing presentation has to actually get to the point where the owners, if they could not, that they're going to do it that they gave you a standing ovation at the end of the presentation because they felt that, hey, this person gets us.

Tom Panos:

So I would upgrade your listing presentation to the next level and the next thing I would be doing 100% is, by the way, on your listing presentation, the biggest thing you want to be doing is rehearsing your dialogue on how you handle price at the listing presentation. That is the single one thing. Right, that is the single one thing. Does a vendor feel that you're giving them hope to get their dream price? Now, let's be really clear 99.9 percent of vendors think their home is worth more than it truly is, and when you're going to a listing presentation, what you've got to do is somehow deliver hope, but, at the same time, what you need to be doing is not getting them to believe that they are 100% going to get that price.

Tom Panos:

Number three is and, without a doubt, probably the biggest thing that's changed in real estate in the last five to 10 years than the decades before. That is how important the personal brand of the individual, how important the personal brand of the individual agent is. So what I'd be doing is making sure that I would double down and that would mean that I would increase my social media content, the frequency and the quality. I'd be running tips, I'd be running a lead generation campaign on social media targeting homeowners. I would make sure that I would be doubling down on having the best reviews, testimonials. So, number three boost your personal brand.

Tom Panos:

Number four I would create a seller's spring campaign and what I would do is I would have my campaign that would go through September and November set and forget and that would include SMS, email, dls. Of course, the calls are happening all the time and you know I've got a view that doesn't matter where you are in real estate, you should be doing 100 connections a week, wherever you are. That's the minimum. So, number four I would be creating a clear set and forget plan for the next 90 days September, october, november, set up now. Number five I would be cleaning the CRM, because I think right now you've got three weeks before real estate gets really, really hot again as we come out of this winter period and what you want to do is take advantage of some of the time that you've got up your sleeve now to clean that database, update their contact details, work out their motivation level Are they hot, medium or cold?

Tom Panos:

The next thing I would be doing is making sure that I'd be reconnecting number six with all my buyers. Every real estate agent should be working with a minimum of 25 hot buyers at any one time, right, without a doubt. The single one question that's going to help you qualify whether a buyer's hot is to ask this question If we were to find you a home today, will you be looking at making an offer? And number seven I would set your game plan. I would set your game plan.

Tom Panos:

I would sit down now and I would say I want to set what my GCI goal is going to be for September, october, november.

Tom Panos:

I would then create my ideal week, made up of ideal days, like your days are your life in miniature. Have five good days in a week and you've had a good week. Have four good weeks and you've had a great month. Right, team? I'm letting you know this is the time we are about to go into a really busy period and I need you to know this six weeks you can set yourself up to have the best spring season ever. So the last thing is set a goal for GCI, set a goal for the number of listings you're going to get, create your ideal weeks, what gets scheduled gets done, and team make sure that all this is layered with you being in perfect condition. As I've said, always work harder on yourself than the job, because you are the job, you're the product, and that essentially means that if you're going to be operating a race car formula, sleep well, eat well, exercise well, and on that point I'm off to the gym.