Focusing on strategies for real estate agents to sell over 100 homes annually. Here’s a breakdown of key sections and insights:

1. Introduction and Background

  • The speaker, likely Brendan Bartok, introduces his real estate background with over 18 years of experience, owning a successful team in Denver, and emphasizing his credibility by stating that he still actively sells homes (around 30 homes a year personally).
  • The session is part of a series aimed at helping real estate agents succeed in selling properties, streamlining processes, and building client relationships that lead to referrals.

2. The Promise Strategy

  • The Promise Strategy is a key selling technique introduced early in the session. It involves:
    • Setting high expectations for clients by promising “the most exceptional real estate experience.”
    • Checking in with clients regularly throughout the transaction to ensure satisfaction.
    • Leveraging the promise to ask for a five-star review and a referral.
  • The speaker encourages agents to introduce this concept at various stages: listing appointment, after the property is active, during inspections, and before closing.

3. Techniques to Sell 100+ Homes Annually

  • Social Media Marketing: The speaker outlines a 14-step social media marketing blast that includes posting about sneak peeks, just listed announcements, open houses, offer acceptances, and clear-to-close updates. The goal is to maximize exposure and build a reputation as a top agent.
  • Pricing Strategy: Emphasizing the importance of pricing a property accurately from the start. Price and time are the two key factors in selling a home. Overpricing can lead to longer time on the market, which ultimately results in price reductions.
  • Marketing Budget: Tailoring your marketing budget based on the property’s value. More expensive homes require a higher marketing budget, including professional marketing materials such as postcards, videos, and social media ads.

4. Open Houses

  • The session emphasizes the value of seventh-level open houses, where agents invite neighbors, call prospects, and tie the event to a charitable cause to attract more people.
  • Virtual Open Houses: With the rise of virtual events, the speaker suggests working with sellers to live stream walkthroughs of the home on social media, providing exposure to potential buyers without physical showings.

5. Handling Price Adjustments

  • The speaker advises agents to avoid using the term “price reduction” and instead call it a “price adjustment.” This maintains a positive tone and frames the conversation around aligning with market demand.
  • Agents are encouraged to provide sellers with regular updates on comparable homes to illustrate the need for a price adjustment if the property isn’t selling.

6. Inspection Objections

  • The speaker provides a step-by-step email template to handle inspection objections, giving sellers four options on how to respond (e.g., agreeing to all repairs, offering a credit, or rejecting the request).
  • The goal is to keep the process clear and logical, reducing seller stress and helping them make informed decisions.

7. Closing the Sale

  • The day before closing is seen as an optimal time to ask for a referral and review since emotions are usually high and positive.
  • The speaker suggests not attending closings in person unless necessary, viewing it as an inefficient use of time that could be better spent on lead generation or other tasks.
  • Consistency is key: agents should follow up with past clients at regular intervals, such as 30 days after closing, and keep them on a mailing list for updates about neighborhood sales.

8. Building Long-Term Client Relationships

  • A large part of the coaching session is focused on building long-term relationships that lead to referrals and repeat business.
  • By consistently providing value, agents can ensure that clients will think of them when they or someone they know is ready to buy or sell.

9. Miscellaneous Tips

  • Branded Closing Gifts: The speaker suggests giving clients closing gifts that are branded and useful, such as cutting boards with the agent’s logo, to keep the agent’s name in front of the client.
  • Neighborhood Snapshots: Set clients up to receive monthly updates on homes in their neighborhood that are $100K above and below their home’s value to keep them engaged and aware of market trends.

10. Coaching and Role Play

  • The session emphasizes the importance of role-playing scripts with colleagues or accountability partners to refine communication skills.
  • Scripting: There are various scripts provided for price adjustment calls, feedback discussions, and negotiating offers, all designed to make the agent a more effective communicator and consultant.

Conclusion

This session is filled with actionable advice, emphasizing the importance of setting expectations, leveraging referrals, using effective marketing strategies, and handling inspections and pricing issues with finesse. The ultimate goal is to become a more productive and respected real estate agent, capable of selling 100+ homes annually by providing exceptional service and generating repeat business.