Imagine, you have finally been hired to list the dream
How would you like to know you can leverage listing a home to sell to
get more listings of the same kind? Here it is,. the method, the system, the
mindset that will allow you to benefit from knowing exactly how to get more
A note from the Author
Why am I writing this blog?
Too often real estate professionals are sold fluff and smoke that deliver nothing of benefit to the agent. My disappointment in what was available to real estate professionals required me, and most of you, to reinvent the wheel. Some wrote checks and spent too much time chasing vapors. What choice did/does an agent have?
I found a vendor who provides insight and resource that align very closely to my own philosophy. Better still, I have been given permission to "STEAL" their stuff and share proven strategies with you and invite you to the exact same free resources they provide me. Their proven process and strategy has been integrated onto my own understanding of marketing. Much of that insight was gained right here on the great advertising playground called Trulia, I have, and I truly believe you will also, benefit greatly if you can endure my verbose tendencies and harvest the gold YOU can use. I will provide you REAL, ACTIONABLE, examples. Real stuff you can use....TODAY!. (Now, back to the scheduled programming."
Behind this process is real science. It is not necessary to
know the science, but it will be helpful to know the name of the techniques and
process that make Listing Magic happen.
“Harvesting Ripples” originates in human perception
discipline. Human perception includes Neuro Linguistics
Programming (NLP). Both are a response to understanding the cause and effect of
a message event. However, to benefit, the real estate practitioner at the
highest level, one must advance in the understanding of “Harvesting Ripples” to
include all that these ripples intersect and how to evoke the response wanted.
This is what you are about to learn regarding “Harvesting
Ripples” in a post conversation event. Five exciting Ripple events will follow.
(5 Ripple events)
1, How to sell a house before it’s on the market (Coming
2. How to sell the home of those who look at this house. (5
3. How to sell the home of those who never looked at this
house. (Softly in your arms)
4. How to make the reader recognize your value (Everybody
5. How to move from here to where they are …everyday. (QR,
The intent of this five part series is to empower you.
The intent is to give you the skill and resources to
demonstrate your value
The intent is to create within you, an overwhelming
confidence that you are the solution.
The intent is to create within you a courage founded on
ability and assurance.
The intent is to empower you to be DIFFERENT!
Dare to succeed.
Expunge conformity from your mind set.
Liberate yourself from squandered potential.
Let us begin now with lesson one, “Sold Before It’s on the Market.”
LESSON ONE: Sold Before It’s on the Market
“Harvesting Ripples” is based on understanding the action
and the resulting events that action caused. In this case, the event is a
homeowner states, “I want YOU to help me sell my home.”
The “Harvesting Ripples” technique recognizes FIVE Ripple Events
that are to be harvested. Each ripple intersect requires a different Human
Perception understanding. As a real
estate professional, you must accept that your business exists because of your
ability, or the ability of others, to exploit human perception to bring about
the result YOU want. In Lesson One, the
result you want is for a neighbor, or friend or family member to buy this house
or indicate that they need your help to buy or sell their home.
Since we are disciples of the Human Perception school of
understanding, we already know you CAN NOT SELL ANYONE THIS HOUSE!
However, being really good disciples, we do know;
They will buy the benefit
of having a friend or family member nearby.
They will buy the benefit
of being able to take a ‘First Look.’
They will buy the solution
of having their parents close.
They will buy the solution
of gaining more room or downsizing.
They will buy the solution
to achieving a 30 day sale.
They will buy the result
of buying a $300,000 home for $152,000.
They will buy the result/benefit
of selling their home without publishing it on the entertainment circuit.
People will ONLY PAY for, benefits, results, solutions, or outcomes. They do not buy houses, cars, iPhones or insurance. As
you observe those Madison Ave experts on TV, pay attention to what they are
REALLY selling and how they are going about it. For instance, in the television
commercial for Verizon, the commercials sell the solution to spotty 4G
LTE cell phone coverage can be purchased from Verizon. These marketing professionals KNOW how to get past the RAS (reticular activation system) gatekeeper we all have.
Lesson One, in this five part series, enthusiastically
suggests sending a ‘Coming Soon!” post card to the nearest 100 neighbors of
The “Coming Soon” postcard is an event initiated action that
will be followed by 4 more. The four steps in this “Ripple Harvesting”
implementation follows best practices for establishing a brand but also brings
the authority of Human Perception resonance.
The message WILL be received by everyone. If the message aligns with
those seeking solutions or those who
are seeking a benefit they
value…they will respond exactly as you direct them.
Bonus note: Studies have shown that within 90 days of a home
coming on the market a second home will also appear. The second home will be
within the 100 home geography.
Please note in the following example, the headline of the
post card can read:
“Coming Soon” or
“It’s nearly here!” or
“I can’t believe what your neighbor did!”
Below the headline, in smaller font, provide supporting
information followed by a Call To Action (CTA) that can not be misunderstood.
Using bullets makes the presentation more graphic and
minimizes a waterfall of text.
Keep the message graphic and instruction explicit.
Remember, you will be telling the rest of the story in
subsequent mailings or on the landing page.
It is imperative to understand, this is a single purpose
card offering a benefit or solution to a predisposed reader. A predisposed
reader is someone who already has your benefit or solution on their mind. The
predisposed reader is thinking, “What is the best way to sell my home?”
Do not attempt to convey the whole story. Be mindful you
will be sending additional cards and Harvesting Ripples they create. There is
more than one RIPPLE! If you are clear within your mind what you want the
reader to do, you will be able to create the “KILLER” cards that gets results.
In this case, you want the reader to visit the website in
the CTA. There the story can continue with more captivation mechanisms in
LisingGrabber.com has been providing courageous solutions
for real estate professionals for years. The eagerness to share this
information with you reflects the value structure and purpose ListingGrabber
embraces. The greater the number of healthy and prosperous professionals that
exist in the real estate industry, the healthier the industry will become. Each
successful agent and business, who shares knowledge, makes the fire warmer, the
pie bigger, the purpose more profound.
ListingGrabbers profound purpose is to develop within you,
Courage based on your confidence in the value you see in
Courage to share that value.
Choosing to be courageous, you will become DIFFERENT!.
Are you ready for to be different?
Mastermind.com hosts a 'MASTERMIND' teleconference on a montly basis. It is FREE and welcome to all who wish to know more about DIRECT RESPONE MARKETING.
The MASTERMIND is every 3rd Thursday at 1:15 PM (CST) To participate call at the time of the meeting: 832-551-5546 Pin 106603
You can listen to the audio of the MASTERMIND call from which this data was extracted as well as the information for the next 3 parts of this series.
Go to: http://ListingGrabber.com/files/mastermind/201311.htm
Best of Success,
Annette Lawrence, Broker/Associate
Remax Realtec Group
Palm Harbor, FL