Why a crisis is the moment to move onto the listing side of the business

Ren Jones00:03

It’s that time. Welcome to Roadmap, how to take three listings a week until you’re ready for more. Each week we interview a great agent who’s consistently taking several listings each month, and we have a special show today. We encourage you to take notes and apply as much of the knowledge as quickly as you can, and then use the copycat principle. I want to remind everyone we’re also simulcasting the show on the private Lead Gen Facebook group — they have 52,000 members, so we have a large audience there today as well — and I’ll be pausing for a commercial message during the show as a thank you to the Lead Gen folks. So let’s dive right in.

00:47Today you get me, no co-host, no guest, so we have a huge opportunity. This is a special show. Many of you are aware of the coronavirus — and it’s not from the beer, so you can drink all the Corona you want — but whenever something like this happens, there’s a unique opportunity. A number of people are asking, “How am I going to sell real estate? Is real estate going to slow down? Are people going to look at homes?” and on and on.

Ren Jones01:16

So point one, write this down: the core is always there. The core group of people is always there — people getting married, people getting divorced, people dying, people getting transferred. The core is always there, and there’s always a huge opportunity.

Ren Jones01:31

Number two, this will involuntarily force you to work the listing side of the business, if you’re doing this right. Get on the listing side of the business. Here’s a good example, because normally this only happens to the special few. There was a single parent with four kids — that person had to take care of four kids. Could they work with buyers? Time was limited, no — they had to work with sellers. Buyers take time, listings take skill. So if you get on the listing side, you practice, and that means you’re going to have to practice at least an hour every day.

02:20Number two, be on the listing side. When they had their four kids and could not take buyers around for days at a time — and in the case of coronavirus, touching every doorknob, going into lots and lots of homes — here’s the great thing on the listing side: you’re on the phone, you’re talking to people about possibly selling their home, you meet with them, sign a contract 80% of the time if you’re doing this right. So all you have to do is spend 45 minutes with them, then go home, put a sign in the yard, a lockbox, and let the world spend time interacting and showing the property. It’s a great opportunity for you, folks.

Ren Jones03:06

So point number one is going to require a lot of script practice. Do you know a good script for calling expireds, for sale by owners, past clients, sphere of influence, people calling around a listing or a sale? Do you have all that to where it’s part of you, or does it sound like you’re reading it, like you’re not comfortable with it? Can you get that thing practiced? Do you have a good pre-qualifying script? Do you have a good listing presentation, in and out in 30, 40 minutes, and can you do that with a contract signed? Can you do a one-step presentation? This is a huge opportunity.

Ren Jones03:48

It used to be limited to a few who had a situation where they had to work only the listing side. You don’t have to go have four kids and be a single parent in order to do this. Now, if the coronavirus gets more and more prevalent, which it probably will, you’ll be glad you’re a listing agent — you can go on the appointment, sign the contract, go home, use your hand sanitizer, and just go home and enjoy it. Then two days later you’ve got another one, and two days later you have another one, and maybe you get good at it and you’re going on one appointment a day. Not too bad. So consider that this is a huge opportunity to make a tremendous amount of money, and it’s right here in the spring. Thank you. It’s a short show — I want to thank you for being here. Keep going, have a great week, everybody.