This is going to be a tactical guide on how to prepare your entire pipeline for the changes coming on Saturday.
If you’ve had your head in the sand, it’s time to get it out.
Here is what you can do (today) to get your pipeline ready.
Pro-Tip: You want to be the one to tell your leads (clients) about the changes. They’ve already heard a lot of noise in the media. You don’t want them hearing from another agent before you.
Here is a simple 3-step process that we’re doing with our pipeline…
Step One – Send the most recent market update to your entire database.
This change is coming at the best possible time. There are not only changes to how we do business. There are changes in the marketplace. Big ones. Your clients (leads) need you now more than ever.
If you’re in the SoCal market and want to sell our market update, hClick Here
Pro-Tip 2: We send a weekly newsletter to our entire database and the monthly market update always performs the best. If you don’t already do this, highly recommend.
Step Two – Call and text every single lead (big surprise)
Use the easiest script in the world… “Did you get it?”
Here is how it should sound.
“Hey [their name], it’s Christian at Onyx Homes. Did I catch you at a bad time?
The reason I’m calling is because I just sent you an email with some info I thought you’d find interesting…
Did you get it?”
That’s it. Simple and easy. They have two different responses.
If Yes > “Great, what did you think?”
If No > Tell them about what you sent and then ask what they think
Step Three – Explain the changes and set next steps
Make sure you have a simple conversation framework to explain the changes in the industry. I did this with two bullet points in our most recent newsletter. Feel free to steal them. If you think they’re oversimplified, that’s the point.
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MAJOR UPDATES = There are some major updates that are coming next week. THESE WILL AFFECT YOU, so make sure you understand them. Let me explain how the changes will affect you as simply as possible…
1. Buyers have to sign an agreement with an agent before touring homes (any real estate ‘agency’ activities)
2. Sellers are no longer allowed to advertise (on the MLS) if they’re paying a buyer’s agent
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Now that you’ve had the conversation about the changes. Use this as the best opportunity ever to go through your pipeline and filter it. Find the people who are ready to go now.
Go out and implement this.
If you’re struggling on what to say to your leads. Go check out our training on ‘Question Based Selling’.
There are three major trainings inside the Start to Finish in Real Estate Community.