July 30, 2025 • 31 mins
Are your listings sitting with no showings, no offers, and zero momentum? In this episode, I break down the proven C+3P Plan (Communication + Photos, Price, Property) I’ve used to sell over 1,000 homes.
You’ll learn how to:
✅ Stop seller pressure with my Tuesday Update Communication Plan
✅ Make your first 5 photos irresistible to buyers
✅ Get sellers on board with property prep and decluttering
✅ Reset price expectations using Retail, Fair & Auction pricing models
✅ Drive more exposure with Facebook ads, reverse prospecting, and niche sites
Plus, I’ll share how to set clear expectations at your listing appointment so price reductions and tough conversations become easy.
👉 Get my full Listing (Listening) Appointment Guide: Text listing to 833‑500‑1135.
👉 Need me to roast a stale listing? Text the address to 833‑500‑1135 for a video critique.
Chapters
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[00:00] Why your listings aren’t selling: the real problem
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[01:00] Setting expectations with the Listing (Listening) Appointment guide
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[02:30] The C+3P Plan: Communication, Photos, Price, Property
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[03:00] How to stop seller pressure with weekly Tuesday updates
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[06:00] Detaching from the outcome to make tough calls easier
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[08:00] Photos: why the first 5 images make or break your listing
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[10:30] What to feature first: standout features, hero shots & storytelling
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[12:00] Removing bad photos, virtual staging & BoxBrownie tips
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[15:00] Property: decluttering, staging, and continuous improvement
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[18:30] Price: retail vs. fair vs. auction models explained
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[22:00] How to run a smart price reduction with full re‑launch
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[23:30] Boosting exposure: marketplace, ads, reverse prospecting, broker opens
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[28:00] Wrapping it all together: Communication + 3Ps = SOLD
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
If you've got listings that are sittingthat have no action, no showings, no
offers, just nothing going on, it canfeel like all the eyes are on you,
and that pressure can become a lot.
And today I want to helpyou eliminate that pressure.
I wanna give you a framework thatI've used over the last 20 years
to sell over a thousand homes.
(00:21):
To get my listings sold and to get'em sold fast and for top dollar.
I've got a lot of strategiesI'm gonna share with you today.
So if you've got some listingsthat are sitting, don't worry.
We've got you covered.
I'm also gonna give you tips to getmore exposure and tips to be able to
communicate with your seller better.
We've got all of that andmuch more in this episode.
(00:43):
Let's get into it.
Welcome to the Agent Rise podcast,where we celebrate that you are unique
and one of a kind, instead of askingyou to do things that make you cringe.
We help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
Just a straightforward path to buildinga real estate business you love.
(01:08):
Welcome risers.
It's that time once againfor the Agent Rise podcast.
I'm your host Neil Mathweg,and today we're talking about
getting those listings sold.
If you're sitting with some inventorythat's got no activity, let's get,
let's get some activity rolling.
Let's get into it.
Today, I got a lot to throw at you.
Before I dive into it, I want to, uh, letyou know that we've got a listing guide
(01:29):
if you're looking to win at your listingappointments and implement a lot of the.
Things that we're talking about today,um, because we find that you, if you
have a great listing appointment andwe call 'em listening appointments,
you can really set expectations andreally, really help your transaction.
So, uh, we're, we're, we're not gonnatalk about the listing appointment today.
(01:50):
We're talking about getting thelisting sold that we already have.
But I'm telling you, if you followthis guide and set your listings up.
Half of what we're talking abouttoday will already be solved for you.
So make sure you download that guide.
Text the word listing to 8 3 3 5 0 01 1 3 5 and we will get you our exact.
Process that we use, uh, tohandle our listing appointments.
(02:13):
And again, we call 'ema listening appointment.
So you need to learn this approach.
And again, text the word listingto 8 3 3 5 0 0 1 1 3 5, and I'll
shoot that right over to you.
Alright, now let's dive into this.
I've got a lot to sharewith you here today.
The thing that I've always done with mylistings is, I call it the CPPP plan.
The C and the three Ps.Alright, so communication,
(02:35):
pictures, price, and property.
Alright.
So the first one is, is we'vegotta make sure that we're.
Excellent at communication.
One of the things that I did throughout mycareer to really help with this, because
we're, we're always, uh, reactive, right?
Like when we get a call, uh, andsomebody wants to see our listing or, uh,
we've got some, some sort of feedback.
We got somebody that'sinterested in writing an offer
(02:56):
or whatever the case might be.
We're really good in themost case, communicating.
With our sellers, right?
We're we're good at keeping them updated.
We're good at things.
When we have information togive them, we're right there.
Now, what I wanna talk abouthere is a communication plan.
When there's nothing to report, whenit's, when it's not reactive, it's more.
(03:16):
Proactive.
And what I did is I, um, set this up whereevery Tuesday I would call my clients,
and it doesn't have to be Tuesday,whatever day you want to pick, but I did a
Tuesday update call every single Tuesday.
I would gather informationon their listing.
I would, you know, look atthe, the showing feedback.
I would look at the, the numberof showings and the amount
of feedback that we've got.
(03:37):
I would look at other activity in themarket, look at other, what houses sold,
what other information have I gathered?
That would be helpful for this seller.
I would also review the entire listing.
I would go through the photos and I wouldgo through the description and I would
review everything, um, and, and see whatother things that we could do to improve
so that, uh, when I call the seller, I'vegot some great feedback to give them.
(04:01):
And again, I would do these calls everysingle Tuesday and at times I, there
was times in my career where I had 30to 50 listings and so this was a lot
of phone calls, but it was so worth it.
And every single Tuesday I wouldcall them and give them an update.
And what I learned is that when theyhave the information, when they feel
informed, um, they're not likely tobe pointing fingers at you anymore.
(04:23):
If they see that, you know, you're,you're getting them the exposure
that you promised them, that you'regetting, uh, the, the showings that,
that you are all were expecting.
Um, you're doing the open houses,you're doing, you know, you've got
the professional photos and you'vegot, uh, the staging and you've
done everything that you can do.
Uh, and then the house doesn't.
They start to point the fingers at you.
(04:43):
But if you're communicating withthem on the regular and giving them
all of the feedback and every bitof information that you're getting,
you're not holding anything back.
You're, you're telling themeverything that was told to you.
And it's very transparent.
And again, I ask my sellers in the listingappointment, this is one of those, those
questions that we ask is, do I have yourpermission to be 100% honest with you?
(05:03):
And if you have permissionto be 100% honest with them
at all times, I, I just let.
Everything go to them.
I know some seller or some agentswill filter, um, the feedback.
Like they won't let them see allof the feedback, or they'll see the
feedback first and then forward it.
I just sent it right to 'em.
There's no reason for me to filter it.
That's their information.
(05:24):
Uh, and you might have a, an argumentto that, but I, I, I mean, I've never,
I never looked at it any other way otherthan I wanna get them this information.
This is their information, right?
The feedback that I'm getting andall of this, uh, you know, data that
I'm receiving, this is their data.
Right.
So I wanna get this to them and, , andbe as transparent as possible.
But then every single Tuesday I wantto be calling and touching base with
(05:44):
them and going over the feedback withthem and talking to them about other
activity that's going on in the market.
And then when you have thoseconversations on the regular.
Asking for a price reductionbecomes really easy.
I think a lot of us really, reallystruggle with asking for price reductions,
and it's simply because we, we don'tfeel like we've been in touch with them.
We, we feel like maybe we'rebehind and we also feel like
(06:07):
they're pointing the figure at us.
Right.
Like, like, uh, we're not doing our job.
That's why we're askingfor a price reduction.
Right.
Well, that we all knowthat that's not the case.
Well, hopefully that's not the case.
Okay.
Another thing too with the communicationis again, we struggle to make these phone
calls to talk about price reductions.
Uh, one thing that I, a piece ofadvice that was given to me earlier
(06:28):
in my career, um, it's something thatI've held onto for many years, is
to not get attached to the outcome.
Detach yourself from the outcome.
I think some of us get so nervous to callour seller and have this conversation
and we, we almost get ourselves in amess before we even make the call, right?
(06:48):
So just don't get attached to the outcome.
Instead, find yourself just freely callingand having the conversation with them.
Hold it loosely.
Know that, that whatever, however theyrespond, is not going to affect you.
Because you've detachedyourself from the outcome.
And again, if you can do this,it makes these calls easier.
(07:09):
And also if you schedule the calls,that's a, I think one of our problems
is we don't have this as a scheduledcall and we're calling our seller and we
have nothing really to share with them.
And we are gonna call to have this.
Tough conversation where when youdo the Tuesday update calls, the
call's already scheduled, right?
It's already in the, in the calendar.
Uh, it's already, you know, I didn'thave 'em specifically in the calendar.
(07:31):
I just said, every Tuesday Icall every one of my clients.
So my clients were gonnaget a call on Tuesday.
Right.
So when I call, it's, it's a lot easier.
Right.
I'm already, I've alreadygot the, the call scheduled.
So when you go to that listingappointment, and you set this as
an expectation that you're gonnacall them every Tuesday and.
You, you also at the, in the listingappointment, they probably are wondering
(07:52):
how you're gonna communicate with them,and you give them a communication plan.
That's something that alot of agents don't have.
Like, I'll just, I'mavailable at all times.
I'll just call you whenever, youknow, like, whenever you have
a question, I'm there for you.
That's their communication plan.
This gives you a bettercommunication plan.
I call every single Tuesdaywith a client update, with an
update on, on what's going on.
And again, this, this helpsyou make that phone call.
(08:14):
And then if you can, detachyourself from the outcome.
That's what's really gonna make it alot easier to make this phone call.
Now let's get into the three Ps.We've already covered the C of
communication, but let's talk aboutpictures, price, and property.
I'm gonna first start out talkingabout the photos because this is,
this is what's driving the listing.
I mean, we're gonna get to price andwe understand that price is a big part
(08:37):
of it, but if you don't have greatphotos and if your photos don't tell
the story of the property, there is.
Too many listings for them to justbreeze on right past your listing.
one of the things that I see,and I I roast a lot of listings.
If you, if you ever want a listingroasted, if you ever got a listing
that isn't selling and you want meto take a look at it, uh, send it to
(08:58):
me, send me a text with the address.
, You can text me right at 8 3 3.
What's my number?
You can text me at 8 3 3 5 0 0 1 1 3 5.
Just shoot me the address and I'dbe happy to roast the listing.
Uh, I'll send you back a video of mythoughts on that listing, but I, I do this
a lot for our members, um, where we've gota listing that isn't selling and, and what
(09:18):
can I do to help get this listing sold?
And one of the things that Iconsistently see, uh, and I get it, I
understand why agents do it, is they.
They don't story tellwith the photos, right?
The first five photos, um,is your opportunity to tell
that property story and why?
The first five photos, it's becausewhen they're scrolling, they're looking
(09:41):
through a lot of listings and if you lookon mobile, they can scroll five photos.
All right.
If you look on desktop, on Zillow,they have the five photos there, and
then you click on the listing andcan see all of the photos, right?
But those first five photos islike today's curb appeal, right?
So you've gotta really standout with your first five photos.
(10:02):
And what I often see is agents giving a.
Tour with the first five photos, youknow, we start out the front of the
house and then we do the foyer and orthe front porch, and then we go into the
foyer and then we go down the hallway.
That doesn't really do much for me.
And then we get into the living room,and then we eventually get to the kitchen
and then, you know what I'm saying?
Right.
The tour of the property.
(10:24):
Don't do that.
I, I know it makes sense.
I know it makes sense.
I remember, I remember havingthat theory long ago, like, that's
the way to do it, because youjust wanna show them the house.
Right.
And, and guide them through.
But trust me, don't do it that way becausethey're not like the consumer is just
sitting down to look at your listing.
They're not, it's not like they'rejust getting a cup of coffee and
(10:45):
getting all comfortable and they, theywant a tour of the property, right?
And go through it.
No, no, no, no, no.
They're comparing your house to sevenother new listings that just popped up and
they're looking through the listings andthey're looking for ones that excite them.
Okay, now these first five photosnot only need to tell the story of
the property, but if you have gotsomething that really, really stands
(11:06):
out in the property as something thatis, is awesome about the property, it
needs to be in these first five photos.
So a couple examples of this, likeif you've got a listing that is in
a golf course community, maybe itdoesn't sit on the golf course, but
it's in a golf course community.
You've gotta have a photo of thegolf course in the first five photos.
Right.
(11:26):
If your house has a, uh, let's say a,a, a, it's just a normal house, right?
Every, it's just a normal,uh, median sized home.
Uh, but it's got a big shop in the back.
It's got a big, uh, steel buildingin the back of the behind the house.
That shop.
Maybe it's not glorious or awesomeor anything like that, but that shop
is something that other propertiesthat you're competing against.
(11:49):
Doesn't have, right?
So that shop needs to bein the first five photos.
Also, remember, there are peoplethat are looking for shops.
Uh, they wanna, they wannashop with their house.
Um, I've had buyers that have bought theshop and the house comes with it, right?
So you can, you, you wanna justunderstand that there's certain
people that you got that, that shopin the first five photos that's gonna
(12:12):
really stand out at them and make themwant to come and see this listing.
Another thing too with your firstfive photos is make sure that all
of the shots are banger shots.
Like you want the best photo of thekitchen, you want the best photo
of the front of the house, youwant the best photo of the family
room or the living room, or the.
, The room that just really makesthis house seem, , special, right?
(12:34):
It's something different.
Uh, also like if you've got a bonus roomor, uh, something that, that really could
stand out as a, you know, an additionalroom that most houses don't have.
Again, these special rooms could bethe reason that this house sells.
Another suggestion that I have aroundyour photos is, uh, is when you make
(12:56):
these banger shots, sometimes usea service like box brownie or, you
know, we've got AI that can help usand virtually stage these photos.
Uh, so do things like that.
And when we look at the photosand we go through the listing, how
excited are we about this property?
Are there some photosthat should be removed?
I see that often.
I see where we've just got,we, we, you know, we get 75
(13:17):
photos from our photographer.
For, and we load all 75 photos.
Don't do that.
If there's photos that don't helpthe property, get them out of there.
They don't need to be in there.
Um, and, and so look at the photosas not only as, uh, are these
photos that are great, but arethese photos that hurt us, right?
Like there's, there's photosthat hurt your listing.
So remove those photos,get them out of there.
(13:39):
Another thing that we run intooften is, is we run into a
home that is over decorated.
Right?
You know what I mean?
Like, they, they love to decorate andthey don't understand the difference
between decorating and staging.
And so their decorations are beautiful,uh, but they're really personalized.
Something that homeowner loves.
, And it looks great.
It looks homey.
It looks great.
(13:59):
I'd love to love to have, uh,coffee and, and visit there.
Um, but it doesn't help me imagine.
Imagine myself living there.
It makes me feel like I'mvisiting somebody else's home.
And so what we wanna do in thissituation is we wanna teach the
homeowner the difference betweendecorating and staging and what they've
done is they've decorated their home.
It's beautiful, but we'vegotta take that back.
(14:20):
We've gotta open up this space.
We've gotta allow there to be a blankcanvas so that the buyer can see
themselves living there, and we'vegotta be able to communicate that.
Without hurting our seller's feelings.
And so we ask them in the verybeginning, do I have your permission
to be 100% honest with you?
And if so, then we can start to behonest with them right then and there.
(14:40):
A couple other things about photos.
The more you can use drone, the better.
I mean, you can literally show somuch more, um, with a drone photo.
So add as much drone to your photographyas possible also really pay attention
to the, the marketing of the home.
I think way too often we just trustour photographer to go out and get our
(15:01):
photos and we just, we just slap them up.
Um, I like to look at a property andI like to figure out the best angle.
Um, like I think about like the front ofthat house, the lot, and what's an angle
that I can make that house really pop.
Uh, because I'm competing witha lot of other listings, right?
And I don't want just a stale front photo.
I want, I want a photo that's that, that,that just kind of jumps off the page.
(15:24):
Uh, and then the same thing throughout.
I'm just looking at how can Iperfect the photos and just, and
don't ever quit on the photos.
I think.
A lot of us, we make that big investmentright up front for our photos and, and,
and most of the time they do a great job.
Right.
But, but sometimes we need to go back and,and, and invest even more in those photos.
(15:44):
And it, it can get hard, right?
But if you just keep that as astandard, I. It will not only help
sell this listing, but it will alsohelp sell other listings because you'll
be able to show them the differencethat you made, the, the, the, the
tweaks that you made along the way.
And this is like a, a case studythat you can use down the road to
show a seller like, this is trulyhow hard we work on a listing.
(16:07):
Like maybe these were the firstphotos and then we, we adjusted more
and made even more tweaks and we.
Change this, and we did that.
And you're just alwaysadapting and always improving.
And I think that's reallyimportant to show a seller.
Uh, you know, obviously we want to getit all right when we go on the market,
but sometimes we learn things as wego and we, we can improve as we go.
And sometimes the sellersjust aren't on board.
(16:28):
Right away, right?
Like you've gotta get themon board, um, as you go.
So all of these techniques, uh,can help you with the seller.
Uh, and, and I, I'm telling you,you, you've gotta double down.
You've gotta do this for your sellers,make your listings pop and just keep
improving them until they close.
(16:49):
So beyond, so beyond the photos, wegotta talk about the property, right?
Uh, you know, and a lot of times we gottago in and we gotta improve the property
before we retake the photos or beforewe take the photos in the first place.
And a lot of times the seller, um,doesn't understand this, right?
Like, um, I.
(17:13):
So when it comes to the property, Imean obviously we've had conversations
with the seller and now we've got ahouse that isn't selling, and what
is it that we can do to improve the.
Property so that it will sell.
And I get this technique.
Uh, this is something that I learnedfrom my mentor early on in my career.
Um, I saw him work on everyproperty that we built or flipped.
(17:34):
Uh, he would work on themuntil the day they closed.
He was never done working on them.
I mean, he would, he would paint thestairs going down the unfinished stairs.
Um, he would, uh, you know, uh, you know,plant more trees and plant more, uh,
shrubbery and lay bark mulch and like.
Just never stopped working on it.
He would, you know, install Americanflag and put up a, a, a mailbox and
(17:57):
he would, he would do everything hecould to keep making that place feel
more like home, like a better home.
And, and I just took that as a practice.
And something that I did throughout my owncareer is just always work on the listing.
What else can we do toimprove the listing?
And, you know, again, this is the areawhere you've gotta have permission
from your seller because you can.
You can insult them, but this isthe part that's so, so important.
(18:20):
Uh, so if you've got a seller that'sover decorated, help them, uh,
declutter and get that out of there.
Get the walls whiter and gray and,and, and nicer and brighter, right?
Um, remove excess furniture, um,and, and really have these hard
conversations with your sellersand tell 'em to keep improving the
property all the way up until closing.
Just keep adding more andmore to that property.
(18:50):
And with all of this, of course,every time they update the home,
you should update the photos.
And so make sure you got a photographerthat works with you, one that that
will help you update the photos asyou go and won't charge you too much.
Obviously, you gotta charge somethingto go out there and reshoot.
But, um, my sellers really lovethis because they would work on
the home and then we would goshoot and, and make it better.
(19:21):
Now the last P is price, and we've hadthis conversation with them, right?
We've, we've told them that they,it's a little bit overpriced.
And the third P is price.
Obviously we know that the price isso important and this is plays a big
(19:44):
part of us getting this listing sold.
If we're overpriced, this is, thisis really gonna be a challenge.
All right, so what I like to do is whenI have a seller that is overpriced and
we're having the pricing conversation,one thing that I bring up is the three
different pricing models we've got.
Retail fair.
And auction and retail pricingis where you price it high.
(20:08):
Everything in the house is perfect.
It's just like a retail setting, right?
Like everything is perfect.
Fair pricing is where you price itright in the middle, um, and hope that
you're gonna drive multiple offers.
The house doesn't have to be perfect,but it should be great, right?
But it, but it's, uh,priced, uh, accordingly.
Uh, and it should drive offers.
And then the third is.
Auction where you price it lowand definitely wanna drive offers
(20:30):
to, to bring that price up.
Right.
But, um, you, you, you know, kind ofselling it as is, it's kind of, you know,
priced low to drive offers and that onewe, we consider the auction pricing.
So I like to explain this scenario toa seller so that the seller understands
that, hey, there's retail fair in auction.
And right now we're sitting at retail.
(20:51):
And at retail, uh, you know, we'repriced high, we're priced higher
than the rest of the market.
And at retail we've gottastand out as retail.
And we're not doing that as at right now.
We're not, we're not bringing any offers.
The value isn't there.
The market speaks fast.
I always like to say that.
I always tell my sellersthat the market speaks fast.
(21:12):
And right now, the, the market isspeaking that we're priced too high.
Uh, and so we've got toget into a different price
category here to stand out.
Or we need to improve theproperty so much that we, that
we per have that perceived value.
And at this point, I, I wouldsuggest that we reduce the price,
unless of course they want to add abunch of, of, of value to the home.
(21:35):
And what I always like to explain toois like with retail, hey, you know,
everything starts out high price.
And then if it doesn'tsell, what do they do?
They, they put it on saleand then they reduce it.
And so that's what we've gotta do.
We we're not able to sellat this current price.
And so I would suggest alittle bit of a price in hand.
Enhancement so that we stand outin the market and that we per
have that higher perceived value,uh, to help bring our buyer in.
(21:59):
Now, when we do a price reduction, wehave a whole strategy around that, and
that's when we would explain this, wewould explain that, you know, we're
going to, we're gonna not only do the.
The price reduction, but we're alsogoing to, you know, do another open
house or we're gonna do more exposure,or we're gonna get those photos retaken.
Um, so we have a, a full plan whenwe have, are having this discussion.
It's not just coming down to the price.
(22:21):
Now, a common question that we getin this category is, what else can I
do to get exposure for my listings?
Right?
Like, what else can I do, uh,to get my listings, get more
people seen in my listings?
And so I've compiled a list of, of.
Options for you that some of them work,some of them are, uh, better than others.
(22:41):
Let's just put it that way.
All right.
So, uh, the first one here that Ihave is, uh, is that place post.
This listing is as many places asyou could possibly post it if you
haven't posted on Facebook Marketplace.
By all means do that.
Even Craigslist, um, post itin local community groups,
buy and sell and trade groups.
Uh, especially if you've got somethingthat stands out, a listing feature that
(23:03):
stands out, let's use the shop, right?
Looking for some acreage with a shop.
Uh, post that in car, uh, um, uh,groups and post that in buy and
sell groups and post it in, uh,you know, any, uh, you know, any
groups with small business owners.
Or think about who your buyeris for that property and.
Get that listing in front of those groups.
(23:24):
Okay.
Another one is to run Facebook ads.
Uh, you know, 75 to $150 or so fora couple weeks can get your listing,
especially when it's a brand new listing.
Um, you know, market brand new listingand, and, and don't give all of the
details so that it creates comments.
And then also you can turnthis right into a lead magnet.
I mean, you can have this as a, as aFacebook ad with a lead form and have
(23:46):
people, uh, fill out, uh, if they'reinterested in seeing the property
or if they want more information.
Right.
So you could.
Run direct ads.
Uh, you can also, you know, run PPC ads.
There's also a Google profile, right?
You could post your listing inGoogle profile, uh, get more ex
exposure for your listing, right?
All those photos and everything,uh, all, all, uh, is right with the
(24:07):
Google, right, with the source, right?
Um, another one is reverse.
Prospecting, and this would relyyour MLS to be able to provide that.
But you could email and text theagents that have a criteria set up
for a buyer if they've got a buyerregistered in the portal, uh, with a
criteria and your property, uh, would,uh, would work for their criteria.
(24:29):
You could then reach out to thatlisting agent and say, Hey, your
buyer, uh, that you've, thatyou're looking for properties for.
I would love it if you broughtyour buyer through this property.
Right.
So you could reverse prospect.
You could also do brokeropen and Agent Caravan.
And with this, you could also invite localinfluencers, other agents that post videos
and photos on social, invite them overand use your listing to promote it, right?
(24:53):
So you could do a broker open,uh, slash influencer, uh, meetup,
along with, uh, maybe even have aphotographer there to do head shots.
All right?
So make it an event andbring agents, bring brokers.
In to see your listing and uh, hopefullythat'll give you more exposure.
Some other areas, um, is some niche sites.
(25:14):
So like if you've got a horse property,this is a great one, horse property.com
or you've got vacant land or it's maybegot additional land, put it on Land Watch.
So there's a lot of these differentniche websites and I'm not gonna go over
all of them now, but think about what.
Property, your, or what siteyour property would do well on.
Um, with a, with a niche listing.
Uh, some other things.
(25:35):
And this is, uh, you'relucky if you can do this.
We can't do this in our MLS anymore,but if you could withdraw the
listing and give it a new listing,I'll give it a new MLS number.
Again, a lot of the MLSs haveruled this out, but if you can do
that in your market, do it becauseyou're gonna get a new listing.
You're gonna end up on the hot sheet.
We used to do this all the timeuntil, uh, we got, uh, until
we got it taken away from us.
(25:57):
In Wisconsin.
But, but again, this gives yourlisting more exposure as a new
listing, uh, and makes it stand out.
But you can do that with a pricereduction and with open houses as well.
Uh, but just be thinking outside the box.
What else can I do?
Who is the ideal buyer for my property?
Think of that question.
Who is the ideal buyer for my property?
And what can I do to get in front of them?
(26:17):
Where are they hanging out?
What, how can I present this listingto that group of people that would,
would be interested in this property?
Um.
And, and the bottom line with all of this,again, it all comes down to pictures,
price, property, and communication.
(26:39):
So make sure your photos are greatand I, I didn't even mention that
if you're taking photos with yourcell phone to stop doing that.
I hope, hopefully we're past that now.
I think we are.
Um, so make sure you getprofessional photos and also.
Look at the difference in yourphotographers in your market too.
Some are better than others.
I've definitely seen that over the years.
(26:59):
So, uh, just because it's a professionaland you're paying them to go do the photos
doesn't mean they're professional, right?
So make sure you're goingwith the best of the best.
I. Your photos really,really need to stand out.
Uh, so pictures price, obviously, youknow, the more effort you put into
it, the more communication you putinto it, the more they start to see
(27:20):
that this isn't your doing, that thisisn't your fault, that the house isn't
selling and that it's easier to get,uh, price reduction and property.
Keep 'em working on that property.
Do everything you can, even if you can goover there and start doing some things,
obviously with their permission, but helpthem get that property ready to be sold.
Uh, because if it's not selling,there's obviously some things
(27:42):
that they can do to that property.
Uh, you know, it comes down to value.
The value isn't there.
The consumer doesn't see the value.
The price is too high and theproperty doesn't match the value.
So either the price needs to comedown to help match the value, or
we need to improve the property.
To get the value to match, right?
But something is off there andwe've gotta keep working it
(28:02):
until we get it figured out.
And then, and then the other.
And then the last thing withall of this is pictures price.
And so, and, and with all of this,it all comes together, right?
If you're communicating well, you'vegot great pictures, you've got the
property, and you keep working on theproperty and making the property the
(28:23):
best you can, and then you captureall of it with the great photos.
Um, oh see?
So again, so let's, let's, soagain, let's wrap this all up.
Uh, it all, again, it comes down tothe three, the, so again, if you put
this all together and you've got greatcommunication and you've got great
photos, and you've got gr a greatproperty because they keep working on
(28:46):
the property to make it better, and thenevery time they make that property better,
you're capturing it with the photos andthen you're aligning the price with.
Where today's market is andwhat, where the buyers are at.
And you're showing them evidence of wherethese buyers are at and what at what price
range these buyers are buying houses at.
And you've gotta get the propertyinto that price range in order
(29:09):
for it to get, to get it sold.
But again, you can't do all of thatif you don't have great pictures.
You don't have a great property.
Uh, the price is, is all, it allgoes together, but work on that
pictures and the price, I'm sorry,work on the property and the price,
work on the property and the photos.
Wrap it up.
All right.
(29:29):
All right, so now hopefully with allof this, you start to see that you've
gotta have great communication, right?
Lead with communication, havea great communication plan.
You've gotta have the propertylooking great and always be
working on that property.
And then once that propertyis looking better and better.
Make sure you captureit with great photos.
Always be updating the photos.
(29:51):
Always be improving thephotos, removing photos.
Send your photos off to box,brownie or virtual ai, something
to make your photos look better.
Always be improving your photos andthen when it all said and done, you've
got your property looking great.
You've got pictures that are lookinggreat, you've got great communication.
It's then easy.
(30:11):
Easier anyways to ask for aprice reduction, uh, because
there's no battle anymore.
There's no, um, them pointingfingers at you anymore.
They're understanding that you're doingeverything that you can, and now they
understand that they've gotta do theirpart and they've gotta improve the price.
All right.
So I hope that helps you and I hopethat helps you get some listings sold.
(30:32):
Um, and then of course, use allof these other ways to get your
listing more exposure, uh, andget your listing out there as in
front of as many eyes as possible.
The marketing truly matters,and a lot of us skip over that.
We just rely on the MLS, and I'm tellingyou that's not how listings get sold.
You've gotta make sure yourmarketing is fantastic, make sure
(30:53):
it really stands out, and then just.
Get your listings as muchexposure as possible.
And of course there's always theorganic ways of getting your listings
exposure, um, posting them on everybit of social media you possibly can.
Um, and that's how you get yourlistings the most exposure.
All right.
Thank you so much for listening.
I hope this episode helpsyou get that listing sold.
Have a great day and like always rememberto be the reason somebody smiles today.
If you've got listings that are sittingthat have no action, no showings, no
offers, just nothing going on, it canfeel like all the eyes are on you,
and that pressure can become a lot.
And today I want to helpyou eliminate that pressure.
I wanna give you a framework thatI've used over the last 20 years
to sell over a thousand homes.
(00:21):
To get my listings sold and to get'em sold fast and for top dollar.
I've got a lot of strategiesI'm gonna share with you today.
So if you've got some listingsthat are sitting, don't worry.
We've got you covered.
I'm also gonna give you tips to getmore exposure and tips to be able to
communicate with your seller better.
We've got all of that andmuch more in this episode.
(00:43):
Let's get into it.
Welcome to the Agent Rise podcast,where we celebrate that you are unique
and one of a kind, instead of askingyou to do things that make you cringe.
We help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
Just a straightforward path to buildinga real estate business you love.
(01:08):
Welcome risers.
It's that time once againfor the Agent Rise podcast.
I'm your host Neil Mathweg,and today we're talking about
getting those listings sold.
If you're sitting with some inventorythat's got no activity, let's get,
let's get some activity rolling.
Let's get into it.
Today, I got a lot to throw at you.
Before I dive into it, I want to, uh, letyou know that we've got a listing guide
(01:29):
if you're looking to win at your listingappointments and implement a lot of the.
Things that we're talking about today,um, because we find that you, if you
have a great listing appointment andwe call 'em listening appointments,
you can really set expectations andreally, really help your transaction.
So, uh, we're, we're, we're not gonnatalk about the listing appointment today.
(01:50):
We're talking about getting thelisting sold that we already have.
But I'm telling you, if you followthis guide and set your listings up.
Half of what we're talking abouttoday will already be solved for you.
So make sure you download that guide.
Text the word listing to 8 3 3 5 0 01 1 3 5 and we will get you our exact.
Process that we use, uh, tohandle our listing appointments.
(02:13):
And again, we call 'ema listening appointment.
So you need to learn this approach.
And again, text the word listingto 8 3 3 5 0 0 1 1 3 5, and I'll
shoot that right over to you.
Alright, now let's dive into this.
I've got a lot to sharewith you here today.
The thing that I've always done with mylistings is, I call it the CPPP plan.
The C and the three Ps.Alright, so communication,
(02:35):
pictures, price, and property.
Alright.
So the first one is, is we'vegotta make sure that we're.
Excellent at communication.
One of the things that I did throughout mycareer to really help with this, because
we're, we're always, uh, reactive, right?
Like when we get a call, uh, andsomebody wants to see our listing or, uh,
we've got some, some sort of feedback.
We got somebody that'sinterested in writing an offer
(02:56):
or whatever the case might be.
We're really good in themost case, communicating.
With our sellers, right?
We're we're good at keeping them updated.
We're good at things.
When we have information togive them, we're right there.
Now, what I wanna talk abouthere is a communication plan.
When there's nothing to report, whenit's, when it's not reactive, it's more.
(03:16):
Proactive.
And what I did is I, um, set this up whereevery Tuesday I would call my clients,
and it doesn't have to be Tuesday,whatever day you want to pick, but I did a
Tuesday update call every single Tuesday.
I would gather informationon their listing.
I would, you know, look atthe, the showing feedback.
I would look at the, the numberof showings and the amount
of feedback that we've got.
(03:37):
I would look at other activity in themarket, look at other, what houses sold,
what other information have I gathered?
That would be helpful for this seller.
I would also review the entire listing.
I would go through the photos and I wouldgo through the description and I would
review everything, um, and, and see whatother things that we could do to improve
so that, uh, when I call the seller, I'vegot some great feedback to give them.
(04:01):
And again, I would do these calls everysingle Tuesday and at times I, there
was times in my career where I had 30to 50 listings and so this was a lot
of phone calls, but it was so worth it.
And every single Tuesday I wouldcall them and give them an update.
And what I learned is that when theyhave the information, when they feel
informed, um, they're not likely tobe pointing fingers at you anymore.
(04:23):
If they see that, you know, you're,you're getting them the exposure
that you promised them, that you'regetting, uh, the, the showings that,
that you are all were expecting.
Um, you're doing the open houses,you're doing, you know, you've got
the professional photos and you'vegot, uh, the staging and you've
done everything that you can do.
Uh, and then the house doesn't.
They start to point the fingers at you.
(04:43):
But if you're communicating withthem on the regular and giving them
all of the feedback and every bitof information that you're getting,
you're not holding anything back.
You're, you're telling themeverything that was told to you.
And it's very transparent.
And again, I ask my sellers in the listingappointment, this is one of those, those
questions that we ask is, do I have yourpermission to be 100% honest with you?
(05:03):
And if you have permissionto be 100% honest with them
at all times, I, I just let.
Everything go to them.
I know some seller or some agentswill filter, um, the feedback.
Like they won't let them see allof the feedback, or they'll see the
feedback first and then forward it.
I just sent it right to 'em.
There's no reason for me to filter it.
That's their information.
(05:24):
Uh, and you might have a, an argumentto that, but I, I, I mean, I've never,
I never looked at it any other way otherthan I wanna get them this information.
This is their information, right?
The feedback that I'm getting andall of this, uh, you know, data that
I'm receiving, this is their data.
Right.
So I wanna get this to them and, , andbe as transparent as possible.
But then every single Tuesday I wantto be calling and touching base with
(05:44):
them and going over the feedback withthem and talking to them about other
activity that's going on in the market.
And then when you have thoseconversations on the regular.
Asking for a price reductionbecomes really easy.
I think a lot of us really, reallystruggle with asking for price reductions,
and it's simply because we, we don'tfeel like we've been in touch with them.
We, we feel like maybe we'rebehind and we also feel like
(06:07):
they're pointing the figure at us.
Right.
Like, like, uh, we're not doing our job.
That's why we're askingfor a price reduction.
Right.
Well, that we all knowthat that's not the case.
Well, hopefully that's not the case.
Okay.
Another thing too with the communicationis again, we struggle to make these phone
calls to talk about price reductions.
Uh, one thing that I, a piece ofadvice that was given to me earlier
(06:28):
in my career, um, it's something thatI've held onto for many years, is
to not get attached to the outcome.
Detach yourself from the outcome.
I think some of us get so nervous to callour seller and have this conversation
and we, we almost get ourselves in amess before we even make the call, right?
(06:48):
So just don't get attached to the outcome.
Instead, find yourself just freely callingand having the conversation with them.
Hold it loosely.
Know that, that whatever, however theyrespond, is not going to affect you.
Because you've detachedyourself from the outcome.
And again, if you can do this,it makes these calls easier.
(07:09):
And also if you schedule the calls,that's a, I think one of our problems
is we don't have this as a scheduledcall and we're calling our seller and we
have nothing really to share with them.
And we are gonna call to have this.
Tough conversation where when youdo the Tuesday update calls, the
call's already scheduled, right?
It's already in the, in the calendar.
Uh, it's already, you know, I didn'thave 'em specifically in the calendar.
(07:31):
I just said, every Tuesday Icall every one of my clients.
So my clients were gonnaget a call on Tuesday.
Right.
So when I call, it's, it's a lot easier.
Right.
I'm already, I've alreadygot the, the call scheduled.
So when you go to that listingappointment, and you set this as
an expectation that you're gonnacall them every Tuesday and.
You, you also at the, in the listingappointment, they probably are wondering
(07:52):
how you're gonna communicate with them,and you give them a communication plan.
That's something that alot of agents don't have.
Like, I'll just, I'mavailable at all times.
I'll just call you whenever, youknow, like, whenever you have
a question, I'm there for you.
That's their communication plan.
This gives you a bettercommunication plan.
I call every single Tuesdaywith a client update, with an
update on, on what's going on.
And again, this, this helpsyou make that phone call.
(08:14):
And then if you can, detachyourself from the outcome.
That's what's really gonna make it alot easier to make this phone call.
Now let's get into the three Ps.We've already covered the C of
communication, but let's talk aboutpictures, price, and property.
I'm gonna first start out talkingabout the photos because this is,
this is what's driving the listing.
I mean, we're gonna get to price andwe understand that price is a big part
(08:37):
of it, but if you don't have greatphotos and if your photos don't tell
the story of the property, there is.
Too many listings for them to justbreeze on right past your listing.
one of the things that I see,and I I roast a lot of listings.
If you, if you ever want a listingroasted, if you ever got a listing
that isn't selling and you want meto take a look at it, uh, send it to
(08:58):
me, send me a text with the address.
, You can text me right at 8 3 3.
What's my number?
You can text me at 8 3 3 5 0 0 1 1 3 5.
Just shoot me the address and I'dbe happy to roast the listing.
Uh, I'll send you back a video of mythoughts on that listing, but I, I do this
a lot for our members, um, where we've gota listing that isn't selling and, and what
(09:18):
can I do to help get this listing sold?
And one of the things that Iconsistently see, uh, and I get it, I
understand why agents do it, is they.
They don't story tellwith the photos, right?
The first five photos, um,is your opportunity to tell
that property story and why?
The first five photos, it's becausewhen they're scrolling, they're looking
(09:41):
through a lot of listings and if you lookon mobile, they can scroll five photos.
All right.
If you look on desktop, on Zillow,they have the five photos there, and
then you click on the listing andcan see all of the photos, right?
But those first five photos islike today's curb appeal, right?
So you've gotta really standout with your first five photos.
(10:02):
And what I often see is agents giving a.
Tour with the first five photos, youknow, we start out the front of the
house and then we do the foyer and orthe front porch, and then we go into the
foyer and then we go down the hallway.
That doesn't really do much for me.
And then we get into the living room,and then we eventually get to the kitchen
and then, you know what I'm saying?
Right.
The tour of the property.
(10:24):
Don't do that.
I, I know it makes sense.
I know it makes sense.
I remember, I remember havingthat theory long ago, like, that's
the way to do it, because youjust wanna show them the house.
Right.
And, and guide them through.
But trust me, don't do it that way becausethey're not like the consumer is just
sitting down to look at your listing.
They're not, it's not like they'rejust getting a cup of coffee and
(10:45):
getting all comfortable and they, theywant a tour of the property, right?
And go through it.
No, no, no, no, no.
They're comparing your house to sevenother new listings that just popped up and
they're looking through the listings andthey're looking for ones that excite them.
Okay, now these first five photosnot only need to tell the story of
the property, but if you have gotsomething that really, really stands
(11:06):
out in the property as something thatis, is awesome about the property, it
needs to be in these first five photos.
So a couple examples of this, likeif you've got a listing that is in
a golf course community, maybe itdoesn't sit on the golf course, but
it's in a golf course community.
You've gotta have a photo of thegolf course in the first five photos.
Right.
(11:26):
If your house has a, uh, let's say a,a, a, it's just a normal house, right?
Every, it's just a normal,uh, median sized home.
Uh, but it's got a big shop in the back.
It's got a big, uh, steel buildingin the back of the behind the house.
That shop.
Maybe it's not glorious or awesomeor anything like that, but that shop
is something that other propertiesthat you're competing against.
(11:49):
Doesn't have, right?
So that shop needs to bein the first five photos.
Also, remember, there are peoplethat are looking for shops.
Uh, they wanna, they wannashop with their house.
Um, I've had buyers that have bought theshop and the house comes with it, right?
So you can, you, you wanna justunderstand that there's certain
people that you got that, that shopin the first five photos that's gonna
(12:12):
really stand out at them and make themwant to come and see this listing.
Another thing too with your firstfive photos is make sure that all
of the shots are banger shots.
Like you want the best photo of thekitchen, you want the best photo
of the front of the house, youwant the best photo of the family
room or the living room, or the.
, The room that just really makesthis house seem, , special, right?
(12:34):
It's something different.
Uh, also like if you've got a bonus roomor, uh, something that, that really could
stand out as a, you know, an additionalroom that most houses don't have.
Again, these special rooms could bethe reason that this house sells.
Another suggestion that I have aroundyour photos is, uh, is when you make
(12:56):
these banger shots, sometimes usea service like box brownie or, you
know, we've got AI that can help usand virtually stage these photos.
Uh, so do things like that.
And when we look at the photosand we go through the listing, how
excited are we about this property?
Are there some photosthat should be removed?
I see that often.
I see where we've just got,we, we, you know, we get 75
(13:17):
photos from our photographer.
For, and we load all 75 photos.
Don't do that.
If there's photos that don't helpthe property, get them out of there.
They don't need to be in there.
Um, and, and so look at the photosas not only as, uh, are these
photos that are great, but arethese photos that hurt us, right?
Like there's, there's photosthat hurt your listing.
So remove those photos,get them out of there.
(13:39):
Another thing that we run intooften is, is we run into a
home that is over decorated.
Right?
You know what I mean?
Like, they, they love to decorate andthey don't understand the difference
between decorating and staging.
And so their decorations are beautiful,uh, but they're really personalized.
Something that homeowner loves.
, And it looks great.
It looks homey.
It looks great.
(13:59):
I'd love to love to have, uh,coffee and, and visit there.
Um, but it doesn't help me imagine.
Imagine myself living there.
It makes me feel like I'mvisiting somebody else's home.
And so what we wanna do in thissituation is we wanna teach the
homeowner the difference betweendecorating and staging and what they've
done is they've decorated their home.
It's beautiful, but we'vegotta take that back.
(14:20):
We've gotta open up this space.
We've gotta allow there to be a blankcanvas so that the buyer can see
themselves living there, and we'vegotta be able to communicate that.
Without hurting our seller's feelings.
And so we ask them in the verybeginning, do I have your permission
to be 100% honest with you?
And if so, then we can start to behonest with them right then and there.
(14:40):
A couple other things about photos.
The more you can use drone, the better.
I mean, you can literally show somuch more, um, with a drone photo.
So add as much drone to your photographyas possible also really pay attention
to the, the marketing of the home.
I think way too often we just trustour photographer to go out and get our
(15:01):
photos and we just, we just slap them up.
Um, I like to look at a property andI like to figure out the best angle.
Um, like I think about like the front ofthat house, the lot, and what's an angle
that I can make that house really pop.
Uh, because I'm competing witha lot of other listings, right?
And I don't want just a stale front photo.
I want, I want a photo that's that, that,that just kind of jumps off the page.
(15:24):
Uh, and then the same thing throughout.
I'm just looking at how can Iperfect the photos and just, and
don't ever quit on the photos.
I think.
A lot of us, we make that big investmentright up front for our photos and, and,
and most of the time they do a great job.
Right.
But, but sometimes we need to go back and,and, and invest even more in those photos.
(15:44):
And it, it can get hard, right?
But if you just keep that as astandard, I. It will not only help
sell this listing, but it will alsohelp sell other listings because you'll
be able to show them the differencethat you made, the, the, the, the
tweaks that you made along the way.
And this is like a, a case studythat you can use down the road to
show a seller like, this is trulyhow hard we work on a listing.
(16:07):
Like maybe these were the firstphotos and then we, we adjusted more
and made even more tweaks and we.
Change this, and we did that.
And you're just alwaysadapting and always improving.
And I think that's reallyimportant to show a seller.
Uh, you know, obviously we want to getit all right when we go on the market,
but sometimes we learn things as wego and we, we can improve as we go.
And sometimes the sellersjust aren't on board.
(16:28):
Right away, right?
Like you've gotta get themon board, um, as you go.
So all of these techniques, uh,can help you with the seller.
Uh, and, and I, I'm telling you,you, you've gotta double down.
You've gotta do this for your sellers,make your listings pop and just keep
improving them until they close.
(16:49):
So beyond, so beyond the photos, wegotta talk about the property, right?
Uh, you know, and a lot of times we gottago in and we gotta improve the property
before we retake the photos or beforewe take the photos in the first place.
And a lot of times the seller, um,doesn't understand this, right?
Like, um, I.
(17:13):
So when it comes to the property, Imean obviously we've had conversations
with the seller and now we've got ahouse that isn't selling, and what
is it that we can do to improve the.
Property so that it will sell.
And I get this technique.
Uh, this is something that I learnedfrom my mentor early on in my career.
Um, I saw him work on everyproperty that we built or flipped.
(17:34):
Uh, he would work on themuntil the day they closed.
He was never done working on them.
I mean, he would, he would paint thestairs going down the unfinished stairs.
Um, he would, uh, you know, uh, you know,plant more trees and plant more, uh,
shrubbery and lay bark mulch and like.
Just never stopped working on it.
He would, you know, install Americanflag and put up a, a, a mailbox and
(17:57):
he would, he would do everything hecould to keep making that place feel
more like home, like a better home.
And, and I just took that as a practice.
And something that I did throughout my owncareer is just always work on the listing.
What else can we do toimprove the listing?
And, you know, again, this is the areawhere you've gotta have permission
from your seller because you can.
You can insult them, but this isthe part that's so, so important.
(18:20):
Uh, so if you've got a seller that'sover decorated, help them, uh,
declutter and get that out of there.
Get the walls whiter and gray and,and, and nicer and brighter, right?
Um, remove excess furniture, um,and, and really have these hard
conversations with your sellersand tell 'em to keep improving the
property all the way up until closing.
Just keep adding more andmore to that property.
(18:50):
And with all of this, of course,every time they update the home,
you should update the photos.
And so make sure you got a photographerthat works with you, one that that
will help you update the photos asyou go and won't charge you too much.
Obviously, you gotta charge somethingto go out there and reshoot.
But, um, my sellers really lovethis because they would work on
the home and then we would goshoot and, and make it better.
(19:21):
Now the last P is price, and we've hadthis conversation with them, right?
We've, we've told them that they,it's a little bit overpriced.
And the third P is price.
Obviously we know that the price isso important and this is plays a big
(19:44):
part of us getting this listing sold.
If we're overpriced, this is, thisis really gonna be a challenge.
All right, so what I like to do is whenI have a seller that is overpriced and
we're having the pricing conversation,one thing that I bring up is the three
different pricing models we've got.
Retail fair.
And auction and retail pricingis where you price it high.
(20:08):
Everything in the house is perfect.
It's just like a retail setting, right?
Like everything is perfect.
Fair pricing is where you price itright in the middle, um, and hope that
you're gonna drive multiple offers.
The house doesn't have to be perfect,but it should be great, right?
But it, but it's, uh,priced, uh, accordingly.
Uh, and it should drive offers.
And then the third is.
Auction where you price it lowand definitely wanna drive offers
(20:30):
to, to bring that price up.
Right.
But, um, you, you, you know, kind ofselling it as is, it's kind of, you know,
priced low to drive offers and that onewe, we consider the auction pricing.
So I like to explain this scenario toa seller so that the seller understands
that, hey, there's retail fair in auction.
And right now we're sitting at retail.
(20:51):
And at retail, uh, you know, we'repriced high, we're priced higher
than the rest of the market.
And at retail we've gottastand out as retail.
And we're not doing that as at right now.
We're not, we're not bringing any offers.
The value isn't there.
The market speaks fast.
I always like to say that.
I always tell my sellersthat the market speaks fast.
(21:12):
And right now, the, the market isspeaking that we're priced too high.
Uh, and so we've got toget into a different price
category here to stand out.
Or we need to improve theproperty so much that we, that
we per have that perceived value.
And at this point, I, I wouldsuggest that we reduce the price,
unless of course they want to add abunch of, of, of value to the home.
(21:35):
And what I always like to explain toois like with retail, hey, you know,
everything starts out high price.
And then if it doesn'tsell, what do they do?
They, they put it on saleand then they reduce it.
And so that's what we've gotta do.
We we're not able to sellat this current price.
And so I would suggest alittle bit of a price in hand.
Enhancement so that we stand outin the market and that we per
have that higher perceived value,uh, to help bring our buyer in.
(21:59):
Now, when we do a price reduction, wehave a whole strategy around that, and
that's when we would explain this, wewould explain that, you know, we're
going to, we're gonna not only do the.
The price reduction, but we're alsogoing to, you know, do another open
house or we're gonna do more exposure,or we're gonna get those photos retaken.
Um, so we have a, a full plan whenwe have, are having this discussion.
It's not just coming down to the price.
(22:21):
Now, a common question that we getin this category is, what else can I
do to get exposure for my listings?
Right?
Like, what else can I do, uh,to get my listings, get more
people seen in my listings?
And so I've compiled a list of, of.
Options for you that some of them work,some of them are, uh, better than others.
(22:41):
Let's just put it that way.
All right.
So, uh, the first one here that Ihave is, uh, is that place post.
This listing is as many places asyou could possibly post it if you
haven't posted on Facebook Marketplace.
By all means do that.
Even Craigslist, um, post itin local community groups,
buy and sell and trade groups.
Uh, especially if you've got somethingthat stands out, a listing feature that
(23:03):
stands out, let's use the shop, right?
Looking for some acreage with a shop.
Uh, post that in car, uh, um, uh,groups and post that in buy and
sell groups and post it in, uh,you know, any, uh, you know, any
groups with small business owners.
Or think about who your buyeris for that property and.
Get that listing in front of those groups.
(23:24):
Okay.
Another one is to run Facebook ads.
Uh, you know, 75 to $150 or so fora couple weeks can get your listing,
especially when it's a brand new listing.
Um, you know, market brand new listingand, and, and don't give all of the
details so that it creates comments.
And then also you can turnthis right into a lead magnet.
I mean, you can have this as a, as aFacebook ad with a lead form and have
(23:46):
people, uh, fill out, uh, if they'reinterested in seeing the property
or if they want more information.
Right.
So you could.
Run direct ads.
Uh, you can also, you know, run PPC ads.
There's also a Google profile, right?
You could post your listing inGoogle profile, uh, get more ex
exposure for your listing, right?
All those photos and everything,uh, all, all, uh, is right with the
(24:07):
Google, right, with the source, right?
Um, another one is reverse.
Prospecting, and this would relyyour MLS to be able to provide that.
But you could email and text theagents that have a criteria set up
for a buyer if they've got a buyerregistered in the portal, uh, with a
criteria and your property, uh, would,uh, would work for their criteria.
(24:29):
You could then reach out to thatlisting agent and say, Hey, your
buyer, uh, that you've, thatyou're looking for properties for.
I would love it if you broughtyour buyer through this property.
Right.
So you could reverse prospect.
You could also do brokeropen and Agent Caravan.
And with this, you could also invite localinfluencers, other agents that post videos
and photos on social, invite them overand use your listing to promote it, right?
(24:53):
So you could do a broker open,uh, slash influencer, uh, meetup,
along with, uh, maybe even have aphotographer there to do head shots.
All right?
So make it an event andbring agents, bring brokers.
In to see your listing and uh, hopefullythat'll give you more exposure.
Some other areas, um, is some niche sites.
(25:14):
So like if you've got a horse property,this is a great one, horse property.com
or you've got vacant land or it's maybegot additional land, put it on Land Watch.
So there's a lot of these differentniche websites and I'm not gonna go over
all of them now, but think about what.
Property, your, or what siteyour property would do well on.
Um, with a, with a niche listing.
Uh, some other things.
(25:35):
And this is, uh, you'relucky if you can do this.
We can't do this in our MLS anymore,but if you could withdraw the
listing and give it a new listing,I'll give it a new MLS number.
Again, a lot of the MLSs haveruled this out, but if you can do
that in your market, do it becauseyou're gonna get a new listing.
You're gonna end up on the hot sheet.
We used to do this all the timeuntil, uh, we got, uh, until
we got it taken away from us.
(25:57):
In Wisconsin.
But, but again, this gives yourlisting more exposure as a new
listing, uh, and makes it stand out.
But you can do that with a pricereduction and with open houses as well.
Uh, but just be thinking outside the box.
What else can I do?
Who is the ideal buyer for my property?
Think of that question.
Who is the ideal buyer for my property?
And what can I do to get in front of them?
(26:17):
Where are they hanging out?
What, how can I present this listingto that group of people that would,
would be interested in this property?
Um.
And, and the bottom line with all of this,again, it all comes down to pictures,
price, property, and communication.
(26:39):
So make sure your photos are greatand I, I didn't even mention that
if you're taking photos with yourcell phone to stop doing that.
I hope, hopefully we're past that now.
I think we are.
Um, so make sure you getprofessional photos and also.
Look at the difference in yourphotographers in your market too.
Some are better than others.
I've definitely seen that over the years.
(26:59):
So, uh, just because it's a professionaland you're paying them to go do the photos
doesn't mean they're professional, right?
So make sure you're goingwith the best of the best.
I. Your photos really,really need to stand out.
Uh, so pictures price, obviously, youknow, the more effort you put into
it, the more communication you putinto it, the more they start to see
(27:20):
that this isn't your doing, that thisisn't your fault, that the house isn't
selling and that it's easier to get,uh, price reduction and property.
Keep 'em working on that property.
Do everything you can, even if you can goover there and start doing some things,
obviously with their permission, but helpthem get that property ready to be sold.
Uh, because if it's not selling,there's obviously some things
(27:42):
that they can do to that property.
Uh, you know, it comes down to value.
The value isn't there.
The consumer doesn't see the value.
The price is too high and theproperty doesn't match the value.
So either the price needs to comedown to help match the value, or
we need to improve the property.
To get the value to match, right?
But something is off there andwe've gotta keep working it
(28:02):
until we get it figured out.
And then, and then the other.
And then the last thing withall of this is pictures price.
And so, and, and with all of this,it all comes together, right?
If you're communicating well, you'vegot great pictures, you've got the
property, and you keep working on theproperty and making the property the
(28:23):
best you can, and then you captureall of it with the great photos.
Um, oh see?
So again, so let's, let's, soagain, let's wrap this all up.
Uh, it all, again, it comes down tothe three, the, so again, if you put
this all together and you've got greatcommunication and you've got great
photos, and you've got gr a greatproperty because they keep working on
(28:46):
the property to make it better, and thenevery time they make that property better,
you're capturing it with the photos andthen you're aligning the price with.
Where today's market is andwhat, where the buyers are at.
And you're showing them evidence of wherethese buyers are at and what at what price
range these buyers are buying houses at.
And you've gotta get the propertyinto that price range in order
(29:09):
for it to get, to get it sold.
But again, you can't do all of thatif you don't have great pictures.
You don't have a great property.
Uh, the price is, is all, it allgoes together, but work on that
pictures and the price, I'm sorry,work on the property and the price,
work on the property and the photos.
Wrap it up.
All right.
(29:29):
All right, so now hopefully with allof this, you start to see that you've
gotta have great communication, right?
Lead with communication, havea great communication plan.
You've gotta have the propertylooking great and always be
working on that property.
And then once that propertyis looking better and better.
Make sure you captureit with great photos.
Always be updating the photos.
(29:51):
Always be improving thephotos, removing photos.
Send your photos off to box,brownie or virtual ai, something
to make your photos look better.
Always be improving your photos andthen when it all said and done, you've
got your property looking great.
You've got pictures that are lookinggreat, you've got great communication.
It's then easy.
(30:11):
Easier anyways to ask for aprice reduction, uh, because
there's no battle anymore.
There's no, um, them pointingfingers at you anymore.
They're understanding that you're doingeverything that you can, and now they
understand that they've gotta do theirpart and they've gotta improve the price.
All right.
So I hope that helps you and I hopethat helps you get some listings sold.
(30:32):
Um, and then of course, use allof these other ways to get your
listing more exposure, uh, andget your listing out there as in
front of as many eyes as possible.
The marketing truly matters,and a lot of us skip over that.
We just rely on the MLS, and I'm tellingyou that's not how listings get sold.
You've gotta make sure yourmarketing is fantastic, make sure
(30:53):
it really stands out, and then just.
Get your listings as muchexposure as possible.
And of course there's always theorganic ways of getting your listings
exposure, um, posting them on everybit of social media you possibly can.
Um, and that's how you get yourlistings the most exposure.
All right.
Thank you so much for listening.
I hope this episode helpsyou get that listing sold.
Have a great day and like always rememberto be the reason somebody smiles today.
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