We all know that if we had more listings we would have more sales and income. Being able to master lead creation for listings in today’s market is essential. Dirk will break down the best sources, strategies and systems to generating seller leads. View Recorded webinar: https://attendee.gotowebinar.com/register/997998494058253825?source=dzeller-ss

1. Creating Listings in
Dirk Zeller
Inventory Markets
LOW
www.RealEstateChampions.com

2. Dirk Zeller
⦿ Internationally sought after, has presented in 6 different continents
⦿ Dirk has highest earned international recognition for professional speakers, Certified
Speaking Professional(CSP) designation awarded from the National Speakers Association
(NSA). Fewer than 8 speakers in the real estate industry hold a CPS designation.
⦿ 2016 Inman News recognized Dirk as one of the Top 25 Coaches in the real estate industry.
Dirk is CEO of Real Estate Champions, a premier coaching company.
⦿ 1,000 published articles to his credit, Dirk is one of the most published authors in success
and sales training in real estate.
⦿ 10 x’s bestselling author.
⦿ Dirk was selected as THE “Dummies Author “ for his books Success as a Real Estate Agent
For Dummies, Telephone Sales for Dummies and Successful Time Management for
Dummies.
Creating Listings in
LOW Inventory Markets

3. Workbook link
To download today’s workbook go to:
www.realestatechampions.com/CL
www.realestatechampions.com/CL

4. Dirk Zeller, CEO, Real Estate Champions
150 homes per year sold
by 4th year in the business.
4-Day Workweek

5. There aren’t enough listings.

6. Price Range # Active # New # Pending # Reduced # Sold Ave SP/LP Ave DOM Months of Inv.
$125,000—$225,000 2 4 5 16 3 99% 56 0.7
$225,000—$325,000 88 76 96 32 80 99% 96 1.1
$325,000-$425,000 95 80 69 38 77 99% 95 1.2
$425,000-$525,000 68 45 41 26 33 99% 209 2.1
$525,000-$625,000 57 36 20 27 21 99% 95 2.7
$625,000 & up 196 66 45 49 36 98% 134 5.4
Totals/Averages 506 307 276 188 250 99% 97 2.2
Active $125-$225 $225-$325 $325-$425 $425-$525 $525-$625 $625 & up Total
1 87 96 81 63 206 534
Example: Market Trends Report

7. We must change our attitude.
We must change our attitude.

8. Playing field

9. Do you have home field advantage?
Do you have home field advantage?

10. The marketplace – it is what it is
The marketplace: “It is what it is.”

11. Seasons by Jim Rohn

12. Lack of inventory creates challenges

13. Winter time

14. What do you need to do to be ready for
spring?What do you need to do to be ready for spring?

15. Dirk Zeller quote: “make yourself better!”
Don’t wish it were
easier, make yourself
better! ...Dirk Zeller

16. Raise your attitude
3 keys to acquiring more listings in a low inventory market
1. Raise your attitude.

17. Increase you DIPA
2. Increase your Direct Income Producing Activities (DIPA)
3 keys to acquiring more listings in a low inventory market

18. DIPA
DIPA
Prospecting
Lead follow-up
Listing presentation
Showing Qualified Buyers
Writing & Negotiating contracts
15 hours weekly DIPA minimum
Best clients spend 45-55% or greater on DIPA

19. Someone working:
45 hours a week 20 hours
50 hours a week 23 hours

20. Increase your skills
3. Increase your skills – make yourself better.
3 keys to acquiring more listings in a low inventory market

21. Dirk Zeller quote: not be enough to
keep you there
Whatever skills got you
to the success level you
are at, will not be
enough to keep you
there.
Dirk Zeller

22. The primary problem
for most agents,
especially in a tight
listing marketplace:
We don’t have enough
leads to support the
goals we have set.
Primary problem – don’t have enough
leads to support goals

23. The secondary
problem:
The sales ratios have
changed.
Secondary problem – sales ratios have
changed.

24. Who moved my cheese?

26. Don’t wait…
Create
Don’t passively wait for
business and success to
come to you.
Proactively create
business and make
success come to you.

27. Don’t wait … create!
1. Proactively and consistently lead generate daily.

29. Connect with Past Clients and Sphere of Influence:

30. “Rare Moment
In Time”
Just so you know there is only
_____ months of inventory in the
price range you inquired about.
There is a rare moment in time
here to sell. Currently we have
only _____ months of inventory in
your home’s price range.
According to the National
Association of Realtors the
transition point between a
Buyers’ and Sellers’ market is 6
months of inventory. We are in a
_____ market in your price range.

31. Easy Button Seller Opportunities

32. Seller’s Protection Plan
Seller’s Protection Plan
1. An offer on their home will only be executed when
they have found and secured a suitable replacement.
2. They control all aspects of the transaction because of
your Sellers Protection Plan clauses in any agreement.
3. That you will be able to secure additional time if
needed to orchestrate the smooth transition to another
property that’s right for them.

33. Benefits
1.You get them off the fence…more listings.
2. They become more realistic over time

34. Proactively follow up on current leads
Don’t wait…create
2. Proactively follow up on our current leads.

35. Alaska pipeline

36. Don’t assume “no” until you knowDon’t assume “no” until you know.

37. Sell prospects on service presentation
meetings
Don’t wait…create
3. Sell prospects on “service presentation” meetings

38. You have to have
multiple streams
of business.

39. Fewer referralsThere are fewer referrals.

40. In 2010 we had 43% of the
sellers being referred by
friends, neighbors or
relatives according to NAR.
In 2015 we had 38% of the
sellers being referred by
friends, neighbors, or
relatives according to NAR.
2010 – 2015 Referral stats

41. Listings are more competitive than ever beforeListings are more competitive than ever before.
• Less of them.
• Agents willing to do anything to get them.
• Internet and explosion of information.
• Discount brokers come back into the market.

42. Planning to list now with you
Six listing lead types:
1. Planning to list now with you.

43. Six listing lead types:
2. Probably will list with you.

44. Six listing lead types:
3. Planning on listing with someone, but undecided on who.

45. Commodity mindset

46. • Active listings you have or company has
• Market share you have or company has
• Experience for prospects
• % of multiple offers
• Average list price to sale price
• Days on the market

47. Script: Commodity mindset
“So what you are saying is, the Realtor
that provides you the best opportunity
to net the highest dollars is the person
you are probably going to do business
with is that what you are really
saying?”

48. • Days on market
• List price to sale price ratio
• Average listing sold to listing taken
• Market share statistics
• Active listing inventory
• Experience

49. 4. Planning on listing with some other specific agent.
6 listing lead types:

50. Script: Second opinion
“Isn’t is worth at least receiving
a second opinion?”

51. Six listing lead types:
5. May consider listing with someone.

52. Six listing lead types:
6. Will not list with you. Committed to another agent, but
wants your opinion or free information.

53. Know the marketplace
Know the marketplace – Knowledge adds power

54. Price Range # Active # New # Pending # Reduced # Sold Ave SP/LP Ave DOM Months of Inv.
$125,000—$225,000 2 4 5 16 3 99% 56 0.7
$225,000—$325,000 88 76 96 32 80 99% 96 1.1
$325,000-$425,000 95 80 69 38 77 99% 95 1.2
$425,000-$525,000 68 45 41 26 33 99% 209 2.1
$525,000-$625,000 57 36 20 27 21 99% 95 2.7
$625,000 & up 196 66 45 49 36 98% 134 5.4
Totals/Averages 506 307 276 188 250 99% 97 2.2
Active $125-$225 $225-$325 $325-$425 $425-$525 $525-$625 $625 & up Total
1 87 96 81 63 206 534
Example: Market Trends Report

55. Soft spots…not dead spots.

56. Price Range # Active # New # Pending # Reduced # Sold Ave SP/LP Ave DOM Months of Inv.
$125,000—$225,000 2 4 5 16 3 99% 56 0.7
$225,000—$325,000 88 76 96 32 80 99% 96 1.1
$325,000-$425,000 95 80 69 38 77 99% 95 1.2
$425,000-$525,000 68 45 41 26 33 99% 209 2.1
$525,000-$625,000 57 36 20 27 21 99% 95 2.7
$625,000 & up 196 66 45 49 36 98% 134 5.4
Totals/Averages 506 307 276 188 250 99% 97 2.2
Active $125-$225 $225-$325 $325-$425 $425-$525 $525-$625 $625 & up Total
1 87 96 81 63 206 534
Example: Market Trends Report

57. Price Range # Active # Sold
$125,000—$225,000 2 3
$225,000—$325,000 88 80
$325,000-$425,000 95 77
$425,000-$525,000 68 33
$525,000-$625,000 57 21
$625,000 & up 196 36
Totals/Averages 506 250
Active / Sold

58. Price Range Ave DOM Months of Inv.
$125,000—
$225,000
56 0.7
$225,000—
$325,000
96 1.1
$325,000-$425,000 95 1.2
$425,000-$525,000 209 2.1
$525,000-$625,000 95 2.7
$625,000 & up 134 5.4
Totals/Averages 97 2.2
DOM / Months of Inventory

59. 1. Increases the market time on a listing
2. Increases the leverage of a listing
3. Increases the number of leads created
4. Increases the probability of securing a buyer
5. Creates success exposure
Advantages of a soft spot in a “hot” market:

60. Coming Soon Listing Strategy:

61. Who do you represent?Who do you represent?

62. Secure listings as office or agency
exclusive
Coming Soon Strategy:
1. Secure listings as office or agency exclusive for 5-7 days.

63. 2. Create postlet, facebook posting, Craigslist posting,
Coming Soon yard sign.
Coming Soon Strategy:

64. 5-7 days after coming soon, full MLS
and marketing3. 5-7 days after “Coming soon”, full MLS and full marketing.
Coming Soon Strategy:

65. Delay showing for 48 hours
4. Delay showing for 48-hours once on the market fully.
Coming Soon Strategy:

66. 5. Delay offer presentation for another 48-72 hours after
property can be shown.
Coming Soon Strategy:

67. Seller benefits:
• Usually more offers
• Competitive bidding for their home
• The ability to control all the offers at once
• Easy evaluation of offers since you review them all at once
• High probability that the listing agent sells the listing

68. Agent benefits:
• More offers
• Time savings in handling them
• Cleaner, better offers
• A window to create offers yourself
• Marketing time to generate future business
• A higher probability of you selling the listing

69. • Will my market support this
technique?
• Are we selling in a short
timeframe
– less than two weeks?
• Are we getting multiple
offers?
• Am I getting limited
leverage from
my listings?

70. Open Houses:

71. Open House Objectives:
1. Procure buyers for the home you are in.
2. Find new listings.

72. Market heavily your Open HousesMarket heavily your Open Houses

73. Facebook posting
Market Open House:
1. Facebook posting.
A. Personal Page
B. Business Page

74. Facebook sponsor or boost
2. Facebook sponsor or boost.
Market Open House:

75. Direct Mail Area
3. Direct Mail Area
Market Open House:

76. Call or Door knock area
4. Call or Door Knock Area
Market Open House:

77. Current clients:

78. Buyer
Consultation
or Showing Showing
Under
Contract
Showing
Home
Inspection
45 Days
After
Closing
Closing
Throw Away
Referral Ask
Typical Real Estate Agent Referral Ask Timeline:

79. Buyer
Consultatio
n or
Showing
Referral
Mention
Showing
Under
Contract
Referral
Ask #2
Showing
Referral Ask
#1
Update Call
Referral Ask
45 Days
After
Closing
Closing
NO
Referral Ask
Winning Strategy:

80. There is no ONE way.
There is no ONE way.
There is a right way for
you.
When you find that…
that’s success!

81. Contact Us
Real Estate Champions
ClientCare@RealEstateChampions.com
Fax: 541-383-8832
Phone: 541-383-8833 www.facebook.com/realestatechampions
http://twitter.com/REChampions
http://activerain.com/rec
http://linkedin.com
www.RealEstateChampions.com

82. Question & Answer
Type in the
Questions
section of the
GoToWebinar
control panel
on the right.