We start with a question about dealing with low inventory markets, and Greg explained how they actively go after FSBO’s, Zillow Make Me Moves, 6 month old Expired’s and circle prospecting to expose homes that are currently off-market.
Marti explained that their track record and lead gen efforts allows them to focus on taking listings without much adjustment. Marti explained, “We are a listing house. We are the best listing team, we sell more pre-owned homes than any other agent in our market. You gotta have a really big ego to do this. You have to believe that you’re the best.”
Once listed, their priority is then to probe each offer and make sure their seller client is getting the best offer, with the best terms, from the best-qualified and positioned buyer.
Marti shared how her team gives back and builds relationships with local agents with cash giveaway drawings to any agent who does a deal with their team every 3 months.
Then we dive into Marti’s story, beginning with her start in real estate as a single mother of three, to her shifting focus to listings and starting to build her team. Marti explained that she started to invest in herself with training and coaching which helped position her for the next jump.
What really exploded her listings and allowed her to dominate her market was the addition of radio advertising. Marti became a member of RATE group which helps agents leverage radio to generate listings. Marti runs a combination of One Minute Real Estate Updates, short spots and testimonials on country and talk radio stations that have loyal listeners. Marti shared, “We keep up on our success stories and we try to promote them everywhere. I think 5 years from now people will decide if they’re going to do business with you based on your reviews.”
We also cover how Marti’s team uses personal gift and videos to position the seller before the listing appointment. Marti and her team have shot 20+ videos on varying topics for sellers and about their team, and her listing agents choose the most applicable for each potential seller client, which takes the place of a pre-listing packet.
We finish up by going into how Marti developed her Coming Soon Homes platform and how she uses it in her market to build demand for Open Houses and set herself apart from every other agent. This platform allows both agents and buyers to see homes that Marti’s team is about to bring to market, and captures leads for her team as well. Marti is about to open up her local site to other agent’s listings, making her site the main destination for this information in her market, further entrenching her team as the dominant listing team.
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If you’re looking to separate your team and
dominate the listings in your market, this is a must-listen
episode. Marti has set the standard and continues to innovate with
her Coming Soon Homes platform, which may evolve into a way for
sellers to find their listing agent online.
Marti Hampton is the broker/owner of one of the top RE/MAX teams in the world, finishing #5 worldwide. Marti is also the founder of Coming Soon Homes, an online service that provides pre-market information to both agents and buyers on homes prior to hitting the MLS. To send referrals to Marti’s team in Raleigh/Durham area, contact her via email at marti@martihampton.com and learn more about Coming Soon Homes at http://comingsoonhomes.com/.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
