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
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
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 email@example.com and learn
more about Coming Soon Homes at
Click here to download your free PDF, Greg’s Favorite
Scripts, featuring scripts for
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