KGCI: Real Estate on Air - Generating Seller Leads & Take 10 Listings a Month

Episode Date: October 28, 2024

KGCI Real Estate on Air. I'm Ian Wheatley alongside Nali Williams. We are here at EXPCon in Miami. Nali, day one of EXPCon. It's a Monday, and you are absolutely slammed. Are you hydrated? Are you caffeinated? Are you ready to go? You got this? I'm both. I'm actually both. You know, I do my two cups of coffee. Good. And then I got my, I drink quite a bit of water as well. Good. So I'm ready to go. It's so exciting, man. this is my favorite convention of all. Yes, P-C-Con. And I'm so excited. And by the way, today's going to be a super fun day, day one.

Yes, sir, yes, sir. The business healer, success with listings. Nali Williams hosts both of those. You hear those. You're a KGCI, Real Estate on air. So you've got, you've got a solo, you've got a solo breakout that you're doing. Then you're going to be the moderator of a panel a little later on that same afternoon.

So let's kind of take it step by step. you've got the solo panel, take 10 listings a month. Yeah. How does an agent maybe just starting out, maybe just getting going, how do they get to that place where they can take 10 listings a month? You know, it almost sounds ridiculous when you think about it. But it's something that I did for 10 years in a row. I took over 10 listings a month, and I did that consistently for 10 years in a row. And there's some very simple strategies and techniques and tactics that I teach agents to

not just work smarter and not harder, but also to really save time. Because when you're in the listing game, a lot of people don't realize that if you're the queen or the king of your market, and it makes you very, very attractive. So basically, I'm going to be teaching lead generation strategies, what I did to generate my 10 listings a month. I'm going to be teaching some psychology around that because the psychology of people hasn't changed according to science for over 100,000 years. That's what they say. Okay. Our brains are still the same. And so how do you, and then how do you build confidence, you know? And just real quickly, there's really three types of realtors that I'm targeting this for. Number one is going to be those that are super

seasoned. They're already successful, but they're working 60, 70, 80 hours a week. They want to get it down to 20 to 30 hours a week as I ran my career, you know, my, my business. So I'm going to be, you know, helping those. Then there's those that are just coasting their, they're established agents. But when the market's up, they're up. When the market's down, they're down. So they're in feast or famine. So how do you create a consistent level of listing success, no matter what market you're thrown at? And then brand new agents. Brand new agents are super scared about jumping into listings. They're like, man, I'm going to do buyers for three years. And then I'll gradually, well, you know, my first deal in real estate was a listing 21 years ago.

And in fact, I took 21 listings in my first 74 days in real estate. So I'm going to teach you, even if you're brand new, how to dominate the listing game. And that's really what you want to, that's what you want to do if you want to have longevity. Well, and let's be honest, right. There is a different level of output to get to contract. right to get to an executed contract from a buyer to a seller and what two of these both of these activities

take time right both of these activities can generate the same amount of money but one takes a lot typically a lot more time it particularly in a market where we have inventory levels where they are then the other and one is a more efficient use of your time

and I can imagine if you're an agent and maybe maybe you've really drilled down on that geographic farm. Maybe you own buyers and sellers in a particular area, and you're killing yourself at 70 hours a week. There's probably a lot more they could be doing to refine on the listing side to make their life a whole lot simpler. Yeah, I mean, when the research project was done,

in 2003, you know, that a lot of people don't realize there was a research project done of the top 100 real estate agents in America, okay? the research project came out as a book called The Millionaire Real Estate by Gary Keller. And in that book, what was discovered was that you will work three times less, whichever way you want to say it, or three times more on a buyer than you will on a seller. Okay. And you'll work three times less if you're working sellers than if you're working buyers.

So the same transaction takes three times as much time. And so, you know, you could actually do three times the business in the same amount of time when you focus on listings. So that's really the name of the game. And, you know, I do teach 27 different lead generation strategies that are absolutely free that all come from the three buckets, which are your sphere of influence, your farm and your niche. And, you know, I teach how to break that down. So, so yeah, I'm glad you hit on that. It's when we're talking about getting set up in listings, right? You know, you're told when you make the transition from I'm I'm a buyer's agent, too. I'm a listing agent, right? You know pretty well how that sphere of influence works, right? You know pretty well how that niche works, right? Because you've established that as your buyer's agent. The one area of those three buckets that you probably haven't effectively drilled down on is what your geographic farm looks like. We're chatting with Nolly Williams. He's the host of the business healer and Success With Listings podcast. You hear those streaming on KGCI, real estate on air. You talk to

about the 27 different ways to generate some seller leads. That's the panel that you're going to be on shortly after you get done doing your solo breakout this afternoon. What are some of those ways that maybe someone who is a little light on the listing side of the house could implement tomorrow to generate some seller leads? Well, first of all, let's go back to the three buckets, because that's so important to understand. Because whenever I say, hey, there's 27 strategies that I teach. People are like, now I'm even more confused. Fair.

Because, you know, I've got to learn all this stuff. Well, the truth of the matter of the reason, the only reason that I have so many is because you get to pick and choose, right? It's like when I was a kid, I liked going to the candy store, but I like, you know, sometimes I would default to the one that I like the most, right? Sure. But if I was with a group of my friends, we didn't all like the same thing. Okay.

And so with the 27 strategies, you only have to pick three or four in order to rock it. In order to take your 10 listings a month. And let's be honest, most real estate agents don't want to do 10 listings a month. They just want their life would change if, you know, your life, and you're listening to right now, your life would change if you did another two or three. So the same tactics are going to work regardless. So let's look at it. So probate is one that I love teaching on because the probate strategy is one that will work in any market.

That's when someone passes away. They have an estate and the real property has to be liquidated. When you become the probate specialist, guess what? You become the cardiologist of the real estate industry. Okay. And some people know that a cardiologist in the health profession makes about $156,000 more per year. than a general practitioner, even though statistically they work 30% less time. Okay. Why is that? There's three reasons. They're sought out. They're in demand and they're relevant.

Okay. They're not relevant to everybody, but when you have that specificity like divorce could be another one. And we already talked about probate. Divorce is another one. You know that I don't know if you've heard this, Ian, but 60% now of all marriages are going that route toward divorce. So that's another big specialty that I teach. I also teach the trial listing, which is another strategy. Pre-NODs is another strategy that I teach. That's pre-notice of default. They're not notice of defaults. They're pre-NODs.

Somebody missed one mortgage payment. And according to statistics, they're 50% likely to be facing foreclosure. Well, if you can get them early enough, you can get their home sold for whatever hardship they're going through and be able to help them out that way. So there's a ton of strategies, but the key, here's the big key, the big takeaway that I want you to understand is that you want to pick the strategies that are most aligned to your personality profile. Okay, let me say it one more time. You want to pick the strategies that are most aligned to your personality profile. And the reason for that is that's what's going to make it fun and easy for you.

That's what's going to make you want to get up every single day and do this job without it being feeling like a job. it's going to feel like fun because you're doing something that's really aligned with how you're wired. And that's one of the big reasons why I have so many strategies. Well, and it makes a lot of sense, right? Because here's the thing. It's not you have to implement all 27 of these. It's you have to implement some of these 27, but you should spread these out over the course of these three buckets. So that way you're sitting on a three-legged stool and not a two-legged stool. There you go. Even worse, a one-legged stool.

Chat with Nali Williams, host of the Business Healer podcast and Success with Listings Podcasts. You hear them streaming here at KGCI Real Estate on air. Nali, for those that maybe want to connect with you, how can agents listen in right now do that? Well, I would say, you know, obviously, if you're at EXP, the best place to connect with me is through workplace. If you're not at EXP, they're simple. Just throw out the joint application. That's really easy, right? Come on to join us.

But there's a number of ways. You know, I do have a YouTube channel, Nali.com, as well, and continue to listen to me right here on KGCI. By the way, Ian, I love that, you know, you had some success early on success stories around some of the strategies that I teach. And that's exciting to, you know, as the host of, you know, this whole radio network, I was excited to hear that you've had success with my strategies as well. Absolutely.

I mean, it's a beautiful thing. nowhere else in the real estate space where you have this volume of top producers and leading real estate coaches that are able that are just giving it away they are given the answers to your business and you hear something you go oh i could turn around and do that and absolutely in my own production business i have absolutely taken the advice that i've heard here on kgCI implemented it in my real estate business and, you know, we're in a situation here in the Wheatley House where, you know, full, full candor, my wife is working her way through pre-licensing because we've got to do some scaling, right? So these are things that happen, right? So, you know, we've, we've got some, you know,

you can, you can take what's happening here on KGCI, you can implement it in your business, and you can actually see, you can actually realize the fruits of that labor. It is rather incredible. Yeah. One more thing I want to mention. too is at EXP Elevate Coaching, we have a boot camp that you absolutely don't want to miss where I'm going systematically through and it's, you know, step by step, you can join that boot camp. You go to EXPElevatecoaching.com to get more details on that.