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KGCI Real Estate on Air. I'm Ian Wheatley broadcasting from EXPCon in Miami. And we've been catching up with some of our agent hosts that have got some double duty happening here at ExPCon in Miami. Sarah DeLancig. She is the host of Keeping at Real Estate. Heard's on KGCI Real Estate on air. She's on a panel that deals with now sellers, some FISBOs, some expires. Sarah, thanks for checking in with us this morning at KGCI Real Estate on air.
Thank you so much for having me. Let's keep your real estate today. Yeah. What is a now seller?
Great question, Ian. Well, a now seller is somebody that's ready to sell now. I mean, that's very simplifying it. But okay, let me give you an example. Somebody that you call up and they're like, yes, you know, I want to talk to someone. I am actively trying to buy something else or get out of this home or downsize or something, you know, along those lines or move back to family, whatever the case.
maybe they're giving you the information.
They're happy that you're talking to them.
They're communicating back and forth with you.
And they are, you know, answering your questions, reciprocating everything.
You're bringing that kind of thing.
So a now seller is somebody that is ready to sell that is communicating with you
and giving you the information that you need in order to help them facilitate that.
Now, I'm thinking about some newer agents because I'm thinking back even in my,
in my first couple of months in real estate, sometimes when you come across a hot buyer or a hot seller,
it's a different process than that nurturing the relationship that comes with, you know,
clients that are maybe not quite so hot or not quite so ready to either buy or sell.
So in your day to day, when you're dealing with these now sellers, these hot sellers,
what does that look like?
So that is a great point.
Honestly, totally different.
I mean, there's a difference between an internet lead that you're going to nurture for eight months
and send, you know, CMAs too and somebody that is, you know, a Zill lead that calls you out of the blue, right?
Or out of the blue.
I'll use quote, out of the blue.
But as far as for me, I make about 100 calls a day, my team and myself and, you know, and, well, I personally make about 100 calls a day, but my team also does.
And we call all kinds of different things.
But for me and what I want to focus on with expired, for me personally,
It's really important to have a reason to call and expired or a Fisville.
But mainly personally, I look at expires.
And I will be honest with you.
I wasn't the biggest fan of it in the beginning because I didn't have a reason to call.
And then somebody who's on this panel with me, my client and friend, Wendy Goss,
convinced me to actually give it a shot because she was sending these beautiful luxury marketing packets to expired luxury sellers.
And their homes expired.
She did all this research.
She has an amazing team that would put tons and tons of money and time and effort and
energy into sending these lovely packets out through the help of EXP luxury and everything
like that.
And then I had a reason to call because she was FedExing these packages to them.
And so my day to day was literally, well, and still is calling them and saying, hey, did you
get that package?
What you think of it?
And so I'd be like, hey, this is Sarah with the Wendy Gawkes.
real estate team in Las Vegas.
Now I say luxury real estate team, but back then I didn't.
Now I said luxury.
And then I say, hey, you know, it looks like you had your home, your Las Vegas home on the
market or whatever city it's in on the market at one point.
And it didn't sell.
Just wondering, we sent you a FedEx package that had some info about it.
If you're thinking of real listing, what did you think of that?
Did you happen to get it?
And usually they're like, yes, it was really beautiful.
It's sitting on my mantle.
I heard that multiple times.
No joke.
and they'll be like, hey, you know what?
She's on my radar.
She's somebody I'm going to call or or they'll just go into it.
But like a now seller is the person that says, absolutely, I just got it.
It's brilliant.
I want to talk to you more about it.
And my value proposition from that point forward is actually what Wendy's qualities are.
So I'm going to like hype up my girl right now because.
That is so bad.
That is a bad.
Yeah, Wendy Goss is incredible.
and she's the inspiration for why we're speaking at EXBCon together because she got me out of my comfort zone.
I did not want to call expires.
And then I did it.
And it was brilliant because of the way that she did it.
And so with her help, we have, we've built something that works really well.
And I hype her up because she has a YouTube panel.
And so it's easy for me to say to the now seller, hey, you know what?
She actually just listed a home that Michael Jackson used to be living in.
He didn't own it.
It was a rental.
But, you know, it's an $11.5 million home, right? And so check out Michael Jackson's former, you know, living, you know, rental or whatever. It says nothing along the way. Whether he's, whether he owns it or he rents it, the fact is that Michael Jackson resided in that place. And that's pretty cool. Exactly. So the text messages that I sent out. So like, look, only about 10% of the people pick up the phone. So it's really about what you're sending after you leave a voicemail, too. But.
I will tell somebody that I have on the phone about her YouTube channel and I will tell them about the,
and I will send the videos and I will send them the stuff to show them.
This is what it looks like if we market your home.
This is what you can have to.
And you can get 500,000 eyeballs on that home because she has done that with her YouTube channel.
And she has over 500,000 views on one of the homes that she has since gotten out of this process.
So she's her former average sales price was like, I think right around.
500K and since she started doing this process, which is, I think it's been exactly a year now.
She's listed over, I want to say over a, well, let's just say it's got to be like 100 million
because we're talking like mini, yeah, we're talking a lot of luxury homes that are high,
high end, high price. So I don't want to misquote though. So you guys will have to follow Wendy to
think that. Sorry, that was long explanation.
That ain't so bad. Sarah Delancic. She's with keeping it real estate. You hear that Wednesday.
today's here on KGCI real estate on air catching up on her panel that she's on here at
expecon in Miami about now sellers uh want to go back to to a point that you made you know
FISBOs expires doesn't really matter who whether talking to buyers or sellers you have to make a
call with value if there's not value to the call then you've got that quintessential hey i'm you know
thus and such from thus and such real estate brokerage and i'm just checking in with you that's that's not
an effective call strategy. What I hear is that you're basically, you're sending some sort of a reason,
right, for them to get the seller's attention. And then you're just following up on that item.
It's the same thing as if you were doing the past client gifting, right? You're not just going to
send the past client a gift and not pick up the phone and call them to say, hey, did you get it?
Right. Right. And then it gives.
the, it gives a reason to have a conversation that could otherwise be, especially if you're the
upteenth agent that's called this Fisbo seller or this expired seller, you know, they might be sick
of hearing from real estate agents. And this gives a nice, natural reason to have that conversation.
It's all about the way you approach it. And I will tell you, I just had a call the other day.
And the guy was like, oh, I don't even know why I answer the phone. I normally hang up on people like you.
and he was like, you know, yeah, we got her package, her package, because it's a package. And he said, and we also got about a hundred other flyers from other agents. This was within a less than two weeks of this expiring. So, I mean, they're bombarded. They are, they are tracked down, their phone numbers for work. They're, they're, you know, it's like, there's, so there's a certain way to approach it. I approach it and I, I try to disarm them and be like, hey, you know, I know, I know this.
might sound weird, but I think you had your home on the market at one point. And I also
try to make sure that it's not back on the market because I'm not trying to be that agent
that doesn't know what I'm talking about. They're like, I just listed it. Do you have a buyer?
Right. We don't want to. But, you know, so I try to just have a normal conversation. I'm not
being salesy. I'm not trying to manipulate them. But I have a reason to call. And I think that is
the only reason that I, that I personally am doing it and doing it well.
That makes sense. Catching up with Sarah DeLancig, keeping a real estate heard here Wednesdays on KGCI Real Estate on air.
Sarah, for those that are listening right now, they're not at EXPCon, so they can't necessarily track us down.
How can they connect with you?
They can find me on social media. My name is Sarah DeLanzig, and that's spelled D-E-L-A-N-S-I-G.
And I'm on, you know, Facebook. It's Sarah with no H. And I'm on workplace, obviously.
actually have a workplace group. I don't know if I can shout it out.
Go for it. Okay. It's called the future of follow-up. And I teach you all these little nuances
about how to follow up with people being real, keeping it real, right? And not being fake,
not being manipulative or salesier or anything like that. So keep an eye. That's awesome. Sarah,
thanks for checking in with us here on KGCI Real Estate on Air. Thank you so much.