KGCI: Real Estate on Air - Ready To Wow Every Seller Build A Killer Pre Listing Package That Seals The Deal

Episode Date: September 15, 2025

SummaryDiscover the secrets to building a killer pre-listing package that wows every seller and seals the deal before the listing appointment even begins. This episode dives into the crucial elements that establish your credibility, showcase your expertise, and build immediate trust with potential clients. Learn how to strategically use market data, compelling testimonials, and a visually stunning presentation to win the listing and secure your position as the go-to agent for their property.Bullet Point TakeawaysEstablish Credibility with a Powerful "About Us" Section: Your pre-listing package should be a super-charged resume. Start with a professional introduction that includes your credentials, a professional headshot, and your mission statement. Infuse it with personal values and a bit of a relatable story to create an immediate connection. This gets the introductions out of the way, allowing you to focus on the seller during the in-person meeting.Prove Your Expertise with Data & Social Proof: Don't just tell sellers you're the best—prove it. Include relevant statistics about the local market, showcasing your deep knowledge of neighborhood trends and pricing. Back up your claims with powerful social proof by including key testimonials from past clients that highlight your communication skills, professionalism, and successful results.Outline the Selling Process & Your Unique Marketing Strategy: Sellers, especially first-timers, want to understand the roadmap. Provide a clear, concise, and visually appealing step-by-step guide of the entire selling process. More importantly, give them a glimpse into your unique marketing strategy, including examples of your "Just Sold" flyers, social media ads, and property tour videos, to show them how you will actively get their home sold.Visually Wow with Professional Design: A pre-listing package is a reflection of you. A professionally designed packet with infographics, compelling visuals, and a clean layout signals that you are a serious professional who pays attention to detail. Avoid a stapled stack of papers and instead invest in a beautiful, organized presentation to stand out from the competition.Proactively Answer Questions & Anticipate Needs: Your package is a chance to answer the seller's questions before they even ask them. Include a Q&A section that addresses common concerns about the selling process, commission fees, and market timelines. This shows initiative, competence, and a thorough understanding of your clients' needs, giving you a competitive edge.Topics:Pre-Listing PackageListing PresentationWin More ListingsReal Estate MarketingSeller Agent StrategiesCall-to-ActionReady to "wow" every seller and win more listings? Listen to the full episode on your favorite podcast platform and start building your killer pre-listing package today! 

So, so this is very important. You've got to be selling. This is the whole key of a pre-listing package and everything that you're putting together is to sell. You're selling, selling, selling, selling, which normally I tell you not to sell, okay, because once you, once you sell them on the idea, what are you selling, by the way? You're selling the idea of hiring you. That's it. You're, you know, you're interviewing for a job. And there are other applicants. You know, you want to run for mayor of, you know, I live on ancient Oak Way. I want to run for mayor of 304 ancient Oak Way. In fact, my neighbor's thinking about selling 306 ancient Oak Way.

Okay, I just talked to him this weekend. I want to run for mayor. I got to put in all my credentials. Okay, well, I don't want to be bragging about that. That's dumb. I'm just going to say it. That's just dumb. Okay.

So anything that you can use, and I'll show you how to build out. things as we go through the series that you'll be able to use as ammunition. But if you don't have it, you go up. Okay, you don't have it, you go up. That's all I want you to remember. Welcome to the Success with Listings podcast, where we help you get success in the real estate game, the easy way. Now you can get off the roller coaster of feast and famine and out of the rat race of competing with every other agent in town. Hi, I'm Nollie Williams. I took over a thousand listings during my first 10 years in the real estate game and in this podcast I show you how to have success with listings. Let's go. So let's go to the first, oh, but, well, let's go to the first one

because the first one actually has a list of all the documents in it. And the first document is going to be your cover letter. Okay. It's so important. Now, now when do you, throw it in the chat for me. When do you, when do you use your pre-list? package. Just throw it in the chat. When do you, when do you give a prospect? When would you guess that you would give a prospect of your pre-listing package? Yeah, Ms. Carroll says before you meet with them. You know, Michelle says before the listing appointment, so good. You guys are so, so good. So because, and ideally you would want to give it to them the day before. It could even be a few days before. All right. What I've always done is I've always dropped mine off in this sort of a

gaudy yellow envelope that looks kind of like this. All right. If you guys can see that, let me stop my share for a minute. So it's a yellow envelope. I stopped recommending people buy these because you have to order a minimum quantity of 500. And some people just aren't crazy like that like me. But it's a yellow envelope. If you can, I bought these on, um, U-L-L-I-N-E, U-L-L-I-N-E, U-L-I-N.com. They only sell them in quantities of 500 or more, okay? But I'm that guy, right, that, you know, I get 500 at a time, right?

But if you can find them somewhere else, uh, you probably can at this point, uh, you can find different colors as well. They have gold. They have black. Um, and, Essentially, this is clear. So this is essentially nothing more than a clear envelope. Okay.

And we'll go through the cover sheet. I'm going to do the cover of this last because people, I can see that people get kind of caught. You saw how I did the cover of the book as the last installment. I'm going to do the cover of the pre-listing package as the last one. Because sometimes people get a little hung up on that. It almost doesn't matter. will. But all the, whenever I would print mine, you know, I would always have them printed double-sided and all that. That really doesn't matter anymore, okay? What matters is the content.

And you actually don't have to print these. You can do them digitally. I highly recommend that you print them, put it in a envelope that the reason I use yellow is because when this was on your doorstep, you try to get it off of there as fast as possible. Like, what is this? Like, what is this? And of course, my pre-listing package, what goes in a pre-listing package? Let me, let me, let me quiz you on that real quick. What goes in, what goes into this envelope? Okay. That's just, uh, can I have a link on Google sheets? Okay. So Miako came a little late to the class. Yes, Miyako, you will have a link to all of these Google documents. However, we will release them as I teach them. Okay. That almost rhymed a little bit. We'll release as I teach.

So as if I get through three documents today, I'm going to release those three to you. If we get three next week, I'll release those three. Eventually you'll have them all. Okay. But I need them right now today. No, you're not going to get them all today. Now, if you have my pre-listing package, which me, Ako, you have it already. You've already got all these documents. but now I've converted everything to Google Docs, which I think is better. I just like it. I don't know. I don't know if it's better. I just like it better.

So nobody has answered my question. What goes into a pre-listing? Okay, Michelle is going. She says introduction, marketing plan, testimonies. Okay, good, good. That's a lot of detail, Michelle. Thank you so much for that. That's more than I was looking for, but that's really good.

Okay, so let me answer the process. the buying process does not go on a pre-listing package no um the seller checklist yeah okay so what goes in a pre-listing what goes in this envelope is the question is number one your pre-listing package number two your book okay and then number three we used to do sort of like a pre-listing video you talk about outdated okay now you would just put like a QR to your pre-listing video. Yes, we're going to make a pre-listing video where each one of you is going to have a pre-listing video.

By the time we're done with this series. And don't get scared. It's easy. It's easier than you think. All right. So let's get into what each of these documents are and why they're there. And, yeah, Carol meant to say selling process. Okay, you're stuck on buyers, Carol.

We got to reset your mind here a little bit. I get it. I get it. All right. So let's get back to where we were, shall we? Yes. All right. So the first thing you're going to have is a cover sheet. Now, let me go through mine. And this is just a letter. So remember, you have not met the seller yet. You've talked to the mold of the phone. You know, you've done the preliminary interview over the phone. You know, you've got all your, you've done the questionnaire that I teach. And you've got all their information. excuse me, now you're jumping in and you're, you're sending them this pre-listing package as something that they receive on their doorstep the day before you meet with them, at least the day before, okay? So, so they get to open it up and read a nice letter. Hi there, I'm excited that you are considering listing your home with the Nali team.

I want you to know that my team and I will do everything possible to achieve the successful sale of your home in the least amount of time. See, that's all people want. They want their home sold with the least amount of aggravation and they want the most money. Okay. So this, this really, it pushes them toward their goal. It gets them to see the goal at the very beginning. They want a successful sale. They want it in the least amount of time. And they want to have the most money in their pocket. Boom. I've already checked all three boxes for them. Okay. you've checked all three boxes for them. Now, you don't have to use my letter. I'm just saying that I'm just deconstructing how I wrote this. So we invite you to join our success list.

You see what I said? I invite you to join our success list of more than 1,000 Austin area sellers who have successfully sold their home by allowing us to utilize our highly effective marketing systems and experience. Now, if you, if you have not sold 10 homes or a thousand homes or 100 homes, what would you do here? What would you do differently here? And you can unmute yourself. What would you do differently? I hear so include what mentorship master's has done. Exactly. Exactly. Just just point the way up. Good point, Bradford. So if you're, if you've got an, and even, I mean, I've, I've, I've, I've had. I had one person, and this is not something that I would always recommend, but I had one person

that was so brand new that he, I said, look, here's how you, here's how it works. If you can talk about yourself, talk about yourself. Okay, people want to know. Oh, I'm bragging. Yes. That's what you're doing. You're, okay, listen, listen to me now. This is sales. Okay, what is sales? Sales is finding out what people want and making it easy for them to get it. That's what sales is. Find out what people want and make it easy for them to get it. This is sales. Okay.

Now, this is the one time in your life where a prospect is expecting you to sell them. Now, does anybody want to be sold? Remember, I've taught you guys this before. Nobody wants to, everybody wants to buy. Nobody wants to be sold. and say again, everybody wants to buy. You bought something yesterday. I bet you did. Raise your hand if you bought something yesterday on Amazon or you went to the store, you went to the grocery store. You bought everybody wants to buy, but nobody wants to be sold. Okay. Now this is the one exception to that

rule. Okay. When you are on a listing appointment, they expect you to sell them. because you're going to sell, I'm hiring a salesperson to sell my house. I want to see how good you sell. Well, I don't want to really talk about myself very much. Oh, well, that means you're probably not going to talk about my house, you know, very much. You're probably not going to talk about all the cool stuff I did to this house. But why would I even show it to you? If you can't even talk about, if you can't even sell me you, how can you sell me this? Or how can you sell somebody else this? I don't believe you. Next. Okay. Now, I'm, this is, this, this is mentorship. Oh, by the way, I didn't even, I didn't even, uh, you saw how I slipped that in. You saw how I changed the name this week, mentorship masters academy. So the,

we, we, everybody here, this is not every, you know, I'm not the guru. Yeah, in a way I am. But it's not like, hey, everybody has to follow what Nali said. No, we're all learning from each other. Okay. We're all masters here. Right. So, so this is very important. You've got to be selling. is the whole key of a pre-listing package and everything that you're putting together is to sell. You're selling, selling, selling, selling, selling, which normally I tell you not to sell, okay, because once you sell them on the idea, what are you selling, by the way? You're selling the idea of hiring you. That's it. You're, you know, you're interviewing for a job. And there are other applicants. You know, you want to run for mayor.

of, you know, I live on ancient Oak Way. I want to run for mayor of 304 ancient Oak Way. In fact, my neighbor's thinking about selling 306 ancient Oak Way. Okay, I just talked to him this weekend. I want to run for mayor. I got to put in all my credentials. Okay, well, I don't want to be bragging about that. That's dumb. I'm just going to say it. That's just dumb. Okay. So anything that you can use, and I'll show you how to build out things as we go through the series, that you'll be able to use this ammunition, but if you don't have it, you go up. You don't have it, you go up. That's all I want you to remember. So, but Nali, I haven't sold 100 homes. Okay, well, how many homes has your upline sold? If you're at EXP, okay, you're, you're somewhere else, you know,

you're part of a group, you're part of an organization or somebody recruited you and sponsored you. How many have they sold? Okay. So now we use the word we. Okay. And then, all right so so how you're not you don't have a really good organization oh your your sponsor sucks there no okay i get it i get it okay all right no problem now now we got to keep got to keep going up okay now oh you're with you're with ex p realty okay cool well how many homes has expe sold in your city in the last year as a company oh i can do that why not We used to do it all the time at remax. Remax has sold da-da-da-da-da-da-da-da.

Corporate does it. Okay? So now you're like, hey, all you got to do is look on, go into your MLS and just look, hey, how many homes? Or just call your broker. Hey, I need a list of how many homes that we sold here in Dayton, Ohio, you know, last year. Oh, why do you need that? I just need it. We sold $2,400.

okay cool now i'm coming in i'm saying we sold hey we've sold 2 400 homes here okay now uh if you're if you're with a small company you're not with a big company and you can't right then you just you keep going up how far up do you go just keep going up uh i had one guy he was so he was he was he was so new that he had to go all and he didn't have a he wasn't with a good company wasn't with a big name none of that so it just he just went all the way up to the MLS. Now that's bad when you got to go that high up, but sometimes it happens. So his thing was how do we structure that? My colleagues or my association sold over 1,200 homes. Okay, that was all, you know, because he's part of the association. Are you part of an association?

Raise your hand if you're part of an association. What does association mean? you associate with other you're part of other yeah okay you everybody's part of our association okay all right so so our association sold blah blah blah blah okay so you always have the ability to say to put something there okay so don't tell me you don't but no way i haven't can you can you guys be creative please all right has anybody ever heard creativity now i'm not talking about lying So you always have to put it in context with what it is. Okay. So, but yeah, Jackie, it's funny, huh?

But some of y'all just don't know how to get creative, okay? Our association has sold da-da-da-da-da, whatever that is. Okay. So we invite you to list, we invite you. So what I'm doing here is I'm actually doing an invitation. I'm saying, hey, I invite you to be a part of our success list. okay of more than 1,000 Austin area sellers who successfully see how many times I use the word success here that's a lot okay successfully sold their homes by allowing us to utilize our highly

effective marketing systems and experience okay now you don't have experience okay but does your does your broker have experience does your sponsor have experience okay so you're you're always going up. Okay. Now, in this packet, I've compiled some helpful and essential information, all geared toward the goal. There it is, that word again, of a successful sale. Here's what's included. And then I put a list of all the documents. Now, the pre-listing package itself is really only these documents here. It's one, two, three, four, five, six. The rest of this is, this is all homework. Okay.

And these are, these are like tips. We won't spend a lot of time on those, on the tips, because those are just like tip sheets. Like, hey, here's some of the things that I recommend you do. Da-da-da-da-da-da. Okay. And that's just a big time saver. And we'll talk about that.

You'll notice that this packet has a few homework assignments for you. Yikes. Seriously. this information will help us achieve the maximum price in the least amount of time. So please take the time to fill out these pages and return them to us, onward to a successful sale. And then I have a little PS here, which has the word success again in it. All right.

So, you know, sales is psychology, and that's all you're, you're, essentially I'm programming them to list with me. It's a program, okay? That's all it is. Once even by reading this letter by itself, they're excited. I mean, they start, okay, here's what's included. The Nali team sales system. Real results, seller success stories, special report, top four reasons homes don't sell. Oh, I want to know about that.

Agent interview sheet, okay? The top 10 questions to ask any agent before you list your home. use this doc if you plan to interview more than one agent okay uh top 10 reasons to trust the sale of your home to the nally team you don't want to assume that they're going to trust and i learned something i learned something interesting last week on our class together some of you guys when you got into business some of some of y'all i won't say guys because i know we got a variety you you know it's a generic term but some of y'all back in texas i can say say it like that. But some of y'all assumed that your family would just work with you.

And I don't mean to laugh about it. But I did the same thing. I was like, man, this is my family. They, you know, what's up? You know, these are my friends. See, all my friends knew me. I was in the music business. And I, but I was doing Christian rap music. Well, what's that got to do with selling houses, man? I don't know. I don't trust you with my house. So I had to realize that the one that really needed to gain, that I needed to gain the trust were even my own friends and family. They're the ones that are going to trust you the least. Why? Because they know you the best. And they don't know you to be a big, you know, home seller. They don't know you that way. Okay. So don't, don't hate on them. Don't judge them. That's just the way it is. Just work with it.

So even some of these tools, a lot of these tools that I'm putting together are going to be just for your family, for your friends, just to get their mind straight. so that they can start referring you business. Because a lot of them won't refer you business because they don't really believe in you right now. I hate to say it that way. All right. So seller homework.

Why my home is special. My homes upgrades. Seller homework, property info sheet for the MLS. Now, by the way, when I do, when I do, let me see if I can, if I have a copy of this. Yeah. Let me just go through the rest of it. my top tips on preparing your home for sale and my top tips on showing your house or showing your home.

Now, technically, we should use the word house here instead of the word home. I don't get, I don't go that far. But a lot of people will tell you to use the word house instead of home because we're trying to detach emotion. Because right now, if it's your home, it's emotion. If it's a house, it's less emotional. So you can change that out if you want to. I didn't bother, but but house would probably be a little bit better term. So what I want you, what I want to show you, so that's the cover letter.

So you will get, you will get the cover letter this week. But I want to show you the homework packet. So the way I've always done it, the homework packet, I've always made it separate, okay? And it's it's four pages. We'll go, we'll go through them. I'm not going to distract you with it now. four pages and I print them in this yellow paper. Okay.

And I do that so that it will stand out in the pre-listing package. And I staple it separately. It's a separate staple document and included in that envelope. Now, whenever I was going on a listing appointment, my assistant would call out and say, hey, hey, Daniel de Jesus, he's going to be coming out to your house. And she would always pump me up like, oh, I'm telling you what, Daniel's going to get it done. He's, I don't know if you've looked him up, but this guy is really good at selling homes. By the way, I just want to remind you that there's homework, a little bit of homework to do.

You want to make the most money possible, right? On the sale, oh, you do? Okay, cool. Well, what we found is that 98% of our sellers that make the most money pop, the ones that make the most money, they're the ones that actually fill the homework out. So you don't want to be that seller that doesn't do it and ends up losing out. Okay. So in order for Daniel to completely understand your situation and to get you the most money,

we're going to need the seller homework filled out. So you'll, oh, you'll have that filled out. Okay, great. We're going to need the seller homework filled out and two keys. You only have one key. Okay, Daniel's going to need two keys. Oh, you can get another key by tomorrow. Cool, cool, cool.

Okay. So just have a homework packet and two keys ready. right so that was the call the day before now the day of that morning now if it's if if you don't have an assistant you are one okay you've heard that before right michelle you already know i know i know i know i know i know i'm just kind of you know pushing it in i you know i i know it's a sewer spot right now michelle's building her she's at a she's at one of those spots where we always we all get where we're getting overwhelmed We're like, I need, I need somebody today. Start helping me with some of this stuff. So, so the day of, here's how the day of call goes. It's like, hey, ring, ring. Hey, hey, is Barbara again, you know, calling for Daniel.

Oh, yeah. Daniel's going to be out there out two o'clock today. He's super excited. We've already looked up all the information in your house. We know we can get his soul. Daniel's going to do great. By the way, do you have your homework packet ready? Oh, you don't. Oh, well, he's going to need that homework packet filled out. Oh, you got the two keys. Okay, cool, cool. You got the two keys, but now we just need the homework packet filled out. So have the homework packet in two keys by the time Daniel arrives. He'll be there at two. Can you do that for me? Okay, you'll do that. Great. Boom. Now, what happens when you get to the house? They've already been reminding them twice. When they get to the house, what happens, Daniel? They got the homework packet. You walk in the front door.

You see the homework packet because they don't want Barbara to call again, right? They got the homework packet filled out and two keys sitting on the counter. What's that mean? You're muted. What's up? Talk to me. You probably got that listing. It's done. It's done. You already got it. Right. So a lot of these, the psychology behind a lot of these pieces that I put together for you is, it's so, it's just so good, but it just works. It's simple, but it works. Okay. They went through the whole homework packet. I mean, they're not going to try to fill this out with somebody else. It's like, you know, because it's a packet. It's good. It's information, right? And it's information you need. And I tell them, you know, I have barber telling, hey, it's going to take about 20 minutes,

but don't worry about it. You want the most money possible. It's probably one of the best 20 minutes you've ever spent. Okay. It's going to be to do this. So, so, so that really helps you out. And a lot of times when I walk in, if I see the homework packet, I use my two question listing appointment. Have you all, y'all, have I taught you all that? Anybody know the two question listing appointment? So it goes like this. Thank you, Daniel. Let's give Daniel a round of applause.

Thank you for plant. So now we're going to move to Bradford. I walk in. I see the, so Bradford, Bradford's already filled out the homework packet. And you got two keys sitting there for me. I say, oh, wow. And then you know what I do? I pick up the homework right away.

Okay. And because here's, here's the reason. It's psychology. Remember I told you guys it's all psychology. No matter how old. you think you are, the truth of the matter is you're only three to four years old. Every single person is three or four. There's not a person in this room right now that's not three or four years old. I guarantee you. And if you don't think so, I can get you to go to three or four real

quick. Okay. I remember one time, Bradford, were you ever at Keller Williams? I don't know if you No, okay. So I remember one time, I was hanging out because I got recruited to Keller Williams by Gary Keller. Okay. I was the number one, number one realtor in Austin that year. It's my fourth year in the business. Okay, I was number one out of like almost 10,000 agents. My production was number one as a solo agent. So Gary's office called me. I was at Remax. I love Remax and was recruit, you know, tried to recruit me. And so, you know, I was. You know, tried to recruit me. And so, Gary went through the whole thing. They could do this and that. And I'm a trainer. I'm a teacher. No matter what I am, I teach. I love to teach.

And so when he, there was nothing he could do to recruit me until he started talking about teaching. He was like, what do you want to do in the next three to five years? I said, man, I want to be giving back. I want to be paying it forward.

And I want to be training. He said, well, if you join me, you could be doing that tomorrow. You don't have to wait three to five years. I said, what's up? Let's talk about it. So that's how he got me. Well, so I used to spend a lot of time with Gary during the early days.

And you would go down, they called him in, he was part in the dungeon, they called it. So you walked down, he's in like almost like a basement type thing. And they kind of relegated him there. This real talk, I'm just being honest with you. Gary's personality is really, listen, it's kind of robotic. It's very non-personal, not personal. not very personable at all. And that's just how he's wired.

If you look at his AVA and his disc, you'll see, I mean, he's just basically a robot. You know, he doesn't have that emotional piece. And some people have that. Like, and I'm not saying he's on the spectrum. I'm just saying that I've met several people with Asperger's that they're socially awkward. They're just not, you know, that type of person that's very, you know, friendly or anything like that. So he would say things with no filter. So finally, the company realized that probably the best place to have him was in the basement, away from people.

Okay. That was the best, because he was a genius, but with people, he wasn't. Okay. So anyway, he went through this whole thing where he asked me, he asked me like, okay, what are the main things you want? I don't even know where I'm going with this story. Why was I even telling the story, Bradford? Anyway, it's a good story. You pick up the package.

Yeah, well, let me get back to my first story I was talking about with the, thank you, thank you, Paul, for putting Bradford in the spotlight. I got so down the, sometimes, does that ever happen to y'all? Maybe it's just because I'm 55. Or on a regular basis. You just go down the rabbit hole on a story. It's like, why am I even telling you this story? Let me tell you about my two question listing.

appointment. We'll get back to the story in a minute. The two question listing appointment is this. I see the homework package already filled out. Okay, in the two keys. I walked in Bradford's house. And I, and, oh, I was talking about everybody's a three-year-old. That's what I was talking about. Okay. So, uh, I was in this meeting with Gary one time. It was about maybe 10 of us. And Diana was in the meeting. Man, I'm trying to tell you, he, he went to the three, he went three-year-old real quick. Okay, it was some issue, okay, that was going on. And I've done it too. You know, I've done it with my wife. I've done it with other people. I've done, I've gone three years old real quick. You know, like, why did I do that? You know, I'm more, I'm more emotionally mature now, but I could probably still go three years old if, if the right circumstances happen. Okay. So everybody's still three or four, three, five years old. I don't, I don't care if you're a billionaire. I've been around billionaires that are, they're three years old. It's a three year old. Okay. I've been around multi-millionaires, millionaires. I look at them, they're anywhere from three to five years old.

That's what they are. And that's how I look at everybody. So what I do, I walk, and this is weird. The reason I even brought that up is because it's weird, this technique I'm going to teach you, it's strange. But what I do is I walk in, I pick up the homework off Bradford's table, and I just, I get giddy about it. Like I walk over, I pick it up, and I'm excited. because I really do want this homework, by the way. And I say, wow, home features that we really enjoy.

And I start smiling. I'm like, man, this is great. The type of person I think would love my home. Wow. This is really good. Bradford, you did a great job with this, man. Oh, wow. Look at these upgrade.

Man, Bradford, this is fantastic. I'm going to have such a great time. Now, I spend about one or two minutes doing this. Okay. Now, why do I do this? I'm looking at the homework and I'm excited. Now, what would most agents do? I'm going to tell you what, because they don't, they're not trained in psychology.

What most agents would do, they walk in, they've already had their assistant reach out numerous times about how important this is. They walk in and they see the homework packet. They either won't acknowledge it or they'll look at it like, okay, oh, thanks for doing the homework. Now let's talk about, no, hold on a second. Wait, wait, wait, wait, wait. You just missed an opportunity.

Now, I'm going through here and after about 30 or 40 seconds, you know what all of them do? They're smiling. They're grinning from ear to ear. Okay? Because it's just like when you were four or five years old and you did, you, you drew a picture or something like that. You got four, you got a gold star on it. What did you do? What was the first thing you did?

Yep. You ran home. You told my mommy, mommy, look what I got. And what happened to it? It went up on the refrigerator. Okay. Every, we're still like that, guys. We're still like that.

And so I'm looking, I'm like, man, this is an. So I spend time with them going through the homework. What did that do? I like your homework. You got to hire me. I like your homework. You know, that puts me like mommy and daddy. Okay.

Now, it also puts me in a position of authority because I asked you to do something. You did it. And then you didn't. And then now I'm looking at it. Now you're excited about it. Now you're looking at me with more of an authority type. See how I did that? I just established authority.

It's a very subtle way. But what happens later is when I ask you to do something, you're going to do it. You're going to do it very quickly. Okay. Because it's already subconsciously, I've already built that into you that Uncle Nali will probably be disappointed if you don't do this. And he'll be, he will accept you. See, we're tribal.

people, we're tribal. That's how we are. That's how our brain work. So I go through and I'm like, wow, this is, let me look. Oh, wow, I didn't realize you had, oh, man, this is nice. So I spent about, it's, it's awkward when you first start doing it, but the sellers love it. Okay. And it's, it's the right thing to do. I mean, they did something for you. You do something for them. Now, the two, the two question listing appointment is this. So I walked in, Bradford had his homework already ready. he got the two keys ready. I pick up one key. I'm looking at it.

I'm like, oh, this is nice. And then, oh, you just got these made too. I appreciate you doing that for me. See how I did that? I appreciate you doing that for me. Okay? I'm assuming you're going to list with me. Then I say, Bradford,

based on everything I see here, you really want to get your home sold, don't you? And I start shaking my head. You really want to sell it, don't you, Bradford? Yep. Yeah. Brad, would you like me to handle all the details for you? Well, tell me what those details are.

You see what I'm saying? Now, Bradford's playing hard to give. Let me tell you what 60 to 70% of sellers will say. I'm telling you, 60 to 70% of them, this is what they're going to do. Now, how many, by the way, what percentage of sellers interview one agent before they list? That's just a little quiz question for you got. Not for you, Bradford, just for anybody. What percentage of sellers interview one agent or what, let me put it this way, what percentage

interview more than one agent before they list? Bradford, Bradford thrown in the chat, even though he's right there. That's funny. Very low. Yeah. So 70%, let me just tell you this, 70% of all sellers will list with the first person they meet. Okay, 70%. So if you're having a meeting with them, there's very high chance that they're going to list with you.

only 30% will list with, will even meet with more than one person. And what I'm doing is I'm actually cutting out the 30% with sort of this strategy, if you will. So the question is, you really, you want to get your home sold, don't you? It sounds like you really want to get it sold, but you want to, it sounds like you want to get it sold

for the most money possible, don't you? Yeah. Nobody can say no to that. And then the second question, would you like me to handle all the details for you? Sure. Let's do it. Yeah. And most of them, most of them would do a hybrid. They'll say, yeah, I think, I think we would like you to handle all the details. Okay, well, let's just look at what's involved. Okay. Now, some will tell you, like Bradford did, 30% of them will say, well,

we think we might like you, but we're interviewing agents. Okay, three out of 10 will do that. But seven of a 10 will say, yeah, we want you to handle the details for us. what does it look like okay so what what now just by them telling me that what did it do to my listing appointment shortened it cut it in half yeah cut it in half because right now i already know oh you want me to handle all the detail all right let's let's sit down let's let me take a quick run through the house and then let's sit let's talk about price okay now that's strategy i'm going more into strategy now, but the point is when you, the cover letter is what led me here is that they see that you have a system for getting their home sold. That's, that's the confidence that

you're giving them just from the cover letter alone. Okay. Now, let me see, let me see what's the next document. I don't, let's see, let's look at this next document. I'm weaving a lot of other things in here. So hopefully you guys are, I know you're getting more value than just, uh, man, he only he only covered the cover letter that that's pretty crazy let's go to the next one um let's go to real results okay and and i think we'll just cover those two today and then we'll um okay so i'm going to open number two is well actually number two i don't even have them in the right the right order it really doesn't matter As you notice here, they're bulleted.

But in the pre-listing package itself, you don't have to have these in that order. I do kind of like, I like to have the letter, which is this. And then I like to go into my marketing plan. And then I like to go into success stories. Okay. And by the way, when we talk about success stories, stories. I don't call them testimonials. A lot of people call them testimonials. We'll talk about that next week when we get into that. But why would you think to not call it a testimonials?

Anybody got any thoughts on that? Most people still call it testimonials, right? Like most realtors have testimonials. If you go to their website, they say testimonials, all that. Most people still have that. The reality is that that terminology is not really used anymore. Like if we call them reviews, is that correct? Right? Now we call them reviews. So if I go to a restaurant and I look up and I'm on Google and it's just testimonials,

like nobody really uses that word. If I, so the hard part about that is that it's outdated and it's, If I say, hey, Bradford, can I share with you some testimonials from what does that make you immediately think? Right? Just a little bit of you is thinking, oh, testimonials. Who, who, what is? But if I say, hey, Bradford, can I share with you a few case studies of other sellers that have

been in your same situation that have, that we've worked with? Can I share a couple case studies? That goes to a different place in your mind, right? If I say, now, even if I use the word reviews, it's better. But I like the word results better. Can I share with you a few results that we've had in the past? And then I'm going into the testimonials, right? But that's going to be, we'll talk about that next week.

Here's the marketing plan. Let's spend a little time on this. So this is the, I call it the unique Nali team sales system. Now, what is that? That's just the name that I came up with for a marketing plan. Okay. I could say, hold on. Let me see if it'll let me.

It's yelling at me. So I could say, I could say, I could just say marketing plan, right? Let me delete that. Marketing plan or knowledge marketing plan. That's okay. I don't, I don't hate it, all right. But if I say it's the unique, see how I use the word unique in there? The unique Nali team sales system.

Okay. Who else has that? Who else has the unique Nali team sales system? Anybody? Nobody. Now, who else is doing all the same stuff I do? Probably there's other people that are doing it. Yeah, I'm sure there's others.

But who, but since I name my process, I can say that nobody uses myself, because it's my system. I created it. This is a sort of a combination of things that I do. Now, what's the purpose of the marketing? What's the purpose of marketing the home? We talked about this on a previous class. Anybody want to tackle that one? And this is very confusing to a lot of people. I'm going to say, even seasoned veterans get very confused. But if you've read the millionaire real estate agent, you understand the, there's only one reason that you market a home. And that's really, there's two reasons. Number one, because sellers expect you to.

See, sellers believe that marketing their home is what's going to get it sold. How many of y'all believe that? I don't. Now, obviously, it has to be marketed somehow. But what does the majority of the marketing is going to be the MLS and price? Okay. getting it so so the the reason why you market the home is number one the seller expects you to do it so you and number two is really uh to get more listings you know we always say listings have babies

so for every listing that i take uh i want to have four closings i want to get two buyers off of that listing i want to get another listing in the neighborhood and i want to sell that house okay you can't leverage buyers that way. If you have one buyer, you can't convert that into four closings. It just doesn't work. Okay. But with a listing, I can. Why? Because I have my name, my sign in the yard, and I'm marketing. Okay. And it's going to generate more business for me. Okay. How are you going to market a buyer? I've got a buyer. You know, that doesn't work. It doesn't work the same way. It's night and day. So, so I get into the premium, Nali team. marketing plan, and I break that into five different things that we do. Now, I got to tell you,

to be honest with you, it doesn't really matter what you do because marketing is really not for selling the home. It's basically for them to appease the seller, okay, because they're going to want to see you doing something to get their home sold, okay? Because that's, now you could, you could just go head to head with them and just argue that, you know, marketing is not going to sell your home. How many sellers want to hear that? None. Or you can just do what they want.

They want you to market their home, market the home, okay? Doesn't matter. Like it's a small price to pay for the listing, okay? And it appeases them. It kind of gets them over the anxiety. So I get it, I break it into five categories. There's outdoor, there's internet, there's print. there's premium Nali team marketing and there is industry marketing, which is basically what is

industry marketing, okay, my brokerage and the MLS. Okay. So you can kind of go through this, and if you have any questions about any of these particular things that are on the marketing plan, you can reach out in school and just, and just ask, but the reality is I'm not, I don't care if you had like everything completely different than I have. It doesn't really matter. Okay. It just matters that you have something to show that here's what I'm going to be doing to facilitate the sale of your home. Okay. And we call it a, now I do call it a marketing plan here. You see that? Here's the premium Nali team marketing plan that

will sell your home. So I'm letting you know that this is really is this a marketing plan is all it is. But up here, I'm calling it the Nali team sales system. Okay. So, so that's the marketing plan. And then I feel like we have time for one more. Who wants to do one more? Raise your hand. Let me see. Okay, one more. Okay, cool. All right, let's do one more document. I love my introverts. They don't like to put their camera on. I used to hate having my camera on. I'm not even going to go into a story because we'll go over time. But I've got a story around that too, but I won't go into it.

Actually, you know what? For number three, I'm just going to do these in the order that they're numbered here. I know I'm confusing some of you. But the third document is actually a special report. Now, in the listing appointment, I like to show them the, the marketing plan and the testimonials, quote unquote, okay, the what I call real results. But this is another document that I have, and I think it's very, very, very, very strategic. So this document, I'm going to show you how to use it.

And some of you are already using it, hopefully. Some of you aren't. And it's the top four reasons homes don't sell. Now, did the seller ask for this? Not really. but in a way they did because sellers want to know that I'm going to that I'm going to be successful for them.

Okay. So part of me be showing them that I'm going to achieve success is showing them that I understand why homes don't sell. So if I'm showing you that I understand, like if I come to you and say, hey, let me show you the top four reasons why most real estate agents fail in the first year of business and how to avoid it.

Most people want to know that, even though they don't even know that they want to know that information. And most other agents aren't going to share this with them. Okay. You know, because it just shows why a lot of agents suck. Okay, I'm going to be honest with you. This is the truth about it.

So here's the four reasons. Number one, poor marketing. Okay. Now, in reality, you and I know that the marketing, what really sells, so it's marketing, bad photos, lousy agent in price. What sells homes? Price. Price. I remember Tony, Tony DeSello used to have a class. This guy was a beast at listings. He said, he would say the top four reasons homes don't

sell. Price, price, price, price, and price. And that is true at the core. But how many sellers want to want to hear that none well you just want to you just want to low ball my price so you can get a big fat check okay well all right well let's do it your way mr seller all right so we're going to we're going to stack marketing we're going to do all kinds of marketing on it we're going to take great photos because it is true that one reason that homes don't sell is bad photos and reason the reason for that it now marketing is true but the way we've kind of solved the marketing problem is through the MLS. We have a system in real estate that I've not seen in any other industry. It's just phenomenal. The MLS is incredible. So, but bad photos is, so when somebody's buying a house, you have to understand

it's the process of elimination. They're buying how many homes? In most cases, just one, right? So they're buying one house, but they've got a list of 22. So how many do they have to eliminate? 21. So buying is actually the process of elimination. That's what buying is. So if you, the first thing that people do when they look at a house is they look at the photos. If they like the photos, then they look at the, then they read the description. If they like the description, then they look at how much is the price. Okay. So you got to have good photos, in my opinion. It's, It always helps. The other, the third thing is that sometimes there's a lousy agent.

How many of you have worked with that agent that you don't want to work with and you notice that that's that agent's listing and you do everything you can to not have, you're not steering, but you really would hope that the, that your buyer doesn't want to look at that, that house, you know, because there's lousy agents out there and we don't want to work with them. And then the last one I put down is price. price should really be number one, but sellers don't want to hear that. Okay.

Now, we're almost at time, but let me just say it this way. I'm working with Michelle. Okay, I'm selling her house. And I've already gone through with Michelle. These are the top four reasons, Michelle, that homes don't sell. It's poor marketing, bad photos, lousy agent, and price. Now, we've been on the market 30 days. Michelle's already seen all the stuff that I've done, everything like that.

We've had two open houses, the marketing, everything that I did is there. So I call Michelle. I'll say, hey, Michelle, you know, we're at the 30-day mark. Remember, I told you there's four reasons that homes don't sell. Remember we talked about that? The four reasons? Yeah, we talked about that at the listing appointment. Okay.

Well, poor marketing. Now, you've seen the marketing plan, and remember you mentioned there was nothing you would add to it. So the marketing's in place. That's solid. So we already know that's good. Bad photos. Remember we had that drone fly through the front of your house, you know, the front

of your house, flew through the front door, flew out the back. I mean, the photos are amazing. In fact, you told me that you wanted to buy the house back after you saw the photos. Right? So we know the photos are good, right, Michelle? You like the photo. Yeah, the photos is great. Now, Michelle, let me ask you a question. Do you have a lousy agent? You don't, do you? What do you think the problem could be of why your home isn't selling? You're muted. What do you think that?

Price. Oh, you think it might be price. You know, you might be on to something there, Michelle. What do you think we should do about it? Now, you see how I did that? See, this is an anchor. document. So what I anchored them into was that there's four reasons and only four that homes don't sell. I've already got the other three covered. So I'm doing my job. Now you've got to do yours. Does it make sense? It's another psychological document. And that's how I use it, you know, as the listing goes on to get my price adjustments and to get the price the way it

needs to be if I didn't get the price correct at the beginning. Well, thanks so much for tuning into this episode of the Success With Listings podcast. If you are serious about taking your real estate career to the highest heights, making more money and helping more clients while working less hours and spending more time with your family, be sure to get your copy of my free book, triple my listings. Absolutely free at Successwithlistings.com. Now, you want to be sure that you subscribe to the podcast and check out Success With Listings, com to get your copy of my free book.

Hey, I'll see you on the next one.