KGCI: Real Estate on Air - Using Techology To List Property

Episode Date: May 10, 2024

Welcome to the new version of Let's Talk About Real Estate Podcasts, the podcast for real estate agents everywhere. I'm Lisa B, and together with Beyond Kunzel, we're going to talk about everything real estate. We talk about what's working, what's not working, what's new, what's old, technology and anything else to do with real estate. We'll answer your questions from the Facebook group, Let's Talk about real estate. So if you have a question, we can help. Join the Facebook group today, and again, welcome to the show. Now, technology part two series of our podcast. Welcome, part two.

How to Get listings. Is that right, Lisa? It is, yes. How to get listings using technology. So what it is, the total series is how real estate agencies are using technology in everyday life for everything. So we're doing a chronological order of how we're using it. Last week, we did everything about, like from the technology toolbox to lead

generation and so now we're moving on from there. So we're going into how they're listing property using technology, everything, chronological order, okay? And again, we don't know everything, just what we're using and what we're seeing people other people using. There's so much out there and we're never going to be able to cover everything, but we're just sort of using what we know. Okay. So to start with. So using technology for preparation and for knowledge. So how important is it that agents have to know what they're doing? They're going to a little. in presentation, they have to be the expert. So we have CoreLogic, we have PriceFinder, which are imperative.

We have Google Earth. We have websites for sale and sold databases. So if agents are not using those things, you have to. Well, you legally have to give comparable sales to a vendor with a sales agency agreement. So that's where you have to use CoreLogic or Price Finder. So regardless of how you've got about your business, you need to know what's selling. and what's being sold in your area. Absolutely.

All right, sales reports that you can make look amazing with for sales and sold. So there's lots of different technology that you can use for that. Did you want to talk about some of those reports that you use? Yes, certainly. So there's even some companies nowadays

where you can put through digital proposals where you can actually put in all the information of the client's property. You can bring in the core logic or the Price Finder report as part of that as well and speak about how you can benefit and give a little bit of a pitch to the client as far as how you're going to benefit them

and you can send it through digitally nowadays. It can either be sent as a link to an SMS or it can be sent via email to the client. You've also got your manual copies which you can drop off as well. So there's several ways of doing things nowadays but I find people like it digitally and they'll probably more chance of looking at something.

The digital pre-listing kit, digital pre-listing kit. Pre-listing kit, yep, and short, sharp and simple. Lots of video content. That's my key. We do lots of video content. Yeah, absolutely. Okay, so another way technology pre-appraisals is SMS to confirm appointments.

So that's just sort of like a basic thing. At the appraisals, at the appraisals, the way that agencies and technologies with some presentation on iPads or tablets, show the sellers the buyers in your CRM to say, like, this is how many buyers I have in this price range that may possibly buy your property. Very powerful that one, Lisa. Very powerful, actually showing them saying, look, everybody's coming here and they're saying to you that they've got buyers for your property.

Can I show you physically the buyers have got for your property? And let's say they've got a four-bedroom home with two bathrooms and two living areas in Modbri, for example, which is an area I work in. I'll go, Modbree, four-bed, two-bar, two living area, fire match, and then it'll give me a list of buyers. And go, look, there's the names, numbers, and email addresses of all those buyers

that I can get in contact straight away regarding your property. Exactly. And then it is an off market sale. And it's proof. It's, it's real proof. It's not just saying something. You've got to understand a lot of the consumers, prostitutes were rated more trusted than a real estate agent. I mean, that says it all. That's just ridiculous, but that says it all, right? From the consumer's point of view, I think, I think, just above used car salesperson and lawyer, I think, as well as that. So if you think that's the impression that is, you know, being implanted in, you know, into the consumer.

They don't believe what's coming out of your mouth. You need to have demonstrations where you can show them and you can back up with evidence what you're saying to them. And technology enables us to do that. Even on the smartphone with the apps, I've got an app which gives me access to my database with Agent Box where I can actually show them on a tablet or on a laptop or even on my mobile phone.

Yep, absolutely. Very powerful. Absolutely. Okay. In appraisal, showing video testimonials, of past clients on your on your thing which is amazing yeah this is this is game changing and real video testimonials not hello my name is bjorn and i sold with lisa and i must say she is the best real estate agent in the universe not that rubbish right so i get a you know um frank

i met bjorn he came around no BS told me what i needed to do um yeah didn't give me any fluff told him what he wanted got the job done actually got us a little bit more love him top boat good bloke real rugged raw um i think so too film it on your on your on your iPhone or on your smartphone make sure like i said in part one we discussed about the reasons why you want a good smartphone with good cameras you don't have it upgrade your phone now because your video testimony is the most powerful when you walk through a presentation and you're telling your clients oh there was one down the road that was similar to this. I've got a recent client a few weeks ago like this.

It was one similar to this. They're thinking, yeah, okay. Yeah, look at this BS artist. All right, here we go. And then you keep talking about everything else. You talked about what you can do for them and everything else. And then when you sit down with them, you go, actually, before we get started, remember that client I told you about down the road?

Hold on a second. Let me just have a look here. And you play a video. And it says exactly what you told them. And then you go, remember that other client I told you. you're talking about with the other circumstance, which is similar to yours as well. I think we've got a video for them too. It's getting people that they relate to, you know, like finding somebody that's in similar

situation that they can go, oh, you know, and it alleviates their concerns. It's social proof, Lisa, and then every single thing that's, that you've said in that meeting, you've backed up what they thought was BS story to try to get their business that you've now showed them with evidence that it's actually not BS, that it's actually real and legitimate. then they connect everything else that you've told them throughout the entire presentation with being honest and having full integrity and 100% accuracy, then basically from then on forward, you're a trusted expert.

You're not some person trying to get their business. You're a trusted expert because you've proven to them that what you say is honest and true. Yep, absolutely. Very important. So the next thing in appraisals is showing rating sites, which a lot of agents say, oh, you know, the consumer doesn't care about the rating sites. If you're using it to show how good you are and saying,

I have 258 reviews on this platform, Google or wherever, you know, it shows that people have taken the time to actually write something about you and all that sort of thing. So I think that's a really good tool to use. It's a listing tool that you can use in a listing presentation. Okay. Then we've got create short videos of the property for spellers. So you've got your video templates that you use.

use, you just walk around and sort of show them, demonstrate the kinds of videos that you can provide instantly, let alone the professional ones that we've got as well. Okay. Then you've got digital sales agreements, so electronic signings, so a lot of the agents are using those. And then you show you sellers how we use technology to communicate with buyers after inspections. So the app that you use is amazing that you put all your buyers in those apps at home.

at home opens, then communicating with them via SMS. So you can demonstrate that to your sellers as well, how you actually communicate to them and to the buyers as well. That's a game changer, Lisa, because anybody that's coming through an open home or coming through an inspection needs to be registered, for starters, for COVID nowadays, but also because you want to keep track of who your potential buyers are

and buyers are sellers as well. So when you register them against this particular app, which we get for free with my company, and anybody that's in the company gets it for free as well. Doesn't have to just be myself. Basically, we register in their name, the email address, their details. It sends them an SMS, welcome them to the property with a digital link to the digital brochure. And that way they can choose if they want to take a manual brochure or not.

And then also once they leave the property, we send them out a group SMS with a link to a digital offer form saying thank you for coming through the property. If you have any further questions, we're here to help. Really appreciate you taking the time to come and have a look. Here's a link to our digital offer form. By the way, follow me on Facebook and my socials. Here's a link to that as well where you'll find off-market opportunities, what not. And then what you can also do is you can follow up so you can have another SMS template. And this is all free SMS.

I want your CRM, which charges $0.9 a SMS or whatever it is. This is all free. Use your mobile phone data. And what it will do then is you can say, hi, so-and-so, just thank you for letting you. Just, let me start it. Hi, it's so-and-so. just letting you know the property at XYZ Street has received offers

and offers are closing at 5pm tomorrow night. P.S. If this property is not suitable for you, please find a link to other properties below. Then you can do another message. Hey, just letting you know this property's gone under contract for this much money. And if you'd like to know how much your property is worth, please sing out below. This is a deal that we're doing.

And then you can send another SMS saying, hello, I've just picked up another couple of properties which are similar to this one. If you're interested in looking at ABC Street, EFG Street, please get in touch with me by SMS or phone and I'll give you exclusive VIP rights to have a look at it before the rest of the market knows about it. Now, do you understand how powerful? Yeah, very powerful.

Yeah. Because the traditional real estate agent sits down and says, hi, I'm so good. Look at me. Look at me. Look at me. Dada, da-da-da-da. Confuse the hell of the client. And then say, give me three grand.

Give me two and a half grand. Let me do a job. Yeah. When you're doing things in a different way, using technology, you're providing more value to your customers, making things easier for your buyers and easier for your sellers, it's an absolute no-brainer. And this is part of the reason why I've not lost a listing

to another agent in nine months. I've gone up against some of the biggest agents in my area. Now, just to give people an idea, I'm not a million-dollar performer, okay? Don't claim to be, don't want to be. I want a lot. I find that most of a million-dollar performers, much respect to them, they have big teams behind them.

When you've got big teams behind them, you're paying staff. Give you an example. I write around half a meal a year, roughly doing it by myself. In my previous establishment, I had a personal assistant that shoot up about $70,000 worth of income.

Okay, since I've joined the cloud-based and used these apps and got, there's about six points of technology that I've now adapted into the business with a cloud-based model, which helped me get listings and win business. I'm not losing any business to any of the franchise or independence anymore.

there's a strategy I won't share, but if anybody wants to reach out, I can let them know about it. But what I've found is that my income has actually increased by 88% in the past 12 months. Because one, I don't need a personal assistant. I don't need a team of other agents around me. And I'm still doing, I actually did more.

I actually did, I think, $78,000 more this finance year, 12 months into a new business with a new brand that nobody had heard of compared to 12 months previous with a brand, which has been around since 1978. So the technology has enabled me to do that. Yeah. And it's so powerful being able to show that to a seller because what we want to do is we want to obviously help that seller

and list that property. And by showing how you can communicate with people, not just taking a $10,000 check and advertising in the paper, who reads the paper or advertising here, here, here, you've actually got a marketing strategy using technology. And when you're able to demonstrate that, that's going to help you get the listing as well. Well, you think about it how it's changed.

I mean, back in the day, before I started, the only way that you'd find the property was in the paper. The paper was huge. When I started, it was probably Internet had only been around, well, it was 2008, so Internet had been around for eight, nine years. Yeah. And at Real Estate.com, the domain were around, but we were still using print media.

I was doing full-page messenger ads, have $500 a pot to have me there and a picture of the photo. Then we were doing satellite Amazon thing. You don't get it in the paper, etc. If you're in the paper today, just wasting money. It's a simple as a just building exposure for an agent. That's all it is. Big time. Everything is high tech now. Big time. Okay. The other way we use technology and appraisals is Zoom appraisals for out of various sellers. So rather than if they're away, you can actually

have a face-to-face. You can even create your own presentation for out-of-air area sellers. You know, not really like a PowerPoint, but have like, you know, you can have your marketing there. You can have all of those sorts of things too. So agency using technology to do that rather than a phone call and the people don't ever get to see you, get to see your personality to do Zoom appraisals for out of various sellers, which I think is really good as well. Yeah, because if you were a seller right now and you're in Queensland and I'm in Adelaide, and you're telling me about your property, I'll say,

look, do you want to jump on a Zoom? Yeah. Because we can see somebody, you can sort of, you can read their body language, you sort of, you get to know them, you get a thing, you can say, okay, how they present it. Okay, do I like them, do I not like it? It's just first impressions count. Yeah. And so yeah, 100%.

Absolutely. Okay, post appraisals. So sending a post appraisal summary, CRM organized as a trail for automated follow-up. So letters, emails, text, monthly, you know, whatever, whatever that trail is. So using technology for post-appraisals. Then technology for the database,

which we've sort of gone into. But then also we've got the technology with our company, which is the artificial intelligence, which is automated response. that sort of thing. Yeah, nurturing, nurturing our databases. So that's something that, you know, we've got our lead generation,

which we spoke about and things that we need to focus on, but we also need to focus on nurturing the clients that we've already got. We've spent so much money to make the phone ring, to do social ads, to do letterbox drops, to do all of these things to put people into a database, or worse, still not even have a database. But if you good enough, you put them in a database, look after those people as well.

So there's technology. there that actually goes through and tells you when something's being listed around some, you know, one of the properties that you've done an appraisal on and all of those different things. So the technology is amazing. Yeah, I mean, let's say, for example, I'm doing an appraisal for somebody and they don't list with me there and then, okay? Straight away when I get in the car, I'll send them an SMS, just thanking them, letting them know that I'm here and saying, by the way, here's a link to some of my past

clients. And then I'll put a video testimonial link in there. which might be the videos that I showed them when I was sitting with them, just as a reminder. Yes. Yeah. And I'll say, by the way,

if you want to call them to find out about me, here's Rebecca's phone number. Here's Frank's phone number. Here's John phone number. And the video testimony will be going to say, hi, I'm Rebecca, hi, hi, I'm John. You know what I mean?

Yeah. Feel free to call them to ask them what they think of me, right? Because every agent's going to tell you that they're great, but it's hearing it from the customer themselves. Now, you'll do that and then you'll put them into what we call trails through the database.

Now, your trials might comprise of SMSes, they might comprise of emails, might even meet some good things. Right. Yeah. But just because they're not selling today, I might appraise somebody that's selling in six months time, they'll receive a weekly email from me then. And I'll say to them, look, I want to add you as a buyer and as a potential buyer, just with a broad range so that you can see the way that I market towards my buyers and you can see the content that I put out there. I know you're not buying. I know you're selling, but I want you to see if you were a buyer, how I interacted you. Is that okay?

Yes, that's fine. put them in there, keep nurturing them. And then we have the artificial intelligence, like you said, which instead of my personal assistant, having to basically every month, every day, should have a list of 30 CMAs to send out, which is current market appraisals or current market reports, whatever you want to call them.

She would go in, she'd build them up, she'd put them in an email, she'd send them to the client, she'd do those, then she'd call them the next day and ask them if I had any questions. Very expensive, $70,000 exercise. We don't need that now.

We've got the artificial intelligence that will send them a monthly report. of sales every single month and it will have a link would you like an update of appraisal click on that link it'll come through to me and then I know to give that person a call to get in touch with that client to help them what we've also got is nurturing through the database with the artificial intelligence where it will send out SMSs on a daily basis saying starting conversations with people yeah so there's so much that technology can do to nurture a database now that can actually replace the personal assistant yeah absolutely because

Yeah, and like I said, you're paying somebody by the hour to do that, whereas the systems that we've got, the client nurturing is like $120 a month. It's kind of like my robot vacuum cleaner. I put that on, you know, somebody, you'd pay somebody like $25 an hour to do your vacuuming, and that just does it all day and I don't pay a thing. Same thing. I want to make a point here as well. I've talked about how I don't need a personal assistant anymore,

and I've gotten rid of a personal assistant. I haven't gotten rid of her. She's not unemployed, okay? I want you to know, guys, like, the last thing, I'll do is leave somebody unemployed. If that was the case, I would probably still employed her just to keep her in a job, okay, because I'm not an A-H, all right? I don't want to see people unemployed. But what I did, we transferred her from my business as my PA into the property management business that my previous employer was running and now she's still got a job,

she's still employed and she's just doing different exercises and different activities. So I haven't sacked anyone. I haven't got rid of anybody or fired anybody. I'm not. I'm not. I'm not. I'm like that. She still has a job. I just want to make that clear. I don't want to be perceived as that person that's replacing people with technology because it's 100% about people still. Yeah. The technology can enable me to be more efficient and utilize people in other areas where they can be. Oh, absolutely. Absolutely. All right. That's awesome. Thank you. And so next week, we talk about using technology to market properties. So that's one of my favorite ones as well. Look forward to it. Bye for now. All right. Thanks.

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