Generating High-Commission Listing Volumes Through Multi-Tiered Video Positioning

0:00How the couple so I guess this week's close I think I close for this month Nice Total commission I think for the month was about To more about 60k is I think we're 60 thousand dollars and four clothes and hold on Hold on let's let's put a pause on that for a minute 60,000 in commission and four closed transactions and and you know a lot of us if it was if it was a The market that it should be right now. I think that would probably be a hundred K month. Yeah, yeah, right? I have a couple fall through a couple that I was expecting but yeah, they just didn't work out I have another two that are closing and next week 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 a feast and famine and out of the rat race of competing with every other agent in town Hi, I'm Knowledge Williams. I took over a thousand listings during my first 10 years in the real estate game

1:04And in this podcast I show you how to have success with listings Let's go Hey, I called you out this week Jose because I have a guy Who wants to do Spanish? He wants to really get so Daniel Hunt Jr Is one of one of my big agents. He's doing a lot of recruiting. He's got 50 agents and he's already recruited in Dallas In the last year he brought in 50 people and this year he wants to bring in 250 and he's got he just partnered with another guy That's that's bilingual and so I was bragging on you. I don't know if you heard you if your ears were ringing but on Friday I was like I was showing them your website showing them what you do and everything and you don't you don't even have like a huge YouTube channel right like Is that huge? I just have a lot of videos But you but you sell a lot of houses though. I mean you do good you do well. So what's what kind of wins you got for us? How the couple so I guess this week's close I think I close for this month

2:08nice Total commission I think for the month was about It's Some were about 60k is I think we're 60 thousand dollars and four clothes and hold on hold on let's let's put a pause on that for a minute 60,000 in commission and four closed transactions and and you know a lot of us if it was if it was a The market that it should be right now. I think that would probably be a hundred K month. Yeah, yeah, right I have a couple fall through a couple that I was expecting but yeah They just didn't work out. I have another two that are closing it next week Then I have a picked up a listing and a rental It's a rental I've done over and over It's the same house that we just released it every year basically. Yeah, okay, okay You the same house is listed every year. Don't you say it? Yeah You basically all years like me and they they keep on you

3:10They have like they rented the house or an efficiency so you understood got you balance it got you got you make sense So what do you so so so there's a lot of agents out there struggling right now and You know you you did 60 60 thousand dollars in commission the last 30 days and you closed four deals a lot of agents are struggling What are you doing differently? You got just that golden touch. I mean what is it if what are you doing differently that? Yeah, to tell you the truth. I I do a lot of things wrong But I feel like my positioning is what helps most Most of all so it's a lot of the preparing before when people call me I don't I don't get that much resistance if they already want to work with me I say I have this problem. Help me with this problem. So that's Okay, a lot of it comes down to the positioning not being salesy not being Like as if like hey, this is what I would do if I were in your shoes. Sorry. I'll be I'll be seeing it's work

4:18So you know when you talk about that, you know one of the big things that I always preach is you've got to win the listing before you ever meet with the When they when they call you and they sit down with you like like I have I'm gonna have a meeting today at 6 p.m To put a deal together and I said hey, we can meet by person or we could do by zoom. They said zoom please Yeah, and there's like four there's like four of them You know come into the meeting and then two me and my seller okay, so there's six people meeting and they want to do zoom They're like man, I don't really I'm good, you know, I've been You they're already pre pre-heated pre-warms. Yeah, so so talk to talk to that a little bit because I feel like A lot of agents are winging it. Would you say? Yeah, I for me It's maybe not maybe not the ones here with our group, but I'm saying a lot of agents out there in general Yeah, it's strongly and it's it's they have to know you I feel like

5:21You have to put out the information that and they do work with the people they trust and when they Google me I have right now 138 reviews So I'm solely starting to get that up and one of the new things I'm gonna start implementing which I I I heard it from a different agent what they do is after closing they do a zoom and Then they do an interview the zoom how they're closing went so they can use that snippet instead of having to film them or anything You just you do a zoom after you recorded you use whatever you need and it's it's a lot less resistance than hey Let's look at it right here because they're not in the moment of what because that moment is pretty high energy that closing right Mm-hmm and the energy can be up or down or or both, you know, so I like I like that approach a lot You know, that's really really good. So so speak speak real quickly to video You know, I didn't I didn't ask you to be in the hot seat, but that's what we're all happy for But speak to video so you say you have a lot of videos so you say people have to know you You're getting to know them through videos. That what you saying a lot of them are I've been watching your videos

6:26I get your emails. I see you in the postcards. So it's kind of it's not one tactic that works It's everything that works and when everything's put together it all works in your favor Right there's there's things I could do better. There's definitely a lot of things I could do better For example, I don't I don't have the time to prospect. I don't have the time to actually call a lot of people so a lot of my work is Google putting them the having them reach out to me and then I I work them So until I get until I go full-time in October You still part time hold on a second You still doing this part time. Yes, right and you made $60,000 last month 15,000 a week This is very very very interesting and and what it is Jose at the end of the day You know, you're doing what I teach I teach a multi-tiered approach It's not and it's not just me there's many teachers out there I said you know, I I teach that you should drink from many fountains and I know you do

7:30But there's a it's a multi-tiered approach and a lot of people miss that what you just said They man I sent postcards and now I didn't get anything well when I send postcards and that's all I do I don't get anything either but guess what when I'm doing postcards and they're seeing my Facebook ad and then they're seeing You know this other thing and then they got an email come through and then they got you know a text I mean, it's just it's like they feel like you're everywhere even though you are everywhere within that small bubble They're like man, you're everywhere, bro. I remember one time. I was at Keller Williams office and the UPS the UPS guys love me because they were like man I see I was a celebrity in the UPS because they saw my side wherever and so the UPS guys I said I do not man. Hey, I see you ever you know They felt like they were a friend of me just because you know They they did those routes that I had a lot of marketing in but it's a multi-tiered approach and then when you start getting more listings Now guess what you got six seven eight ten twelve signs in the yard and that's generating even more business

8:32Right because yeah, absolutely your sign exactly. Yeah, yeah, and when you and when they call you I say what is it that you're looking for? I don't I don't say this house is amazing I try to really understand what they want versus push that anything on them Yeah, yeah, and they they sense it we talked about this before people can sense your energy within the first 10-15 seconds in a video even in a video right and so they're like yeah, I could see myself working with this guy Yeah, yeah, and the developer the big contract that I had for the 3.4 that the developer took up took me out the lunch was through video Because he's he'd been following me through either YouTube I don't even know if it was YouTube or Instagram or Something like that and he says hey, I understand that this new age of selling you have to be present online So we wanted to go with someone newer. I know other people, but I'd rather go with you This is another Testament to the fact that you don't have to have a huge YouTube channel

9:33You don't have to have even a ton of videos, but you do have to know how to present yourself to be likable Which all everybody here is okay, and it's just a matter of being being willing to be seen That was my big problem before I started doing videos like I resisted videos so much Because I didn't really want to be seen that way, you know saying I had issues with it But I mean actually it becomes fun and easy eventually right you you're like hey, you know, it's there's no big it's not a big deal And so that's interesting. Do you do you like seeing yourself on video now as a problem? No, but I see I'm not the way I think about it. I'm not that important. I just okay. I do it. It's it's what I have to do And and for me it's not my personality. I'm more of the humble quiet guy. Well, not quiet, but But I don't like to be out there. So it's yeah, I feel like I'm going against Certain things but I understand that in order for me to serve other people I have to be able to find me and

10:38That's the way and here's here's the thing so what I learned from David Hawkins in Power versus force and letting go and other books like that is that you know There's really two motivations that for which we do things we could do it out of fear like man I'm gonna hustle. I'm a grind. I got to pay my mortgage. I can't you know, I got I can't slip you know That's a fear based or we could do it out of love Love is just a different it we could be doing the same thing for different reasons right and you can do a video And man, I hate you know, I don't really like doing this, but I'm gonna do you know whatever But it's like look this is what people want. I'm going to be of service, right? Like I don't I don't love Instagram, but I noticed that a lot of my clients are there and so That's where they are. I mean, so it's me going to them and another thing I heard you saying who say is that you're actually attracting business You don't have you you're working a full-time job right now So actually your job making 60,000 in one month your job is even though it's a six-figure job

11:41It's almost starting to become a distraction. It is Yeah, that's pretty amazing when you could say man, I make six figures, but that's a distraction to what I really could be doing fully go and and honestly What probably the work that you do as a job is not hard either because it's in your Wheelhouse if you will it's like it's what you do right? It's you could do it in your sleep But how difficult have you found real estate to be after you will master just a few things? Compare compared to my current job or just in general. Yeah Not hard. It's just a requires It requires my positioning. I feel like that's that's really love this. Yeah Yeah, and it because the amount of work me coming here every single day and having to work and having to request time off Or having to tell people or fire people or work on a budget. That's two million dollars is a lot more work

12:46than at getting through that initial few of Talking to someone and getting to close because the majority of that transaction where we're kind of waiting on the next couple steps Exactly a regular job is tough Yeah, yeah, yeah, yeah, yeah, well, that's beautiful man I didn't I didn't want to keep you in my seat that long, but I really like yeah We'll make this into a little podcast episode actually call already knows what I'm doing Because this is this is you know, I like to hear from agents that are winning I remember when I was doing no matter what year it was I was doing 10 12 deals a month and People were looking at me like I was crazy. I walked into a mod pizza. I don't eat it anymore because I still love it by the way But I don't eat it anymore because of the carbs man. Oh, they're killing me But but my pizza I was in my pizza one of my favorite places and I typically have the cauliflower crust which just has a lot of carbs With all my toppings and I go through and I tell the I tell the lady okay, I want all this I want back then

13:50I was doing like vegan cheese on you know the vegetables and everything everything vegan and then at the end I say hey could you go some bacon on there? They look at me like I'm crazy. So I was in my pizza this guy walks in and I know I know the guy from the real estate market because I've seen his his dad's in real estate. He's in real estate and He goes over to me says man. How are you doing that? I said? I said what do you mean? Guys name is George. I won't give his whole name because I don't want to throw him under the bus, but he says man I don't know if you remember this, but you were in class with me So we went to a real estate school. It was called about success real estate school and We all sat in the same class because it was a I think it was a four-week program and it was like a start and finish You got your all your all your work back then you could take four classes So it was a program and he was in the class with me. I didn't remember that, but he did He said man, you graduated with me. He says now here it is. I've never had this was like three years ago

14:55He said I've never had a year where I've made six figures How are you doing you know and I guess if I was to really go back in and and I you know I wrote a whole book on how I did it you know saying but the positioning is probably going to be the number one thing Because it is a almost set it and forget it when you position yourself all you're doing in the future is tweaking You're just you've got a hundred videos already now you're adding one a week, right? Or you've got your pre-listing package you've got your postcards already designed you got your Facebook ad You've got your you know, whatever it is that you're positioning yourself with and and a lot of this is all what I teach Is that if you do that work upfront it will save you a lot of work on every single deal right Jose? Have you found that yeah 100% Yeah, and they don't have to convince people exactly and they trust you so when you want to tell them when you give them that advice You're not coming from a position of

15:56Hey, please listen to me. It's this is if you wanted to move this is your problem. This is how we can fix your problem Yeah, so this guy this guy I think I had been in real estate like 12 years 13 years and and and he had never had a year a man from graduation Where he did six figures as a as an income and I was doing that every six weeks, you know, I'm saying so Yeah, it's it's I really appreciate you sharing that anything else you would Position is the big thing a lot of this a lot of what I have actually a class in the academy that you guys if you're wondering what Jose is talking about You're like, what's this position thing? It's it's a real it's a class that I have inside the academy and it's all about Set here. Let me let me just show it to you. Just gonna show you guys Because it's better to show you than to say But it really is all about positioning and I spent I think 10 weeks going over this Yeah, and I think a lot of people didn't didn't love it, okay, but that's okay

17:01Let me Let me just I'm just gonna share this so Let's go into the academy, okay? If you go into the classroom, it's gonna be right here. It's called your value proposition Yes, and it's month eight and month nine If you guys and I and I emphasize this over and over and over again inside the class If you go to like to to part one. It's got one two three four. It's five hours Okay, and then the next one is probably four hours Something like that. It's Not it's about the same. Okay, so it's there's ten there's ten classes in here But it tells you the specific things that you should be doing in order to create your value proposition and that's exactly what Jose is talking about when he says positioning Okay, teaching your prospects how to trust you Okay, and if you do that that is really a one-time thing. I remember

18:06I said all of this up at the beginning of my career and You know, it was it was a set it and forget it kind of thing But I mean obviously you go in and tweak every year at tweak a little bit But it's not hard to set up it takes up it takes time But it saves How much time would you say it's saving you though compared to what it took to set it up? Invisible I don't know I Would say I would say it's saving you at least six to ten hours on every listing Because because even the listing appointment you're saving time because they already come in ready to sign They just want to know what you charge how long is the contract and what are they gonna net? What's the best price that they can get that's the four things they want to know that's it? They don't want to know anything else And what you know what what's it gonna cost me you know part of that one of the four things is what's your fee and they and they really is less Resistance to your fee

19:07They're like okay, you know, I'm not gonna work with anybody else so whatever Yeah, so anyway, I really appreciate that Jose. Thank you Thank. Oh, thank you for that. That's gonna help a lot of people that are struggling right now. So yeah I asked the Holy Spirit for something good and we just got it all right It's it's it's always better Paul when it's not me Continuing to tell people what yeah, you know, it's it's it's well when you can see the success of others It's always better. So thank you. It works. Of course. Yeah And I like I like how guys Jose talked about this whole concept of he's doing He's doing his positioning To be loving to be kind because he knows that he is the best option for his clients But they don't know yet So it's a loving thing to do to set all of this up so that they cannot have the angst or the anguish or

20:08The struggle to try to figure it out. It's like just hire me. That's your solution Yeah, and that's not being cocky or arrogant You just know that you're gonna do a great job for them So why not make it easy for them to find you and connect with you. That's it So cool. 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 listing Absolutely free at success with listings dot com now You want to be sure that you subscribe to the podcast and check out success with listing dot com to get your copy of my free book Hey, I'll see you on the next one