This week I spoke with Tim for the third time.
Last time we checked in on him, he was consistently getting listings with his books. The week before I talked to him was crazy for him.
He signed five listings in a span of four days. He’s also won over 25 listings in 2017 with the books.
This is particularly noteworthy because he has one of the biggest (if not the biggest) orders of books of any of our members.
Here is what we went over:
- This is my third interview with Tim.
- He ordered 1,300 books and it was well worth it.
- This week he has 4 listings through five days.
- He just gets them delivered to neighborhoods in masses.
- When the owner calls he doesn’t need to meet him, they just ask for the listing.
Tim: Yeah, been crazy. So of the five deals, three of them were from walking a neighborhood, so I have a company that sends out postcards, or hand delivers door hangers, asking people if they want an estimate of value on their place. And whenever someone requests information, I always send a book.
That’s just … it’s an automatic, and that’s why when I first ordered books, I think I did 1,300 books, and I did that with the understanding that I’m gonna send a lot of them out. It’s an investment that if I have a bunch of books sitting here, I’m not gonna be chintzy with them.
I’m gonna blanket the area. I’m gonna send them out to anyone that shows any interest in selling real estate.
And of those three that contacted me, every one of them listed their house with me, and I didn’t have to go through a listing presentation. They literally just called me and said, “Come list my house,” which I like.
Smart Agents: Yeah, that’s awesome.
The fourth one was from an open house, and I had met them probably four months or five months earlier.
I had my book at the open house. I gave them a copy of it, and they kept it, and then contacted me five months later and said, “We’re ready to sell our house.”
Smart Agents: What other ..
Tim: The fifth one was someone in my database, and I just finished going through my entire sphere of influence and sending books out to everybody.
Smart Agents: And what did they say?
Tim: “Come list my house.” Literally, that’s what I get nowadays. They don’t want a presentation. It’s just, “Tim, got your book. We’re ready to sell. Come list it.”
Smart Agents: That’s amazing. That’s good. Sounds like …
Tim: Yeah. I don’t get arguments about commission. I literally put down 6%, and they don’t argue. It’s like, “All right, he’s worth it.”
One of the best methods we use at Smart Agents to separate yourself is books. Books have a huge perceived value. They don’t get thrown away.
They can get tucked away somewhere, but most people aren’t going to toss them in the trash. They’re worth something, and they’re worth something to the author’s name.
Do this and you will position yourself as the authority in your market. When you give away your book, it will separate you from your competition. That’s how a smart agent thinks!
Want to get a free sample of the book that will get you more listings? Click the link below.