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Need more seller leads right now? Hear the latest insights on what the top 1% of real estate agents in the USA are doing to win more listing appointments. Hosted by WSJ Top 100 Listing Agent Chris Watters and Vyral Marketing CEO Frank Klesitz. We ask in-depth questions to help you improve your listing marketing and sales strategy so more homeowners call you to sell their home. The scope of our show is very narrow - we talk about taking profitable listings (that's it!). We now include the full transcript for every show so it's easy to read, too. Subscribe at www.thelistingleadshow.com today!
Episodes
Friday Jan 28, 2022
Friday Jan 28, 2022
Steven Gendel sells 40 units a year in Livingston, New Jersey, with a volume of $30 million. He’s spending money on high-end predictive seller data to determine where to focus his marketing efforts. With 10 years in the high-tech and AI space, Steven has a keen interest in data and how it can be leveraged in real estate today. His listing lead generation strategy is about focus, simplicity, and clarity.
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Steven believes agents need to change their mindset from mass marketers on a mass scale to micro marketers on a mass scale, and using the data we have at our fingertips is a huge component of this. We can build a large business and make a lot of money by keeping it simple. In this episode, he shares how predictive data helps him cut through his database to reach sellers.
1. Working his warm database to find likely sellers - Steven’s top listing lead source is his database backed by predictive seller data. Every six months, he uploads his database of 3,200 contacts into Likely.AI’s database refresh, which produces a ranked list of who is most likely to move in the next nine months, based on life events and purchase behavior. Armed with this information, Steven can focus on working the people with the highest scores and nurturing everyone else.
Likely.AI scores the database from 99% in the next nine months down to 52%. The people at the top of the list are the ones Steven will call. This time around, the 15 contacts that were at the top of his list turned into four listings. You need a way to get sellers, but you don’t want to have to sift through your entire database. Using Likely.AI, you can narrow down who wants to sell right now and who you need to be reaching out to.
2. Nurturing the sellers scoring 75% or less - Since Likely.AI provides a ranking of who is most likely to sell, there are going to be sellers who aren’t necessarily thinking of making a move immediately but will in the future. For these people, Steven has a system to nurture those leads and stay in touch with them through direct mail. Anyone who scores 75% or less is going to be on this nurture list.
3. Unknown Likely.AI seller leads - Steven also leverages Likely.AI’s unknown seller leads in his county, targeting specific areas and ZIP codes. This produces a list of 400 to 800 people every month. In addition, Steven does a five-touch direct mail campaign using Yellow Letters Complete, mailing one letter and taking a 10-day break.
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