Case Study: Member Corners Buyer’s Market with Smart Agents

This week I interviewed Sheri, who's been a member with us for over a year.

She's using the tools from Smart Agents in a way that I hadn't covered in an interview before.

We go over:

• How she used the Smart Agents books to position herself as a buyer expert.
• How she gets the books into potential buyer's hands.
• Why she is also getting referrals.
• She has got 15 listing from Smart Agents as well.

Highlights:

Full Audio:

Full Transcript:

Smart Agents: How long have you been a realtor?

Sheri: I’ve been a realtor for 18 years.

Smart Agents: Where are you located?

Sheri: North Carolina.

Smart Agents: How long have you been with Smart Agents?

Sheri: A year, February.

Smart Agents: What drove you to sign up with us?

Sheri: I liked the technique, the education. I originally started using this Facebook targeting. Then when the books were introduced, I moved over into the lead rental.

Smart Agents: How many listings have you got that were aided by any of the books?

Sheri: It just reinforces getting the listing as being the expert in my area.

Smart Agents: Yeah. How many times have they been involved in any listings that you’ve gotten?

Sheri: All of them. At least 90%.

Smart Agents: Can you put a number on it?

Sheri: 15? Yeah, 15.

Smart Agents: And how do you use them?

Sheri: I use them for first time home buyers. I use them as just gifts. I use them as an introduction, if someone is thinking about selling their home. I give that to them to help them prepare for their home to go on the market and what to expect.

Smart Agents: Can you give an example of how you used the First Time Home Buyer book and how you got the listing even before?

Sheri: Gosh, that was so long ago. I think I used a chamber mixer.

Smart Agents: Chamber … And did you give it to your prospective home buyer?

Sheri: Yes.

Smart Agents: How did you know that they were some sort of lead? Just by talking with them?

Sheri: Yeah, just by talking with them.

Smart Agents: And what was their reaction when you gave them the book?

Sheri: I think they were impressed.

Smart Agents: Did you get the listing then or did you get their business then?

Sheri: Yes, I earned their business a few months down the road.

Smart Agents: Did they reach out and contact you?

Sheri: Yes, they did and then they passed the book onto somebody else.

Smart Agents: Have you got … did you hear from the other person?

Sheri: Person was out of my area but it turned into a referral.

Smart Agents: Ah, awesome. How many referrals have you got from the books?

Sheri: Just one so far.

Smart Agents: Do you have any other specific antidotes of how you gotten the book into somebody’s hands and then gotten their business?

Sheri: Let’s see. I’ve walked up to for sale by owners and dropped it off. I use it … Once I leave, if I don’t speak with the home owner, I’ll do a follow up call just to make sure they received it. The for sale by owners are a little bit harder. I can’t say that, that’s then a source as of yet but that’s still in the works.

Smart Agents: What other books have you gotten, if any? Other varieties?

Sheri: I use … I really like the business card book, just because it’s pretty … lays everything out. I also like the guides like, “How To Sell Your Home”, the buyer books, “How Not To Make A Mistake Over Paying Too Much For Purchasing A Home”.

Smart Agents: And what do you have … What do you think the books really do to enforce yourself when you’re talking to a client?

Sheri: There’s nobody in my area that’s using them. When you hand somebody a book, they’re just like, “Wow!”. They’re really impressed. I like the “wow factor”.

Smart Agents: Do you have anything else that you want to impress upon?

Sheri: No, that’s good. I mean, I love

[inaudible 00:06:00]. I don’t want anyone else over here to know about them. I might keep it my secret.

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.

  Joe Nickelson is a real estate professional dedicated to helping home buyers and sellers achieve their dreams of owning property, and helping real estate agents stop using the sometimes-vicious tactics that weigh on their consciences. He believes that the Smart Agents books will, quite literally, change people’s lives for the better. Check out his full bio here!