Are you ready to become a top producing real estate agent? Today on the show we have Hoss Pratt- a successful realtor turned CEO. Hoss runs www.fuelleadssystems.com and coaches real estate agents on how to differentiate and better position themselves to reach the lifestyle they desire.
Never attending college, Hoss knew he had to work double as hard to make it…but that didn’t stop him. As a teenager, he knew the value of hard work and mentorship and quickly built a six figure lawn care business in his neighborhood. When he started in real estate, he took the same steps, hired a mentor, and closed 8 million transactions in his first year. If you want to learn how to become a better agent and dominate in your market, this is the episode for you.
Your Biggest Asset
It’s not Boomtown. It’s not TigerLead. It’s definitely not radio. It’s you- you are the surest and best investment you can ever make. The only thing you need to become the best is yourself. Here’s how to become the best:
- Get A Mentor: Mentors are a critical step in getting you to high levels fast. There is always someone who has done better than you- reach out to them and let them help you reach your success.
- Invest In Yourself: Take at least 10% of your income every year and invest it in yourself. With constant improvements, its going to be hard not to succeed when you are surrounded by great mentors.
- Become Valuable: The reason majority of agents struggle is not because they are bad at sales, its because they fail to grab the attention of leads. If you are an average agent, by virtue that means that you have nothing out of the ordinary to offer a buyer or seller. Become valuable, set yourself apart and watch your business change.
How To Stand Out
Agents have a problem following up on leads because they run out of material after the second call. Scared of nagging, they move onto another lead and lose the deal. If you want more sales, you don’t need more leads, you need more conversions.
- Provide A Strong Why: What is it about you that makes you different from the other 10 agents soliciting me? Stand out by telling people why you are different and why they should only meet with you. The goal of any piece of your business should be to facilitate a fast response from your marketing efforts.
- Build Systems: Have an effective system you can depend on that will generate majority of your sales. For marketing, have a follow-up system that provides rich, unique content to prospects for a minimum of 60 days. Then test and edit your systems.
- Niche Down: Don’t be the jack of all trades. Focus on a market and work in that area until you master it. With practice and systems, you will succeed and become the go-to agent for that niche. By focusing solely on FISBOs, Hoss closed 30 transactions in his first month.
Unique Selling Propositions
The key to consistently winning contracts is to give leads something other agents don’t have. Hoss specializes in helping average agents create unique value propositions that bring tons of value to clients. Here are a few for you to consider:
- Become An Authority: A great way to stand out from your competition is simply to become an ‘authority’ in your niche. You can do this by creating cheap digital books on your niche that you can either write yourself or get made on freelance services like elance.com, fiverr.com, etc.. Hoss’ company, Fuel Lead Systems, does this for you as part of their service.
- Guarantees: If you are a fan of the show, you’ve noticed that a few of the top agents on the show use guarantees as a major way to get leads. Guarantees work because you address the clients fears and remove any and all objections from the transaction. You assure them they have nothing to lose. Some guarantees we have heard is, “I will sell your home in X days or I will pay your mortgage it/buy it.”
- Have A Plan: Some people think that selling a home comes down to luck. Not surprisingly, those agents also don’t seem to do very well in this business. Successful agents know that selling a house is a science, and you have to have the proper plan in place to do so. Make sure you have a detailed listing and marketing plan that will sell a house in a certain amount of time. This will show your leads you have exactly what it takes to sell a home in your market.
- Certified Pre-Owned Home: Certifying your listing as pre-owned removes any concerns to future buyers, thus removing any negotiation costs in the future and setting the home apart from other listings in the area. The process usually includes the seller getting a home warrantee, performing a home inspection and fixing any concerns on the property. It may seem tedious, but it is definitely worth it.
Fuel Lead Systems
Want to be in the top 5% of agents that generate 95% of the business in your market? Here’s what Fuel Lead Systems can do for you:
Fuel Lead Systems is a full service CRM that automates your follow up and marketing database. Fuel works to make you the best agent in your market by send e-mails, creating postcards, automatically sending SMS, and helping you with your digital marketing to build interest when it finally comes time to place the call. In addition, Fuel also has extra features to maintain your database, make you and authority and improve your conversions. For a full list of features, visit www.fuelleadsystems.com.
Golden Nuggets
- You make up in numbers what you lack in skills
- You need a minimum of 60 days of communication to close a lead
- 80% of sales happen on the 5th-12th contact but only less than 10% of agents make more than 3 contacts
Books For Agents
Think And Grow Rich by Napoleon Hill
The Miracle Morning by Hal Elrod
Blackbelt Of The Mind by Dr. Fred Grosse
Get a free copy of any one of these books with our link www.audibletrial.com/superagentslive
Get In Touch With Hoss
Call him at:214 919 5321
E-mail him at: hoss@hosspratt.com
Visit: hosspratt.com for information on coaching
Attend: rechargelive2014.com coming to dallas Oct 22-24, 2014 to learn principles and systems that will separate them from anybody else
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