- You become the one that everyone else
gets pissed off about, because you're disrupting everything.
(upbeat dance music)
- Welcome to the Tom Ferry Show,
I am not Tom Ferry, I am Shaun Paarman,
a video producer here at Tom Ferry.
If you remember back to episode 202,
Tom shared with you three strategies
for how you can better position yourself in this new market.
Well today, I wanted to bring to you
three more strategies that Tom shares,
for you can help stand out and better position yourself
in the changing market for 2019 and 2020.
So take a look, take some notes,
and start implementing them today.
Enjoy.
- So let's get to work.
Not being motivational in any way, shape, or form,
how many of you are well planned, your strategy's in place,
you know the tactics that you have to do
to guarantee 2019, your best year ever?
Who would like a dramatic increase in people emailing,
texting, calling, referring, sending you business,
and saying "we've done our research, we've chosen you,
"come on over, bring a couple of contracts,
"'cause I've got three houses I wanna sell."
Who wants way more of those?
(audience cheering) 'Kay.
I know why you're currently not getting it.
And I'm just letting you know right now,
saying you're number one and you have a lot of reviews
is great in a 2018 environment, in a 2020 environment
it will simply will not be enough.
Do you hear what I'm saying?
You can remember things you did in the past
that set you apart, those things have to shift again,
and I'm gonna walk you through
and give you detailed examples and a framework
for you to start thinking about how you're going
to position yourself, and then market yourself.
So you can be the one that has all the traffic,
you can be the one that is the voice,
you can be the one that gets a bigger piece of the pie
in your area, you become the one that everyone else
gets pissed off about, because you're disrupting everything.
Number four, say it out loud.
- [Audience] Tell the truth about moving.
- 'Kay, is there anybody besides me,
that has moved five times in the last four years?
Five moves, in four years.
Tell the truth about moving.
Moving sucks.
Have you been writing offers over and over again
and getting beat out over and over again?
We're not .com we're the mafia, hey hey hey,
we'll buy it for ya, cash, ya owe us there.
Then we'll take your house, and we'll sell that, cash.
Now we got ya! (audience laughing)
I mean it really is a mafia strategy,
right or wrong guys?
If you don't understand the mafia,
like, they'll give you the money,
I'll give you the money any time.
But now, another company's doing this,
we will buy the house for you, and pay cash
and allow you to move in, and then we will fix up
your property that you currently live in,
and when we sell it, we'll split the margin with you.
That's becoming an attractive offer, right or wrong?
- [Woman] Yeah.
- Am I trying to scare you, or am I trying
to get you ahead of the curve?
- [Audience] Ahead of the curve.
- Ahead of the curve.
Last two, offer more services for the same fee.
Offer more services for the same fee.
Think about, selling a home sucks, right?
What do you, hey guys, when you're at the kitchen table,
and you're going up against someone else who's really good,
what is your, but wait, I have more,
I also do, (imitates bell ringing).
And it gets 'em every time.
Maybe you say, I've got a professional stager who da da da.
I have this super cool photographer,
who's gonna come in and video ba ba ba ba ba.
All the shit you say that separates you
at the kitchen table, why isn't that in your marketing?
Why isn't that in your positioning?
Why aren't you selling?
The average agent does three things,
they put it inside the MLS, which automatically
puts it on the websites, they average three photos,
and then they do an open house.
We do, stack the cool, balalalalala
and can you believe this?
We do it all for the same fee everybody else charges.
Don't say the amount.
We do it for the same fee everybody else charges, right?
Stack the cool, offer more for the same fee.
Does that make sense?
You guys got it?
Last one, create a buzz worthy story, right?
Create a story brand.
Now heads up, in our world today,
if you create buzz,
is there a pretty good chance someone's not gonna like it?
- [Man] Yes.
- I did a video on YouTube from three years ago
on the summit called, There are Three Things
you Should do With Your Money.
Here's what poor people do,
here's what people with some money do,
and here's what the wealthiest people do.
It has like six million views on my YouTube channel,
and 25% of the comments are from eggshells,
as in no-face, no identity, no name,
that say "this guy's full of shit,
"I'd never follow that strategy, this is totally dumb".
And I used to just go on there and say,
I'll send you my balance sheet if you send me yours,
I'd really like to know your strategy.
Which is how you go online and do this.
(audience laughing)
Right?
And then my wife said to me, "baby,
"just go meditate, chill out."
And then I had to remind myself when you're buzz worthy,
you're probably, could be slightly controversial.
If you ruffle some feathers, good.
Good.
Because, I'm gonna give you guys a little hint,
Remax ruffled feathers, Zillow's story with reviews.
Do you remember like seven, eight years ago?
I'm like, you should put reviews on Zillow,
people are like, Zillow's the devil! (barking gibberish)
Or worse, I would get this,
"well what if somebody writes a shitty review?"
I'm like, maybe you should stop doing a shitty job.
And that, of course that got me a lot of love.
And I'm not gonna tell you all the brands,
but you know I can go through just about every brand
in all of real estate and mortgage right now,
and they are all struggling with one thing,
and I happen to coach, it's really funny today,
now 30 years in, a whole bunch of my friends
are now running all the biggest companies in the country,
and it's super fun 'cause I'm coaching a few of them,
and I'm indirectly coaching a few of them,
and guess what they're all trying to figure out?
How in the world do we tell our story better?
- Thank you so much for watching.
It was a little short episode for you today,
but I hope it brought you some value.
Now, if you haven't been keeping up to date
on the Tom Ferry Show episodes,
be sure to check those out here.
And also, be sure to subscribe to our channel,
it's the best way to stay up to date and informed
on the new valuable content that we put out each week.
So thanks again for watching, and as Tom always says,
your strategy matters, and your passion rules.
See you next week.