Guerilla Training Blog by Matt Jones

The New Ultimate Listing Presentation (Part 7)

Imagine what it would be like to be the top listing agent in your market. What if you got to the office and did nothing but talk to sellers and negotiate sales?  What if you actually listed two or three homes every week, without fail? I know it sounds like a lot of listings, and it is, but think of the freedom you’d have!  And if only half of those listings were to sell, (which, by the way, is the national average) you would close over 50 transactions this year ... Read More »

Add an Admin Fee!

This is one idea that will create a lot of hot tempers on both sides of the issue.  As the guy that invented the 8% listing presentation, and that believes in agents making a good living, you might find my position on this interesting, and maybe different from what you might expect. I’m in favor of agents doing a great job, and I’m also in favor of us getting paid well — in other words paid commensurate to that great job.  Frankly, some agents today aren’t worth paying a dime, ... Read More »

Supply and Demand

In the last chapter, we compared the traditional, or Price approach with the Traffic approach.  We contrasted the two listing approaches as well as their different results.  Now let’s take a little closer look at my Traffic approach.  Up until now, I’ve shown you how it works, but I realize that because it’s so different from the traditional approach we’ve all learned and used for years, you still might be reluctant to give it a try. Instead, you’re no doubt having thoughts like, “Maybe it works in your market, but ... Read More »

The Science of Online Marketing (Part 7)

First I’d like to commend you for sticking with me through the previous six installments.  We’ve covered a lot of ground, and hopefully you’ve been able to take something of value away from each article.  Now we finally come to the end.  We’ve discussed lots of topics, from technology to advertising.  From theory to practical application.  Now it’s time to help you assemble your own online marketing plan and what specific steps you need to take to put your newly formed strategy into action.  So let’s get started. Before jumping ... Read More »

Advertising Made Easy (Mastermind Call)

The following video is the live audio from a recorded training call held on October 27, 2011.  In it I am teaching our LCM Success Team on the subject of Advertising, beginning with determining your budget per lead, calculating your cost per lead, and finally evaluating various advertising ideas. Listen in and take the guess work out of your advertising expenditures. After you’ve had an opportunity to listen to the training call, I also recommend that you check out the following additional articles for your review on the same ... Read More »

Federal Judge Ponders Legitimacy of RE/MAX Trademarks!

Real estate giant, RE/MAX is in jeopardy of losing two of their trademarks as a result of bully tactics that have backfired on them.  I’ll bet they didn’t see that coming! Many of you have been following the real-life David and Goliath story of RE/MAX attacking me and my company for allegedly infringing on their trademark.  How did I supposedly infringe on their mark?  By using the colors red-over-white-over-blue in my yard sign design. This saga has been ongoing since 2010, but in case you’re just now hearing about it ... Read More »

Advertising by the Numbers

As someone who spends a large part of my life training agents to succeed in this new age of real estate, I’m often amazed at the general lack of understanding on the topic of advertising in our industry.  I’m not talking about understanding the nuances of Madison Avenue or even being a student of David Ogilvy, Al Ries, or Jack Trout (some of the giants in the advertising industry).  I’m simply talking about having a good working understanding of the fundamentals of advertising, since as working agents, advertising is our ... Read More »

Hey Eeyore! (Part 5): A Brand New Practice In Only Three Days

I want you to imagine getting up this morning knowing that you are three days from a completely new real estate practice.  Three days until you can tell the asset manager on that short sale you are working on to go jump in a lake.  Three days and you won’t have to spend hours on the phone to past clients and friends trying to drum up the next transaction. Soon there will be no more loitering around stores, and other public places looking for business.  No more walking neighborhoods handing ... Read More »

Guerrilla Marketing for Real Estate

In spite of all the optimism we hear from NAR, based on my interaction with agents today, I think that the reality for many of us in the real estate business is that we are in a very tough time.  Money is tighter than ever and we need to get twelve to fifteen cents out of every dime we spend.  That’s certainly my reality.  Maybe it’s yours. I thought it might be helpful to share a simple way to cut your costs and maybe stretch that money just a little ... Read More »

Oh No! The Sky is Falling!

“Goosey Lucy said that Ducky Lucky said that Henny Penny said the sky is falling.” From reading and listening to the media you can’t help but think of Chicken Little. Okay, well I’ve finally heard enough! I’m so weary of hearing one person after another bemoan the sad state of real estate today that I’m about ready to scream! Every time it’s told it gets worse! “The end of real estate is near.” “The mortgage industry is doomed.” “Give up and get out now while you still can.” “The lead ... Read More »

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