How to find off market properties (and making that your unique selling proposition) 

Why would a buyer want to use you as the realtor? 

As a realtor, it’s important to know the answer to this question. You need to know what makes you special, unique, and different than everybody else.

A lot of realtors have kind of the same answer. It’s a whole lot of I’m fair. I’m honest. I work really hard. I have the best customer service. The issue is that these can apply to ANYONE. Pick a reasonably successful realtor. This probably applies to them.

But this isn’t good enough for you. No. You want to stand out. You need a truly unique selling proposition. Well, lucky for you, in this post I’m going to share our unique selling proposition at the Gluch Group. And, even better, I’m going to walk you through it so you can start using the very same method to land more great leads and help even more people as their realtor.

John, why are you so special? What’s your answer?

Well, I’m gonna walk you through it so you can implement a similar system for yourself right away. 

Here’s our answer: We have houses that nobody else has. Take a look at our secret seller map. We have access to hundreds of properties that are off market that are not available on MLS. You can’t find them on Zillow. They’re not available anywhere else except for our clients. Would that be helpful if we could get you access to those properties ahead of all the other buyers?

That’s it! With it we get a ton of yeses. I mean, who doesn’t want access to houses other people don’t have, especially in this crazy market.

Follow up from there

The next follow up is then: So, tell me a little bit about what you’re looking for and let me compare it to our list of off market homes and we’ll see if any of those might be a fit for you. 

This is a very compelling story. It’s something that we even use on Zillow leads. Sometimes they’ll request to speak with the listing agent and in that scenario we’ll say something like I’m happy to get you the listing agents information but while I have you. While we’re not connected to the listing agent, we do have this off-market list of homes that the other agents are not going to have. They’re not online anywhere else. Would you like to tell me what you’re looking for to see if any of those might be a fit?

And see now you’re having a conversation. It’s not about the house they reached out about, but it’s about all these other houses that are behind this secret door, and that really is quite enticing.

How do I find these “secret properties” to offer my buyers?

The first is to talk to any old leads you have. 

Talk to any old leads who told you they wanted to sell at some point. Keep track of them and build a database.

The second is to search for properties that home flippers bought and haven’t sold yet.

Figure out who the big players are in your market, whether it’s Opendoor, OfferPad, or some big flipper in town. Look them up and see what properties they recently bought. You can also do this with your tax system and find those properties they’ve purchased and have not yet unloaded.

The third is to look on MLS for canceled or expired listings that never got relisted.

The fourth, and one of my absolute favorites is using Raven

Raven is a relatively new search site, and with it we can share office exclusive properties that don’t have to be listed on MLS. And what’s great is that if you’re at eXp, or another big brokerage, you can see everyone’s listings. This is a huge unique selling point that not everyone else has, especially if you’re with eXp since they have people all across the country whose listings you’ll be able to access. So, get on a great team, use Raven, and share the wealth. The more people who use it, the better it gets. And if you sign up, be sure to put my name down and it’ll automatically give you an upgrade.

As always, if you have any questions about this or anything else real estate feel free to give me a call at (480) 329-4995 or reach out at john@gluchgroup.com. I’m happy to share the knowledge!

So, remember…

The first meeting is all about getting the second meeting. Give them a rough quote to build the expectation. Schedule the second meeting. Follow up, then follow through. 

If you have any questions about this at all feel free to give me a call at (480) 329-4995 or reach out at john@gluchgroup.com. I’m always happy to share the knowledge!

Posted by Matt Ferguson on
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