Recording to the cloud and keeping it in our knowledge base. And let me know when you're ready. Yep. Hold on one second. It's moving one slide. I just realized it was out of place. Totally fine. Don't worry. They have they're they are used to us that come in at the o three mark. Realtor time. Yeah. Okay. I'm ready. Oh, do you have do we have time at the end? Did you want me to, or is it okay for me to play the retreat promo video at the end? Absolutely. Of course. Yeah. Alright. We're giving them a an a discount, LPT one fifty off discount. Yes. We've been putting it in our newsletter, so most of them have probably seen it. So you can refer to what they've seen in the newsletter. We've had it in our newsletter for a while since your, time at Grand Prix. Okay. I'm gonna start it. So you can ask everybody where they're from or do whatever you do, Jeff Glover, because you're amazing, and we really appreciate you. Thank you so much. You bet. And then, I'll just be able to screen share, audio and video. Yes? Yes. Cool. Because you are going to be the host because I'm gonna leave you to it. Cool. That sounds good. Go get some work done. Yeah. Well, I I like watching you, but I'm gonna watch you on the replay. Yeah. I'm gonna have a good one. Yeah. You know everything. See you soon, Jeff. Thank you for being here. We we think you're amazing, and we really appreciate you. I'm excited. Thank you. Alright. Welcome, everyone. I'm super excited to be joining you. I know you guys have had a fun filled day here at the Ascend Spring Success Marathon. I'm excited to be talking today, and thank you for the opportunity to the leaders at LPT. I have to say this is now the second time I've had a chance to spend some time with the leaders in your organization, and, I have to tell you, you guys are in great hands with this group. I think it's, awesome when I get the opportunity to spend time with leaders who are, very open minded to, you know, different concepts and ideas of things that are gonna help their agents succeed. And that's not something that you find every day. A lot of organizations, they almost wanna kinda hide, their agents from the latest and greatest techniques. And I can tell you not the latest or not the leaders at LPT. Your leadership team has went out and got some of the best. I saw some of the others that you guys are hearing from, and and you guys are in good hands with this group. I can promise you that. Yes. I agree with that, Tracy. Alright. So let's go ahead and jump in. We're talking using marketing at a high level. Specifically, we're gonna talk a little bit about print marketing. We're gonna talk about social media marketing. We're gonna talk everything marketing today. For those that are not familiar, my name is Jeff Glover. I'm from Detroit, Michigan. I've been listing and selling real estate now, believe it or not, for twenty two years. Alright? Now it's so awesome to see you all joining us, in the chat. Let us know where you're joining us from. Drop in the chat where you're located. I'd love to see all the cities and states and provinces that are joining us today. So let us see where you're joining us from. Alright. A lot of Florida, some Florida in the house. I actually I just finished up a half day session here in Tampa. I'm in my hotel room in Tampa still, and I'm heading to, Miami tomorrow to do another session. Awesome. Phoenix is in the house. There we go. Alright. Orlando, Wisconsin, Austin, Texas. There we go. Alright. San Diego. Thank you for joining us on the West Coast. So awesome to have all of you guys with us today. And Las Vegas, Maryland. Perfect. I know. Yes. Okay. So we're gonna jump in. Thank you, guys. I love seeing everyone joining us from all over the US and Canada. And, if you're not familiar with who I am, I've been listening and selling real estate now for twenty two years. I will tell you probably, the biggest difference between myself and maybe most, that are out there today that are that are doing what I do in terms of training is I'm in it with you. I know exactly Twin Cities. Welcome, Minnesota. Sorry about your Vikings line die hard Lions fan here. Sorry about that. I'm in it with you. Twenty two years listing and selling, but here's what surprises most people. The last decade, the last ten years, I've been averaging over one hundred transactions a year myself personally. That does not include what our team does. Our team did nine hundred and eighty two units last year with thirty two salespeople. I emphasize thirty two salespeople because today, I know, you know, there's mega teams of hundreds of agents doing numbers like that. We have thirty two salespeople doing nine hundred and eighty two transactions. Our goal this year is twelve fifty, with about that same group, thirty four, thirty five full time salespeople. Anyways, so that's not why we're here. We're here because I wanna get into some meat and potatoes of what we're doing, specifically on the listing side, and specifically what we're doing to generate more listings on the listing side. So, in a moment, I'm gonna get through first things first. I wanna share with you guys some free resources for you to take advantage of. I'm gonna pull up some slides, and we're gonna walk through those. But my hope is by the time we're done, we've got one hour together. My hope is that you will have at least something that you can take and implement into your business right away. Very tactical, my approach. I hope you can appreciate that. And, I'm gonna share as many tactics as I can, within the next, fifty two minutes or so that we have together. So give me just a second while I pull up my screen share, and should have that in front of me here. Let me do a slideshow. Okay. Everyone can see my screen. Give me a thumbs up if you can see my screen. You should be able to. And let's go. So first things first, I wanna make sure I get some free there we go. Awesome. Thank you, guys. I wanna get you guys some free resources. So, if you're currently receiving my daily message, could you mention down in the chat if you're getting the daily message, currently receiving the daily message, you know, give me a thumbs up or throw it in the chat if you're getting the daily message, which don't worry today is coming. See, what happens is for those of you that get the daily message, once tour starts, my travel schedule is crazy because I'm still in production with you. So people are like, Jeff, you know, the daily message came out at four o'clock today. What the heck's going on? Well, you have to understand when I'm done speaking in the morning, I get on the phone and I start making price reduction calls or I start negotiating deals. So trust me, every single day it goes out. It just goes out in a little bit of a different time. Anyways, for those that have no idea what I'm talking about, every Monday, every Tuesday, every Wednesday, every Thursday, every Friday, I'm writing a message that's specifically designed to help you list in some more real estate. Sometimes it's, hey. I went on an appointment last night. Here's what the seller said to me, and here's how I responded. Other times, it's we made this adjustment in our social media strategy, and now we're receiving listing leads. Sometimes it's, you know, sometimes it's leadership based. Anyways, every day, I write a message that's specifically related to helping you list and sell more homes. We actually have a lot of team owners and a lot of team leaders that use it as part of their training, as part of their, sales meeting, training topics. Here's how you get you get your hands on it because I'm gonna gift it to you for free. Okay? So take out your cell phones and open up your text message. I'm gonna give you free access to it. It's every day. It's Monday through Friday. If you're wondering, Jeff, are you gonna spam me through this? No. We don't use this for spam. I'm sure we spam you in other ways if you've gotten our spam emails before. No. This is a daily message Monday through Friday that I write every day to help you listen to some more homes. Take out your cell phones and open up your text message. I'm gonna show you how to get access to it. You're gonna text the word morning. I'll do it with you. You're gonna text the word morning to five five four four four. Text the word morning five five four four four. I know it's only five digits, but it works. K. Text the word morning to five five four four four. Hit send. And within ten, twenty seconds, something like that, it's gonna spit back a question asking your first name, your last name, your email, and just like that, you're signed up. Alright? So take advantage of that. You're texting the word morning to five five four four four. It's free daily message Monday through Friday. Okay. That's number one. Number two, I wanna give you access to my exact business plan. You see it up on the screen there? That's the exact business plan that I'm using in my business. Take advantage of that. There's actually a ninety minute instructional video that goes along with it. So use that. Do what you need with that. Take advantage of that. That's what it's there for. Alright? Second the third thing I wanted to mention is our YouTube channel. We're probably putting more content on our YouTube channel than we ever have before. Probably more content in the last six months than we put in the last five years. You guys have given us feedback that, hey. We want more videos from Jeff. We want more instructional videos. We want more people using the GloverU system, which, by the way, for those that are not that are not familiar, Glover U is a broker agnostic training and coaching organization. A lot of people tell us we're the fastest growing in the country based on agent count, coming to our events and, of course, client count. And so, anyways, we're putting out some awesome content for you to use in your business because why? Because I'm in the trenches with you. I was starting to say a lot of people don't realize this, but aside from being licensed for twenty two years, I'm still personally averaging a hundred transactions a year myself. People are like, how do you do that with all this travel, Jeff? Well, first of all, I'm in the middle of tour season, so I'm doing thirty five cities now and thirty five cities in the fall. But when it's not tour season, I'm in production every single day just like you are. Even when it is tour season, this Saturday, I'll probably have three or four listing appointments to go on when I get back to the office this weekend. Anyways, take advantage of that YouTube channel. All the videos are free. It's free to subscribe. Last but not least, I'm not gonna pitch you on any coaching today. That's not my gig, you know, while we we coach, you know, thousands of agents across the country. Meaning, today, I'm not gonna use that time to pitch you on coaching. But if you're curious, you can scan that, and that'll take you to a free twenty five minute set, session for that. Alright? Okay. There's the free resources. Take advantage of them. Now let's jump into the content. You're here because we wanna take more listings, specifically using marketing tools. And there's two types of marketing tools that we're gonna talk about today. We're gonna talk about physical marketing tools, but we're also gonna talk about virtual marketing tools, which includes social media. Alright? So let's dive in. First things first. When I think about just to give you an idea right now, we're personally taking seventy five listings on a bad month to a hundred listings on a good month. Thirty two producers, seventy five to a hundred listings. And one of the biggest things that I know stands out to sellers in our market is we have the best materials. And listen, you guys at LPT, you guys have literally the best materials. Take advantage of them. Alright? The listing power tools, you guys have been you you know, I'm I'm preaching to the choir here. You guys already know this, but you have to understand. And I want you to write this down. Today's consumer has an impression of your ability to market their home. Today's consumer has an impression of your ability to market your home based on your physical marketing materials. So when they get your package in the mail, when they get it at their front door, when they get it at the listing table, they're you're leaving with them an impression of not necessarily your ability to market their home, but your ability to market yourself. And if you give them an impression that you can market yourself, what you're leaving them with is an understanding that you can market their home. So this isn't just about having pretty marketing material, but this is also about I want you to have material that matches your clientele. For instance, we have six different types of listing presentation material. Six, Jeff? Why do you have six? Well, we have luxury. We have average. We have entry level. We have commercial. We have condo. We have different marketing material to match our clientele. Like, for instance, k. Obviously, this this would be luxury, especially, I'm from Detroit. Okay? That's like an oxymoron. Alright? But, yes, there are some houses in Detroit that look like this. They happen to be on lakes usually. Anyways but our our luxury material carries a different look than our, what I would consider, average material. So see the difference? This is the material that I'm taking on an appointment that's three hundred fifty thousand. And one of the things that I wanna point out specifically with this material versus, say, this material, even though this has it too, is I wanna make sure that your listing material has specifically sellers wanna know they're savvy today. Specifically, what are you going to do to sell their home? What are you specifically going to do to sell their home? And when's the last time you updated it? I'm coaching a great, couple of agents out of Atlanta, and they handle a lot of high end real estate. And they asked me to review their pre appointment package, and so I did. And part of that conversation was, Jeff, what do you think? You know, we're we're you know, they're hyper I mean, they do, like, forty, fifty million between the two of them. Jeff, what do you think about our pre appointment package? I said, well, I think it looks great. I think it looks beautiful. And I also said the only thing that's missing is what specifically you're gonna do to sell my home. If I get this in the mail and it doesn't tell me because everything about them, everything about their company, it looked good, but they didn't tell me specifically what they were gonna do to sell my home. So make sure you see there take the the proactive approach, the best marketing. Seventeen, thirteen, eighteen, twenty five. I don't care what it is. What are you specifically going to do to sell my home? When you take it a step further, I wanna know specifically how you're gonna sell my home on social media. Do you know that I go on appointments today and we coach agents to do the same thing? Because part of our pre appointment routine is to ask the sellers who else they're meeting with. Alright? We have a list of of questions in our prequalifying script. If you're not familiar with our scripts, you can get those in the app. Alright? For those of you that didn't download the daily message, if you didn't text the word morning to five five four four four, you can go download the app, the Glover U app. You can find that in your app store, and that has all of our scripts. Alright? You can use them. Well, one of the scripts in there is a prequalifying script. And the prequalifying script is a series of questions that I ask every seller before I go on their appointment. And part of that process is to make sure that I know that they're not upside down, make sure they're motivated, ask questions about why they're moving. You know, I get into rapport with that. Well, part of that script and part of that that step is to ask them who else they're meeting with. Because when I go on appointments today, I will research the other agents that they're meeting with on social media. And I will put our social media and the other agents social media side by side with ours. Well, Jeff, how do you do that? Well, well, it's the script sounds like this. Alright? So you just just write this down or paraphrase it. So especially if you know you've got your social media dialed in, which after today you will. I'm gonna help you get your social media dialed in. Okay? So when I go on appointments today, I I'll ask them this question. So mister and missus Seller, is it important to you to work with an agent that's active on social media? Oh, yeah. Yeah, Jeff. That's I mean, we know that that's important today. You know, you've gotta be on social media. So it it's important you were to work with an agent that is frequently posting and doing a lot with social media. Correct? Yep. That's what we want. Perfect. And by the way, I've never had a seller say no to that. I've had one say, well, I don't know. Do a lot of people search social media? Okay. And then I had to kinda convince them that, okay. Well, let me ask you a question. How often are you? And so, oh, I'm on Facebook all the time. Okay. Bottom line is whether you're searching social media for real estate or not was not the question. Are you going on social media? And do you want an agent who's active on social media? That's the question, and the answer is gonna be yes to that. So from there, I will say, okay. I went ahead and researched the other agents that you're considering, and I'll let's just say it's one agent in this case, or even if it's two, you can do it with both agents. And I wanna share with you my findings. That's okay. So I'll say take out your cell phone. Do you have Instagram or Facebook? And they'll say, both. Okay. We'll do this. If you have both by the way, you'll be surprised at how many people say both. I'll be on appointments, you know, with an older crowd sometimes. They're like, oh, I'm on Instagram. Oh, oh, she's on TikTok all the time. What? How do you have TikTok? Anyways, you'll be surprised at some of the people, what they have, what they use. Anyways, Jose, you have Instagram? Yep. Perfect. Good. Now I want you to search this handle, and I'll give the handle of the agent that they're considering, the other agent they're considering, and I'll pull up mine or I'll pull up, eight five five Jeff sells, which is my handle on mine. And I will say, let's do a side by side comparison. And I will scroll. By the way, that's my business handle. My personal handle is at realtor Jeff Glover for anyone that wants to follow me, tag me, whatever. I'll always share your stuff. Alright. It's at realtor Jeff Glover. So I'm I've got mine side by side, eight five five Jeff sells, which is my business one, and I've got the, other agents side by side, and I'm just scrolling. So if you can pretend we're at the kitchen table, both phones are side by side, and I'm just scrolling. And I'll say, what do you notice? I'll stop and I'll say, what do you notice? And they'll say, well, Jeff, it seems like you're posting a lot more videos. Seems like you're getting a lot more listings sold. Okay. Well, that's a great observation. Thank you for noticing. And then I'll scroll just for a few more seconds. So I won't scroll for more than, like, ten seconds. I'll scroll for just a few more seconds. K. Both, you know, both fingers on both phones simultaneously. And I'll stop, and I'll say, now I wanna show you something, mister and miss Seller. I'm just gonna click on a random photo on on mine, and I'll click on the photo. And I'll say, can you see the date down there on that one? Oh, yeah. That looks like it was April fifth. Okay. Now mind you, I've been scrolling for, like, ten seconds. So April fifth wasn't that long ago. Okay? And then let's take a look over here. Same amount of time I've been scrolling both phones. Click. You see the date on that one? October of last year. Mhmm. So you can see there might be some value in working with an agent who's active on social media. Oh, yeah, Jeff. Thank you for pointing that out. Had you not done that, we may not have ever known that. Alright? So the lesson here is, number one, obviously, make sure you're more active on social media than your competitors, which I'm gonna teach you some ways to do that. But number two, make sure when you have an opportunity to show off what you're doing on social media, you're using it as a tool on your listing appointment. You're promoting sell sellers the last thing I wanna say about promotional marketing here as it relates to social media, sellers today are savvy. They wanna know specifically what you're gonna do to sell their home on social media. They don't wanna hear things like, oh, yeah. You know, we got you covered on social media. Don't worry. No. No. No. They wanna know specifically what you're gonna do to promote their home on social media. Sellers are savvy today. Give them specifics. We're gonna do a real. We're gonna do an Instagram collaboration. We're gonna do stories. Whatever it is, give them specifics. Don't just say, oh, yeah. We got you covered. Let's talk about institutional marketing for a second. So today's seller is connecting the dots between the amount okay. And I want you to write this down. Actually, this this will help you this will help you connect the dots. Alright? Write this down. The marketing that you do on social media the marketing you do on social media gives the seller an impression of your ability to market their home. The marketing you do on social media gives the seller the impression of the marketing you'll do to promote their home. So even though things, like, for instance, it's not always social media. We're running a few billboards right now. Get your equity out now. K. That's a message that we're running right now. Why are we running that right now? That appeals to sellers. It gives them the impression that we work with sellers. The more you give sellers the impression that you specialize in sellers, even there's nothing about marketing real estate in these images. There's nothing that screams we we're we're gonna put your home on a billboard in these images. But what it does is it shows the consumer that I can market myself. And if I can market myself, then that gives them the impression that I'll have an ability to market their home at a high level. By the way, for a lot of markets across the country, we're seeing, prices start to do this. This is a great message to put out right now because, you know, inventories are rising, listings are sitting. If somebody is thinking of selling, this is a great message to get your phone to ring, to get some responses going. Alright? So institutional marketing. Promote yourself, your team, and your company as the obvious choice for sellers. Promotional is product. I want you to write write down promotional equals product. Institutional equals brand. Promotional equals product. Institutional is brand. So then when you're on the listing appointment, I want you to be able to show the seller how your institutional marketing actually drives more traffic to you, to your team, to your business. And therefore, we are able to drive more leads because of the institutional marketing that you're doing. Super important. Next, I wanna talk a little bit about pricing strategy as a marketing tool. Because, you know, you say pricing strategy. Yep. What does that have to do with marketing? Well, watch. When I go on a listing appointment today k. A lot of you have heard of the pre appointment package or the pre listing package, but I know a lot of agents that leave the pricing out. And I don't understand that because what happens is when when you go on a listing appointment today and they're seeing your price for the first time like, let's just pretend, you know, this is your CMA. They're seeing your price for the first time. They're flipping through your CMA, and they're saying, wow. This is pretty impressive. But you know what else they're saying is, woah. We thought things were going for a little more than that. Yeah. This is a little bit lower than we thought, Jeff. Oh gosh. They gave that one away. Oh, yeah. They must have been deaf desperate. Right? You heard all that on your appointment. Well, then what they do is they say, okay, Jeff. Hey. Thank you. You've given us a lot to think about. We'll be in touch when we're ready. Yeah. You've given us a lot to think about. We we need to digest all this before we make a decision. So as part of your pre marketing routine, I want you to get the comps in their hands in advance, specifically the sellers, obviously, the sellers. You get the comps in their hands in advance. They're less likely to say things like, wow. You've given us a lot to think about. We'll be back in touch with you later. By the time I go on the appointment, it's the second time they're seeing the comps. So while it's part of the marketing package, I'm including the the comps. Two to three actives, one or two pendings, two or three solds every time. It's gonna not only help me get a listing and, just a listing sign, it's gonna help me get a listing at the right price. Alright? Next. Very important as part of your pre marketing process, your pre appointment process, that you're including proof of your success with other sellers. People wanna know specifically who else has had success with you. Who else is working with you? So when is the last time you took a screen grab or whatever? Your reviews, compile them in all into one place. Make them part of your pre marketing package. Make them part of your pre appointment routine. Put all your views in one place. You gotta have testimonials. You gotta have reviews. By the way, just a quick tip on testimonials. If I can help you get more reviews, we have a five star review program. And what the five star review program is, this is gonna help you with part of your marketing. What the five star review program is for every single transaction you have, you're asking them to review you in three places and to give you five stars. And in exchange for that, you're gonna send them to a restaurant of their choice. Now some people say, Jeff, I don't wanna send them to a restaurant. You know, that's kind of expensive. Fine. Send them a Starbucks gift card. But they will not review you unless you do something nice for them. Trust me. I mean, we we do a thousand units a year. So, I know what it's like to get reviews. It's tough. So we'll send them a fifty dollar gift card to a restaurant of their choice. And by the way, we don't let them pick any restaurant. We have six different restaurants that they can choose from. So that way, we have six different gift cards on hand all the time that we can send out. And we asked them to review us in three places. How do you pick the three places, Jeff? Well, what I want you to do as a homework assignment when we're done here is I want you to search sell my home in blank. I want you to search two things. Sell my home in blank, and I want you to search real estate reviews in blank. Sell my home in blank. This is, of course, I'm assuming you wanna take more listings. Sell my home in blank, and I want you to also search real estate reviews in blank. And both of those will pull up different sites, specifically review sites, and I want you to pick the top three. K? By the way, the top three we use, Google, Zillow, and Facebook reviews. Those three show up first. Google, Zillow, and Facebook reviews. Now it's not the same in every market. So make sure you're comparing those against your market. If you search those two things, that's how you'll find them. Anyways, make sure your reviews are you're sending them to the three most popular areas. Don't send them to sites that no one is using anymore. So when they write us a five star review in those three areas, we send them a fifty dollar gift card to a restaurant of their choice. And they know that that is coming because it's one of our calls after closing. Hey. Is there anything I can do to improve your experience for next time? No, Jeff. You did wonderful. Awesome. Well, thank you for saying that. And based on that, you qualify for our five star review program. Can I explain what that is? Sure. What is that, Jeff? Well, if you'll review me now, of course, I have a staff person do this, but back in the day, I used to do this personally when we didn't have staff. If you'll review me in these three areas, I'll send you a fifty dollar gift card to a restaurant of your choice. And I got six different restaurants to choose from. Really? No, Jeff. We would review you anyways. That's fine. We're gonna do it as a courtesy. So I'll send you an email with the the links to the sites. You have to give them directions on how to do reviews because some people don't have a Zillow account set up. Some people don't have a Gmail account set up. So you're gonna have to give them directions on how to do it. That's how you're gonna increase your reviews. You increase your reviews, you're gonna increase your come list mes. Period. That's proof. Next. Big one as it relates to marketing, how you show up matters. How you show up matters. Your presentation in person, online, on social media. In other words, the point of this slide is if I were to pull up your Instagram and compare it side by side with your website, would I get the same vibe? Would I get the same look and feel? Would I feel like you're the same company, same colors, same fonts, same look? Your presentation, it matters online, in person, on social media. By the way, watch this. If you've been in the business ten years or more. Alright? If you've been in the business ten years or more, sorry if you're less than ten, you don't get to participate in this one. If you've been in the business ten years or more, I want you to put in the chat, and I'm gonna open my chat back up here. I want you to put in the chat how many years you've been in the business. Ten years or more. Just put the number. Twelve, thirteen, eighteen, twenty four. K. Yep. Ten years or more in the business. Let's see it. Twenty five years. Good for you. Good for you, Kenneth. Nathan, twenty five. We got can we beat twenty five? Do we got twenty five beat? Oh, twenty nine. Stacy's twenty nine. Alright. Stacy Dillard. K. Thirty four. Jim. Alright. Kathy Ray, thirty two. Alright. We got some thirties out there. Can anyone beat thirty four years? Thirty four. Where's fifty? Ronald. Congratulations on fifty. Alright. I don't think anyone's beaten that. Can anyone beat fifty? Alright. Let's all hear it for Ronald. Give him give him some claps in the chat. Give give Ronald some claps. Alright? Now watch this. I know. That's what I'm saying. There we go, Ronald. That's all for you, my friend. Fifty years. Who says you can't teach an old dog some new tricks? Good for you. Alright. Sorry sorry, Ronald. I might be moving too fast. That's right. I'm I'm forty years old. So, yep, you've been around before me. Alright. So watch this. K. Let me get back to my slides here. Sorry. So for those of you that raised your hand on that one k? Oh, hold on. Let me back up here. For those of you that raised your hands on that one, sorry. Let me just there we go. Now I got it. Okay. Sorry. If you've been at this ten years or more, then you know that there was a day when we would go on appointments. There was a day when we would go on appointments, and people will make a decision on who they're going to hire based on what took place at the kitchen table. Like, that was a thing. Alright? They would make a decision on who they're gonna hire based on what took place at the kitchen table. That's why all the great trainers that have gone before us have, you know, focused on the listing appointment. Hey. You gotta have a dialed in listing appointment. You gotta master exactly what you say at the table. And by the way, I believe in a great listing appointment. Don't get me wrong. We write. We chant. We role play. We we record our listing appointments. We're dialed in on that. But here's what I know. Today's consumer, they're making their decision on who they're going with before you show up. I'm convinced. Okay. You have to understand. I'm taking six to eight listings a month myself. This is not what our team does. Our team does seventy five to a hundred. I'm taking six to ten, six to eight. Six to eight is a bad month for me. Eight to ten is a good month. I'm convinced when I show up, their mind is already made up. Their decision's already made. And so it's all these things that happen beforehand that I'm gonna teach you now. It's all the social media. It's the material. It's every it's the pre appointment package. It's everything that happens beforehand that causes them to make the decision to list with you or reach out to you prior to getting there. It used to be just, you know, based on what happens at the kitchen table. Now how do they make their decision? They make their decision based on what happens prior to you showing up. So in the next slide, I'm gonna give you an example of something that we send out prior to the appointment because everything we do at fifty percent fifty percent is still the appointment itself. The other fifty percent is what happens before you get there. And so what are things that we can do before we get there? Think about it. We can send them emails. We can send them text message. We can send them video. We can be strong on social media. Right? There there's things that you can do that they can pay attention to prior to you showing up. We're gonna shift gears to social media in just a second. But as part of our pre appointment package, in addition to just sending them a physical package that shows up at their door, it's not an email package. It's a physical package. Why is that important? More people are checking their front door today than ever before. You know, I've knocked on thousands of doors in my market. And what I can tell you is more it used to be one out of every four would answer. Today, it's one out of every three, which is so fascinating to me. Because the most traditional technique, the techniques that's been around longer than anything else, door knocking, is actually more effective today than it was ten years ago. So for those of you that raised your hand on tenure or more, I want you to rethink your listening process. It's not just what happens at the table anymore. It's everything they see and hear and read and view prior to you getting there. And this is an example of something we send as part of my pre appointment process. Check it out. Hi. I'm realtor Jeff Glover, and I'm looking forward to meeting with you about marketing your property. I wanna let you know there's three things we're going to accomplish when we get together. Number one, we're going to take a look at the actives and solds in your neighborhood so we know exactly why some homes are selling and why some homes are not. So we can pick the best price to to market your home properly. Second thing we're going to accomplish is I'm going to walk through your home with you and point out things that I think Oh, it's either my Internet, maybe? See? Did I freeze? Find out. Do I have you guys? There we go. And improve your home's value. Take the video froze. Going to be minor things, and I will not I'm gonna paraphrase it. Do something that you're not going to get. Stop the video because it's running back. Final thing. Assuming everything makes sense to you, I'll walk you through the paperwork from start to finish so you can put me to work. Alright. So I'm gonna paraphrase it. K? I'm just gonna do it live. Here's what I do. So when I'm on a listing appointment when I'm getting ready to go on a listing appointment today, k, I take out my cell phone. I put it in selfie mode. I put it on video. K? And I'm I'm gonna do it with you. Ready? So this is what it sounds like if you wanna record this. Alright? I know you can't see it because the blurry thing, but you'll get the idea. So hi. This is realtor Jeff Glover, and I'm looking forward to seeing you this Thursday at five o'clock. Now there's three things we're gonna do when I come out. Number one, I'm gonna walk you I'm gonna walk through your home and give you some low to no cost suggestions of things you can do to help you get top dollar. Number two, I'm gonna walk you through a thorough market analysis so you know exactly what your home could sell for and how long it's gonna take to sell. And then finally, number three, if everything makes sense, I'll have all the paperwork there ready to get started. I can't wait to see you, mister and missus Johnson, this Thursday at five o'clock. Thanks so much. See you soon. Bye bye. And then I send that off in a text message. So if you didn't paraphrase, there's three things. Number one, I'm gonna give you low to no cost suggestions of things you can do to improve your home's value. Low to no cost suggestions of things you can do to improve your home's value. That's number one. Number two, I'm gonna walk oh, I'm sorry. That's that's number one. So number two, I'm gonna walk you through a thorough market analysis to give you an idea of what your home's gonna sell for and the timeline it's gonna take to sell. And number three, if everything makes sense, I'm gonna have all the paperwork there ready to get started. I can't wait to see you this Thursday, mister and missus Johnson, at five o'clock. K? And, you know, it looks it sounds like this. Ready to get started. I can't wait to see you, mister and missus Johnson, this Thursday at five o'clock. Thanks so much. See you soon. Bye bye. A personalized video is part of your pre appointment package today. So I've got a physical package that is going to them. I've got a phone call where I'm doing the prequalifying script, which you have access to that in the app, all of my scripts. It's called the prequalification script. And I'm sending them a personalized video. What it's doing is two things for me. Number one, it's cementing that the appointment is actually gonna happen. If you've ever had an appointment that canceled on you or they went in a different direction or whatever it is, if you've ever, Blanca, try our website then, if you can't find the scripts in the app, just go to Glover dot com and click on resources. You'll find them. If you've ever had an appointment cancel on you in advance, like, they they canceled on you prior to you came out or they signed with somebody else, This will help reduce some of those, number one. Number two, it's also gonna help you set the stage for what's gonna happen. They're more likely to sign with me if I'm indicating throughout this process that I'm gonna be listing their home for sale. So the pre appointment video is part of your marketing approach to help you get more sellers. One or three cover those three things, personalize it to them, use their name, use the appointment date or date and time, and that's gonna help you with securing the listing. Alright? Let's keep rolling. Let me go back to the slides. K. Hold on a second. I have to advance. For some reason, it's frozen on that one, so I have to advance it first. There we go. Okay. K. Now I can do it. So we're gonna talk about how to improve the look of our content, specifically our marketing content. And I know that several of you I'm gonna give you eight points that I'm gonna cover here. Some of you are gonna say, oh, yeah, Jeff. I already knew that. Some of you are gonna say, oh, wow. I didn't know that. And most of you are gonna fall in the middle. Most of you are gonna say, okay. I knew that, but I didn't know that. Right? There's there's gonna be some you're gonna get you're gonna get trust me when I say you're gonna get value of these eight. K? This is all part of your presentation. Again, understand, you are the pro you are the presentation. The way you show up online on social media, that is the marketing that I'm referring to. It's not just your physical pre appointment package. It's not just what you take on the appointment. So I'm gonna give you a checklist for creating better looking content so that way your marketing presentation is stronger, and that gives the seller the impression that you're really good at marketing. And if they get the impression that you're really good at marketing, then they're more likely to reach out to you and say, come list me. Trust me when I tell you, I would not be dropping this stuff out there. You know, we're taking seventy five to a hundred listings a month. I would not be sharing this if I didn't know that it's one of the reasons why we're getting the amount of listings that we're getting. So let's jump in. First things first, everything is always vertical. Never side to side. Always up and down. I call it hamburger, not hot dog. Hamburger, not hot dog. Always vertical. K? What ends up happening, especially on your videos, is you end up shooting videos, and you got those big black splodges at the top and bottom of the video. So do you know why that happens? That happens because you send someone out to shoot a listing video or you shoot a listing video, and you're shooting it like this. Are your photographers going out there and they're carrying their camera naturally landscape? You gotta let your videographers know that you want everything shot vertically moving forward. So what that means is if they're holding a professional camera, let's just say this is a camera, this is how it's natural for them to hold it. You have to understand, videographers expect that people are gonna watch these videos on, like, eighty inch Samsungs. They're not. They don't. They watch them on their you know, the last study that was done, less than three percent of consumers watch videos on their laptops today as on social media. That's different with YouTube, but I'm talking Instagram and Facebook. Less than three percent watch videos on Instagram and Facebook. So you're putting out videos that are recorded like this when they need to take their camera and turn it this way. K? I I I want you doing everything you can moving forward vertically. Now never turn your phone like this. There's no reason to do this. It's up and down. Okay. That's number one. Number two, the window is always in front, never behind you. So okay. What does that look like? Well, you see the difference here? This is like bad, better, and best. The no is clearly the windows behind me, and look what's happening. K. You can't even tell what color suit I have on. You just assume it might be blue because I always wear blue except for today. In the middle, you can tell that's a blue suit, but, like, you can't see. Now I'm I have the window in front of me, but it's a little ways off. The one far on the right, the window is literally right in front of me, and you can see exactly there's some red shades in that blue suit. Same exact suit, by the way, in all three photos. K? Think about that. Window is always in front of you, never behind you. By the way, speaking of window in front and behind, Why is it not advancing? It's odd. Hold on a second. You can see why it does that on videos. Okay. There we go. Hold on a second. Okay. There we go. I got it back up here. So the one thing I want you to consider doing is moving forward, especially this is a marketing trick. Moving forward, I want you to instead of taking a photo of the house from far away, k, I want you to ask the seller if they'd be open to taking a selfie with you in front of their home. I know it seems different. I know it seems odd. Trust me when I tell you. Why? Because selfies always do better. Selfies always do better. And do you know what does not do good? When you're posting photos that look like Canva images of the front of someone's house. So you take a listing and you leave there, and you take out your phone and you start snapping photos. No. Instead, you're gonna say, hey, mister and missus Seller. If it's okay with you, I would like to, promote your home on social media. As we mentioned during the appointment, there's fifteen ways I'm gonna do that or nine ways I'm gonna do that. One of which is to let you know that I'm gonna put it out there as a coming soon, and I'm gonna kinda tease your listing if you can do that in your market. And in order to get more eyeballs on your listing, people are always curious as to who my clients are. So instead of going out there and just taking a generic picture of your house, if it's alright with you, I'd like to go out and take a selfie with you in front of your house because I don't wanna give the house away. I'm gonna use it as a teaser. Photos close-up and photos of your clients are always gonna do better than photos of you and their house. Photos where you use Canva images where you say just listed or coming soon. You understand every time you put the words just listed or coming soon on an image, every time you put your logo, your dot com, your phone number, your website on an image, it actually hurts your engagement. Because, Instagram or Facebook thinks that you're gonna try to sell their audience something. So instead, I want close-up photos. I don't want faraway ones. Number four, always in focus. No. I don't want anything blurry or out of focus. So the mistake people make is they take a photo and then they zoom in on their phone. Instead, what I want you to do is I want you to zoom in before you take the photo. Cameras today on the phones are very sophisticated. They can they can do plenty of zooming. So if the photo is far away, I want you to zoom in on it before you take the photo, not after. Alright? Number five, for gosh sakes, clean your lens. Seriously? Clean your lens. Right? Just a simple one of these, you know, here, here, here, here, here, here. Clean your lens. It makes a difference. This is all part of your marketing. Your marketing is an impression to the seller of if you can market yourself properly, then you can market their home. Number six, don't forget to adjust your photos before hitting post. I know a lot of you are sharing back and forth. Well, if I post on Instagram, it shows up on Facebook. If I post on Facebook, it shows on Instagram. Watch. This is the exact same post. Alright? This happened to be some photos from our event. You might recognize that guy on stage. These are photos from one of our last events. And during that event, we we took some photos during the event. And when we went to go post it in fact, we didn't touch anything. We just grabbed the photos. They were just fine, and we posted it. And here's how they showed up. The bottom part is where they were fixed. So if you realize realize when you go in and look at your photos that the hey. Why did he do that? You can go into those photos and drag them and adjust them. A seller is judging you based on your ability to market yourself before they reach out to you to market their home. Next. Number seven, choose your thumbnail. Don't let it choose the thumbnail for you. This is also known as the cover photo. So what do I mean by the cover photo? Alright. If you go to post a video on Instagram or Facebook, it's gonna just populate a photo. K? I think by now, you guys probably know to not use the photo it gives you. So instead, what I want you to do is there's actually a good, better, and a best. Good is clicking edit cover and just dragging that little thing down there at the bottom of the second image. K? And you can get the exact shot you want. So you're not, like, you know, in the middle of saying something or whatever. That's good. Everyone should at least do that. By the way, you can also adjust it. See, on the right, what we talked about before, it'll cut off your face if you don't adjust it. That's good. Better I'll give you one better. Better is actually taking the video, letting the video play, screenshotting several times until you get the shot that you want, and then taking that photo and putting an enhancer on it, brightening it up, making it look really good. But best, the absolute best cover photo, the best thumbnail, the best photos for your grid are when you're done with your video, whether it's a selfie or someone else, take a photo with the exact same backdrop, with the exact same attire, with the exact same everything, take just a still photo using the camera. Why? Because first of all, that's the highest quality photo you can take for your grid, number one. Number two, you can also brighten it up and you can enhance it. That's best. So there's good dragging. There's better screenshotting from a video and uploading a photo where it says edit covering. You just click add from camera roll. Or best is taking a photo, enhancing it however you want, and adding it from the camera roll. K? Next, number number eight, finally, consistency is key. I want you using consistent colors, fonts, and editing styles. So these ones are all okay. K? They all have a similar vibe. If there's words, there's similar fonts that are used, there's similar colors, there's similar looks to them. Gives me the impression that we're selling real estate. Notice not a whole lot of Canva. I mean, I think I might see one or two Canva images. The rest are raw real photos. What doesn't look good? Oh, gosh. No. Hodgepodge colors, words, phrases, dot coms. This does not look good. This does not tell me that you specialize in marketing. This tells me that you know how to use Canva. Canva hurts your engagement. Notice the difference? No Canva. These are all top producers. All producers that sell fifty, a hundred plus homes a year. Good? Not good. Alright? That's number eight. Okay. We're gonna shift gears. I'm gonna teach you how to beat the algorithm before we go today. I'm gonna share with you a few things. Let me jump ahead just for sake of time here. I want you to understand there's three key metrics. K? There's three key metrics that consumers are using. My computer is working slow today, so maybe the view will pop up, maybe it won't. There's three key metric key metrics that Instagram and Facebook are using to determine whether they're gonna share your post with more people. We're talking marketing. They use watch time, They use sends and shares, and they use engagement rate. Well, Jeff, how can I increase the watch time on a photo? Write this down. This is all part of your marketing. Facts tell, but stories sell. Facts tell, but stories sell. The better you are at telling a story, the more likely they are to stare at your post. Now Instagram and Facebook thinks that they're staring at your photo. They're not. They're reading your post. And because they're reading your post, it's increasing the watch time. And Instagram and Facebook takes that information, and they now share it with more people. Watch time. Alright? That's number one. Number two, sends and shares. Number three, engagement rate. So sends and shares. So, basically, the lesson here is no more DM me. No more call me at. No more text me at. It's either you're sending it. There's three calls to actions I want you to use moving forward. There's only three. Alright? You're gonna either send it, you're gonna share it, or you're gonna comment. You're gonna share, send, share, or comment. K? Because the more watch time I get, the more people are gonna see it. Write this down also. Posting to social media gets me new followers and gets me new leads. Posting to social media gets me new followers and it gets me new leads. Sharing to my story maintains the people who already follow me. Sharing to my story maintains the people who already follow me. K. So I'm gonna I'm gonna share with you a technique for each day of the week. Alright? For sake of time, we're not gonna watch the videos or the samples that I have, but I'm gonna give you what to post each day of the week to improve your engagement, to get you more eyeballs on your stuff, and help you get more leads. Alright? So we're gonna get into that. So on Monday, I want you to tell a story from the weekend. I want you to personalize your post on Mondays. It has to be a personal post. No business post on Monday. On Tuesday, I want a community based post talking about local events, new restaurants, developments. This is all part of your marketing package. Again, your marketing package is everything they can see on Instagram and Facebook prior to reaching out to you. Tuesday is community based post. Wednesday is something market related. So now we're getting specific with interest rates, home values, etcetera. Thursday is something personal. Dinner time with family, a relatable experience, something personal. Well, Jeff, I didn't do anything on Thursday that was personal. Always okay. You've heard of ABC always be closing? Write this down. ABC always be capturing. Yes. Always be capturing. What do I mean by that? Capture footage everywhere you go. You might have done something personal on a Saturday. I don't care. Don't purse don't post it on Saturday. Post it on Thursday. What I'm giving you each day is designed to trick the algorithm to keep your engagement high so they continue to show it to more people. Always be capturing. Friday, closing photo, open house. Now we can get right to business. Notice the one on the left is telling a story. No wonder why the one on the left had three shares in seventeen comments because it was shown to more people. Saturday, I want footage from the field. You taking listings, you prospecting, you outdoor knocking, you hosting an open house, capture footage from the field, post footage from the field. Hey, Amanda Rupp. I know her. And then Sunday, grab footage, but no posts. No posting on Sundays. If you follow a formula that's obviously getting results for us, then you're more likely to get listing leads for yourself. And what I will tell you is that a lot of people are really surprised by the fact that we're able to get so many leads. And everyone thinks, well, you know, social media is like a tool to stay in front of people, but you actually get leads from this? Yes. I wouldn't be teaching it if we didn't. So the last thing I wanna share with you is because a lot of people ask, Jeff, how do I get more of what you're teaching? Alright? How do I plug in to more of what you're doing at Glover U? So I asked the team at LPT if they would be okay with me sharing a big event coming up in June, where you're gonna be surrounded by over a thousand agents from all over North America who are using the Glover U system at a very high level, including a lot of LPT agents, including a lot of LPT top agents. And so I wanna share with you what we're gonna be doing this June if you wanna dive in deeper and and really master this stuff at a high level. We only had one hour together. Imagine three and a half days. Alright? So let me do this. Let me share. Okay. View. Alright. This is what we're gonna be doing. The year's not over. The game's still on. And the second half, that's where champions are made. This is your time, your moment, your opportunity to level up, take control, and finish the year stronger than ever before. At Glover U, we don't just talk about success. We live it every single day. We don't just teach theory because we're in the trenches with you, listing, selling, and dominating the market at the highest level. You're never gonna get as far if you don't pair up with someone else, you don't have a coach, if you don't have someone there that's gonna be supporting you and driving your business. Wanna raise the level of success you're at, you gotta raise the circle of the people that you're around. I've been to many conferences throughout my twelve year career, and this is one of the best I've ever attended. This isn't just a conference. This is your mid year wake up call, a shot of adrenaline for your business. And here's the truth. What got you here won't get you there. To crush your goals and dominate the second half of the year, this is the playbook you need. A step by step plan to go from where you are to where you know you can be. This is your chance to learn from the best. The ones who are doing it, not just talking about it. Everything from lead generation, lead conversion, listing presentations, buyer consultations, marketing, social media, it's all gonna be here. Coming to Global U events have changed my business probably by at least thirty percent year over year just from implementing strategies about how to take expired listings for sale by owner listings and also dominated my hybrid farm. No excuses. No distractions. Just you, your goals, and the road map to get you there. You've got the drive. You've got the hustle. Now it's time to sharpen your edge. The second half is where winners make moves and losers make excuses. The question is, which one are you? Basically, I would tell someone who's on the fence about coming to an event and why wouldn't you wanna grow your business? Why don't you wanna make more money? What's holding you back? It's a small sacrifice for a huge future. I mean, it's invaluable. It really is. Join us at the Live Unreal Retreat this June. Don't wait. Don't think. Go all in and spend three and a half days with just over one thousand top producers from all over North America. All brokerages, all brands are represented. Oh, and we get to have some fun too in the beautiful resort town of Traverse City, Michigan. Everything's on-site from the pool, the spa, beautiful championship golf, wine tours, hiking, boating on Lake Michigan, everything you need to have a good time and bring your business to the next level in the second half. There's a reason we're the fastest growing training and coaching company on the planet. We'll see you this summer. Alright. So there you go. You're gonna go to Glover u dot com forward slash retreat because, also, I'm gonna give you guys right now a discount code. They made it just for LPT. I'll throw that up one last time before I get out of your way here. You're gonna go to Glover u dot com forward slash retreat. Join a bunch of LPT agents from all over North America as well as agents from other brokerages as well. Let me get this up there. There you go. And the code for you guys is l p t fifty. L p t fifty. That'll get you a hundred and fifty dollars off the ticket. It's a three and a half day conference for three hundred and fifty bucks. Check it out. You'll be surrounded by some of the best in the industry. Go to glovery dot com forward slash retreat. We've got a room block all set up for you, and it's in the gorgeous resort town of Traverse City, Michigan. If you've never been there, seventy eight and sunny with no humidity in the middle of the summer. Alright. My name is Jeff Glover from Detroit, Michigan. Thank you so much. It's been so fun to have you on with you LPT. I hope you guys got some value today. If you did, put it down there in the chat. Let your leadership team know, hey. We want this guy to come back and dig deeper on some of this stuff, or just come see me this June at the Live Unreal Retreat. It's been real fun. Love hanging out with you guys. Keep up the good work. I love seeing what you guys are doing as an organization. Thanks so much for the opportunity. We'll see you this June. See you guys.