Leverage Your Buyers To Win More Listings (KPDD)
BY HUNTER PATCHIN
Hunter Patchin is an expert at developing agents to excel in their real estate careers.
With a focus on personalized coaching and a deep understanding of effective sales techniques, he consistently helps agents turn their potential into high-performing results.
Here is his strategy on how to empower agents to convert client relationships into new listings and long-term success.
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The Action Plan
1. Identify Likely Sellers: Start by making a list of up to 350 Likely Movers in your target area. You can use a list you already have or Scout's 🕵 Likely Mover lookup tool to build your outreach list.
2. Send Your First Email:Â Using the "I Have a Buyer" Outreach email as a template is a great first start. I usually customize it with some local landmarks or information about my buyers. The email is designed to make you look like you're working hard for your buyers and open the door to starting conversations with homeowners.
👉 Get the KPDD "I Have Buyers" Email Template
When building your signature block, remember to include the KPDD website (formatted as https://kpdd.com/firstlast.
3. Follow Up with a Phone Call: After sending the email, follow up with a phone call to reinforce your message and gauge interest. I start off with something like "I'm sure you weren't expecting this call, but I just wanted to follow up on my email from earlier and tell you why I reached out". You always want to beat them to their next question, so try something like "I really don't want to waste your time, or my buyers, so what I'd love to do is ask you a couple of questions, and if it's something that I think they might be interested in, we can take it from there. Sounds fair?"
4. Go for the FaceTime Walkthrough:Â After you've established rapport, suggest a virtual walkthrough. This is the best way to disarm their objections and it's a very simple way for them to say yes.
5. Ask in the Negative:Â Chris Voss has a great strategy that empowers the prospect to say "no", rather than saying "yes". Try something like "I'm sure you probably hadn't even thought of selling...". This is a great way to transition to a listing conversation and gain insight.
6. Get Permission to Keep in Touch:Â If it's right for your buyer at the moment, be honest. You'll also want to ask them if you can stay in touch. A great way to do this is with a line like "I'm not sure it's right for them, but I never know who I might come across in the future that's looking. Would you mind if I kept in touch?"
7. Put Them Into Your Follow-up Funnel:Â Home valuation tools are a great way to stay in touch. Even if someone may not be interested in selling, they'll probably want to know what their home is worth, and you'll be ready to re-engage them when they take action!
You can use tools like Real Scale or Test the Market to keep them engaged and in the sales funnel.
Expert Insights
While this strategy has closed over $50M in listings, none have ever closed through email, alone.
If you really want to win listings or get deals done, you'll have to hit the phones. If you don't feel confident, Chris Voss' Masterclass on sales is an amazing way to build your skills.
If you want more information on how this strategy works, check out the guide: How to generate high quality listings with one simple strategy.
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