How to Show Up Right When People Are Ready to Buy

Good morning. Happy Monday. Today is episode 60. 60 60 daily videos going through my journals of over 30 years now.

And one of the things that is the greatest joy in going through this. We're on journal number five right now. One of the greatest joys of doing this process is seeing an idea that started in the front of the journal and is executed before the end of the journal. And this is one of those days.

I went into my tickle trunk and found exactly what was conceived in uh this journal in 1997. and uh we had some amazing results with this. So uh I a couple of things that that convened here to make this possible. So uh on one page of the journal I was really going deep into understanding why would people be selling their house?

Why? I I talked about getting a really deep understanding inside the mind of what's the conversation that's going on in the mind of the person who's going to be selling their house. And then uh the Dan Kennedy experience of hearing him talk about the intensification of instead of mailing one time, mailing multiple times. And I had thought about the timing.

You know, here in Florida, it's a sort of cyclical market in that there's and in most areas of the country, you're going to see that you're going to see that the market takes a double hump kind of uh approach where if you start in January, you'll see that there's fewer homes that are sold and then in the spring uh you know, March, April, May, there would be a peak. and then a little dip in the summer and then another little mini dip in or mini uh peak in October. And so my thought was about the intensification is why not go where the where the action is and get in front of this wave of listings that were going to happen uh in the fall. So the peak time to do it would be in the uh you know if you're going to do a a sequence mailing is to work backwards from when the actual activity is going to happen.

So, if we're thinking I decided that we were going to do eight postcards, we'd mail eight times into one particular neighborhood leading into the the peak time of when the houses uh sell. So, we started right around now, August of of 1997. And we mailed out uh I created eight tiny yellow postcards. These are just standard size uh you know, one quarter of an 8 1/2 by 11.

And I put all of those headlines that I was uh writing because we found the uh inside what's going on inside the minds of people. So we started mailing. So here we go. There's the first one.

Here's what to do now if you're going to sell your house in the next 6 months. And then this is the language that we came with there. What you do in the months before you put your house on the market will determine how long your house will take to sell, how much money you get for your house, and how easy or difficult your selling experience will be. And we were always offering the book, a free copy of my book, How to Sell Your House for Top Dollar Fast and call a free recorded message.

And then on the back of each uh or the address side of each one, we had that find out how much your house is worth for free over the phone. Now remember, the internet isn't a viable option here. So there's no no website to uh send people to, no QR code for people to scan, which are two really viable things that we use right now. But there was the first one.

So we mailed here's what to do now if you're going to sell your house in the next 6 months. Then here's how to find out what homes in any neighborhood are really selling for because a lot of the hearsay uh of things what you hear people got is very different than what the reality is. Of course, this is before Zillow too. com.

They had no access to all the information. So you offering the information is definitely scratching the itch that they're u looking there. Find out how your much your house is worth for free over the phone. Here's what it really costs to buy a bigger home.

Hint, it's less than you may think. A lot of times people think, "Oh, it's it's expensive to buy a bigger home. Sell your house in as little as 24 hours." And laugh to yourself at how easy it was.

Here's another one. I started looking for the buyer for your house 180 days ago and then what to do now if you're going to buy a bigger house in the next 6 months. See, we're kind of going through and hitting every thought that somebody in this neighborhood might be thinking. Um, here's a guaranteed way to sell your house in less than 60 days.

Here's what to do now. if you're going to sell your house in the next six months. And so when you look at these, when I look at the collection of this, we started at the end of August. We mailed every week for eight weeks into a neighborhood of, you know, we'll call them starter homes, homes that firsttime buyers could buy and homes that people in that area were moving to bigger homes.

It's a transitional neighborhood. And u I think there were about 2,000 homes in this uh in this neighborhood. And from the time we started this, Julie had sold zero homes in this neighborhood in the last uh 12 months. And in the uh 8 weeks or the you know from then till the end of the year, she got five of the 25 listings.

So, a 20% market share from zero to 20% market share in a market that she had no uh footprint in before by getting in front of people right when they're thinking about making that decision. So, this is a transferable strategy. You could do this for anything you could do. you think about the timing of your what people are going to do in your business and just lag back and do at least three sequenced mailings and see what happens.

I think you're going to be delighted that you're going to make a good impact and get a headway into a market that maybe you haven't had any activity in before. I got a funny email the other day from Rick. It says, Dean, question. Are you saying you can teach me to make fat stacks by hanging out at a pub drinking coffee like you?

And I laughed to myself because I was thinking, you know, yes, I I can do that. That's what I do. is the funny thing. What I really realized is that every idea that I've had, every dollar that I've made over the last 30 years has gone through my brain, through my pen onto a piece of paper in my journal before it went out into the real world.

And if I can turn people on to that activity as a driver for what to do, what to think about, what to ask yourself to draw out, what the next most valuable action is for you, and how to find the most profitable things that you can install in your business. I'm all for it. m. I'm going to do for the first time a 50inute profitfinder workshop and you're going to join me live on Zoom and we're going to go through a 50inute exercise.

Bring your pen. Bring a notebook or piece of paper. And I'm going to guide you through a thinking process that will help you identify where the lowest hanging fruit is in your business and maybe some fruit that you didn't even know was there. But I'm going to show you where to look for it.

So, it's free. It's for you. m. this Friday.

Just watch. Go to What did we call the website, Josh? >> 50inut profitfinder. m.