Episode Details
Back to EpisodesWhen Will It Drop? Forecasting and Following Up with Future Sellers with Stefon Bertram & Michael Dowling
Description
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Stefon Bertram and Michael Dowling share their secrets to creating consistent listing pipelines through a sophisticated "radar system" that tracks when potential sellers will drop their properties onto the market.
• Forecasting when listings will "drop" is crucial for creative follow-up
• The radar system tracks potential sellers by month they're likely to list
• Focus on adding genuine value rather than asking "are you ready to sell yet?"
• Nobody cares about relationships, they care about substance and results
• Proper follow-up creates uncontested listing opportunities months later
• Top performers make 30-60 connections daily to maintain their pipeline
• Case study: Taking a $7M property to $8.1M through skilled negotiation
• Marketing quality makes a difference ($970 vs $370 photography)
• Having conviction in your value proposition eliminates fee objections
• Balancing high performance with family life creates sustainable success
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