Tips on Using the Talking House Video

     The Selling Your Home Video is a powerful tool for getting Listings.  It can also get you advertisers.  Here's what a few Talking House agents do with the video, as seen in Talking House Newsletters.

Video Tape just thrills people

        "I did a presentation 2 days ago, and half way through I said "have you got a VCR, I'd like to show you something special I do for my listings?"  They did, of course. 

     We went in and sat down, and I put in the tape.  They were flat-out impressed.  The tape bowled ‘em over.  It was so obvious that I'm the guy offering more service than other agents.  I also played a Transmitter message for them -- I always do that, and it really impresses sellers. 

     When I called back today, they were so excited.  The husband said that I was the talk of the evening.  All anyone could talk about was me and my Talking Houses.  He said ‘I've seen some dog and pony shows, but you made a great presentation.' 

     This video is fantastic.  It‘s so professional and straightforward.  I have 10 tapes, and I'm starting to send them out to FSBOs and expireds.  I can't wait for everyone to see this. 

     By the way, I'm going to start adding "The Talking House Guy" to my ads, to make sure people remember I'm the special guy.  And I've got 6 deals pending, all of which I attribute to Talking House.  This is a big advantage for me, even in a slow market.  Thanks again.

Barry Hayes, Hayes Phase Group, Palatine IL 

Video Tapes & FSBOs

     "Here's an order for 10 more Videos.  They're fantastic.  I use the tape very successfully with FSBOs.  I call them up, introduce myself, and tell them about Talking House. 

     I let them know that I am the only agent in the area offering this great service to all my listings, and then I offer to drop off a "Selling Your Home" video tape that they can view at their leisure.) I know from experience the tape will convince them of the benefits having Talking House working for them.)

     It's a very non-threatening way to approach them, and I am offering them something of value.  It works well, and the tape is great.  I'll be putting these tapes to good use, and I may expand this technique to expireds as well!  I'm keeping my 10 Talking Houses very busy."

Alison Gwin, Coldwell Banker Smith, Montgomery AL

Video Tape & Popcorn

     "I have started dropping off a Video Tape to expireds at 9:00 AM the day they expire.  You could ring the bell, or leave it inside the outer door.

     I include a note, of course, but my hook is to also include a bag of Microwave Popcorn!  That night, when they pop the corn, they can pop in the 5 minute video and learn why they should list their home with me this time around. 

     And since I always use a two-step listing approach, I also leave a tape at my initial walk through for prospects to watch after I'm gone.  When we meet again, the reaction is obvious.  People treat you differently when they know you are going do something extra for them when they ‘get to the table.'  The Video really makes that clear to sellers." 

Mark Howe, F.C. Tucker, Indianapolis, IN

Two Uses for Videos

     "I've found 2 great uses for the videos.  It's a great introduction on the initial visit to a FSBO, and the initial visit to a hot referral or a hot lead. 

     I say ‘visit' since I find that more effective than mailing.  I get to meet and chat, and this sets up a follow-up visit where I sign the listing. 

     It works.  I have one listing scheduled for next week who had not planned to list until next spring.  Talking House, and the video demonstration, did the trick." 

Neuland Collier, RE/MAX Central, Virginia Beach, VA

Include a Cover Letter with Video or Brochure

     Never send anything to prospects without a letter.  People read letters, not brochures. And don't write your letter.  Speak it.  Otherwise, it sounds too formal and distant.  Speak into a tape recorder, just how you would to a real person, then transcribe it.  There is no substitute for the spoken word. 

        When sending a video, you could include a letter like this: 

Dear Mr. [Expired],

        Boy, I bet the last 6 months have been miserable for you.  I know how rotten it feels month after month, strangers roaming through your home, and nothing happens.  No sale.

        And you know what?  The perfect buyer may have stopped out front, stared at your home awhile -- and then they just drove away!  Ouch!  And never called to hear about your home.  (They just weren't motivated to call.)

        That doesn't have to happen for another 6 months!  Really.  I'd like to be there at your home 24 hrs. a day, until it sells.  Waiting at the curb, describing your home's best features to everyone who stops by.  And I can!  Really.

        Just pop this video into your VCR.  In 5 minutes, you'll know the solution to your problem.  And it doesn't cost you anything extra.  Don't spend another frustrating 6 months.  Instead, invest 5 minutes in your peace of mind.

        I'll call you in a couple days to pick this up.  If you want to chat about getting your home sold fast, give me a ring at 922-1520.

        If it doesn't read like a note from a friend, you've messed up.  Try again. 

I'm Signing up FSBOs 

        I’ve been having such great luck with my Talking Houses now.  Frankly, at first I just put a couple out and waited.  I didn’t give them any help. 
        Now I’ve really been working them with ideas from the Newsletter, and things are hopping.  Especially with FSBOs.  I’ve realized that most agents don’t really work FSBOs, and I have a big edge over the few that do. 

I contact the FSBO, and let them know that if there comes a time when they want to consider listing, they should know about Talking House.  I make good use of the video to kind of soften the sales pitch.  And I always play a sample message on the machine for them, which impresses them.  My first 7 Talking Houses are out, and I’m ready for 7 more.

        By the way, I’ve also lined up a couple sponsors, so I’m not really paying anything for my Talking Houses!  As you can see, I really look forward to the Newsletter, and I’ve been making good use of the tips.  Thanks. 

Great "Expired Listing" Approach           Every week lots of  listings expire in your MLS.  The sellers are frustrated, and looking for someone to give them an edge.  So here’s what you do. 
        Put together a packet of info, with a Talking House video, listing brochure, and a cover letter.  (There’s a sample cover letter in the Dec ‘97 newsletter) Include information about you, but stress how you understand their frustration, and that you have a way to give their home much more exposure. 
        Here’s the neat twist.  Make a deal with a local florist.  Tell them you want to place a bunch of orders over the next 12 months.  You want them to keep your material on hand, and you’ll fax them the names and addresses of those you want them to deliver to.  They deliver your stuff, plus a rose, or other nice simple flower. 
 

        You get a volume deal on the flowers and deliveries - and your  material rides free along with the flowers.  You negotiate an even bigger discount by offering to include (with your materials) a nice coupon for their flower shop. Call 5 flower shops, and one will give you a great deal. 
        A florist in our town will deliver our material, plus a carnation, for just $1.50!  Our material, plus a rose in a vase, for $6.50, total.  Delivery included.  And it’s impressive to receive! 
        If you have sponsors (and you should) include a card or flier from them, if they share in the cost.  With a little planning, you’ll get your material delivered free. 
        Remember to follow up with a call, and drop by later to pick up the video! 
        Test this on 50 expired listings over the next few months.  It will make you money. 

For Sale By Owner 
        "My For Sale By Owner program has really taken off, with Talking House leading the way! I have found that many high end listings are very interested in using technology to market their homes.
        While visiting a FSBO open house, I am sure to bring along a Transmitter (in the carrying bag), a Video tape, and Brochure.
        Last week, I was in a FSBO watching the Video with the owners. In came a buyer who watched the tape with us. They were both very excited. I’ll have both listings signed up next week!"

- Andrea Turner, DeWolfe New England, Georgetown, MA

I Got My First Double-Sided Sale

"Thank you Talking House, because I just got my first double-sided sale.         I sent a FSBO a video before I actually got the Transmitters. He loved the video and wanted Talking House, and me to list his house. I installed the Transmitter right after I got it and the house sold immediately. This same guy also had another house for sale and I sold that one too.         So far I’ve made over $10,000 off just these two deals and really haven’t had to work that hard at it. It’s more than paid for the Transmitters - and I just got them!" - Ron Clonts, Century 21 All Service, El Cajon, CA

This simple approach got me two instant listings       "I got 2 listings immediately using this technique with For Sale By Owners.       I went to the Salvation Army, and bought a bunch of Easter Baskets for 10 cents each. I filled them with "straw," a Video Tape, a bag of popcorn, my newsletter and a letter. I tied it all up with some nice ribbon. (I used a letter like you suggested in the December 1997 Newsletter, on nice stationary.)

Garry Packer, Realty USA, Glenville NY

Letter to send with your video

Five FREE Transmitters   By a second year agent with a  franchise firm in the Southwest.  

        Your Sponsor idea just got me 5 Free Transmitters.  I was amazed at how easy it was. 
        First, I took the sample letter from the Marketing Handbook, and filled it in. I then took your Video, and a Transmitter to the General Manager and a Loan Officer of a big Mortgage Co.  (I've given them referrals). 
         After I played the Video for them, I turned on the Transmitter and played a sample message.  When the message got to the little promo I had done specifically for the loan officer, her eyes really lit up. 
         By the end of this simple demonstration, they said "Yes!" They just had to check with their legal department and call me.  And legal told them it was just fine to buy "air time" on my Talking Houses. 
        They took the deal you suggest in the Handbook.  They'll pay me $99 a month for 12 months to have their message on my first 7 Talking Houses.  I'll give them the 13th month free.  Great exposure for them. 
         In effect, they are buying me 5 Talking Houses!   And at the end of the 13 months, I can sell the "air time" again! 

(Thank you both for sharing your experience. I hope others will too.) 

30 Videos equal 1 listing

I got 3 calls last month that were almost identical. Talking House agents called to say they had mailed out about 30 videos to FSBOs and Expireds, met some nice people, and signed up a great listing.       They figured for about $50 (postage, and a couple lost videos), and a little of their time, they had generated a listing. And they had made lots of nice contacts that will certainly pay off in the future.       But that was their investment: $50 and a little time, equals 1 listing. And they had a program they could repeat week after week. They send the Videos out, they get them back, they sign up a listing. Like clockwork.

      But I also got a call from an agent who had mailed out "a couple of videos to FSBOs last week," and still hadn’t gotten a listing. So he was done mailing them out. He was giving up. Folks, real estate is a "numbers" game.
      If every time you mailed out 30 videos and spent $50, you got a listing, you’d be hugely successful, right? But that still means that 29 people won’t be ready to list yet.
      If you give up after mailing out a couple videos, you will be missing a huge opportunity. If you’re taking just 2 or 3 shots to find that "1 in 30" prospect that is waiting to list — it just isn’t enough. Play the percentages!
      Special Offer: I will sell you 30 Talking House Videos, for just $79. Use them again and again and again, and sign up lots of listings. Call today.  

15 "free" Transmitters

      "I showed the Talking House Video to my bankers and they went crazy for it.  I suggested that I pay the $499 down on a 15 pack, and they pay the rest.  They said great and cut a check for the balance! 
        I'll give them a great little ‘blurb' on my message about them, and I get 15 Transmitters basically free.  And their blurb is like a third-party endorsement of ME. 
        By the way, I've told 3 sellers about Talking House so far, and they all love it -- they can't wait for me to get it.  I'm very excited.

          Jo Ann Gallodoro, Sunset West Realty, Centereach NY

Radio Ad Copy   
        Looking for possible copy for a 30 second radio commercial.  You might test this copy. 
        "Thinking of selling your home?  You can avoid months of frustration and unnecessary expense when you invest just 5 minutes of your time to watch a new video tape called Selling Your Home. 
        If you'd like a free copy, with NO obligation, call Tommy Waldroup of Re/Max Realty Center at 376-5300. 
        He'll get a copy of the Video to you immediately.  No obligation.  Again, for your copy of the Selling Your Home Video, call Tommy Waldroup at 376-5300." 

Great TV Spot  
        "Thanks to your efforts, KTNV-Ch13 ran a wonder spot on me last Friday on the evening news.  You really couldn't beat it.  They filmed me in front of the home, next to my sign -- with a big SOLD on top -- and the Talking House sign.  They talked to the home sellers, who were so excited about how quickly Talking House sold their home. 
        It was much longer than you'd think, and there was a nice lead-in from the news anchor.  I know it was watched by lots of people. 
        I'm going to see about combining that nice news piece with the Talking House video, so that I have it personalized, with great credibility from the local TV station.  Thanks again for you efforts. 

          John Wehrhahn, Century 21 Sell-Abration, Las Vegas NV

Movie Theater Ads  
        "I've worked a nice deal with a Mortgage Company and a Title Company.  We did up a great video ad, and it is playing 3-6 times before each movie at a local theater. The ad stresses how Talking House will showcase their home, and advertise it 30,000 times each month. 
        The companies split the cost with me, and my phone number is the only one given.  It's very effective, and there's real credibility by linking myself with these established firms. 
        By the way, Ch3 in Philadelphia filmed a wonderful story on me, and they're running it 3 times Monday morning.  I'm thinking about having a video house tape it, and add it to my 30 Talking House Videos!  Thanks for the help with press -- this is my 4th free press coverage." 

          Martin Brown, Sr., Prudential Lamp Lighter, Merchantville NJ 

Personalize Your Videos 

        We left 30 seconds at the beginning of the tape, and 2 minutes at the end of the tape, so you can personalize it. 
        There are companies listed in your phone book that are happy to video tape you very     inexpensively.  Ask anyone who tapes weddings. 
        One fun approach is a quick 10 second “thanks for watching - this can save you time and money” intro.  Then tack onto the end a nice interview with a happy seller.  They might talk about all the cars they saw stopping, and how fast their home sold. 
        One sincere testimonial can give you huge credibility.  They next time a seller is thanking you for their quick sale, ask them if you could put that on tape the next day.  They’ll be flattered, and happy to oblige. 
        The person who films you should be able to copy it onto your videos inexpensively.

Video Tip  
*Excerpts for your TV ads 
        The Talking House Video has many different shots that can improve your own local TV spots.  As a Talking House user, you are welcome to use it any way you need to enhance your own commercials.  You can drop 4-5 seconds worth in a 30 second spot, or use a big chunk in a 60 second commercial.  It will highlight the extra service buyers and sellers get by working with you. 
*Remember... 
        The $3.95 tapes you get from us are on VHS.  If you need a commercial Beta format for your video people to work with, we can supply a copy from our video house for $35.00. 

Free Advertising in Video Stores!  
        "Many Video Rental stores have ‘free' rental tapes.  You can check them out for 1-5 days, and they are free.  Things like movie promotional tapes, fire safety, etc..  They have their own section, or they are scattered throughout the tapes like lost treasure. 
        Give 1-2 ‘Selling Your Home?' Talking House Videos to each of those stores.  Make a personalized ‘label' for the back of the tape that can be slipped under clear plastic and sealed.  Use your picture and the name and phone ## of your company, plus a small biography.  Do it on a color copier for best effect. 
        The box says ‘Selling Your Home?' so it's a natural for people to check out free, or even pay a token amount for.  They get sold on Talking House, and then know to call you to get the service. 
        Also give a couple tapes to the local Library.  They have a rental section too, and this fits under their ‘self-help, instructional' section.  It should get checked out regularly.  I would even suggest you call the local paper about your donation, and make a story about it with the Library.  This should publicize you and your Talking House marketing strategy. 
        Just think of all the prospects who can see that video, and get sold on Talking House and YOU." 

          Rex Harris, Buxton Realty, Springfield MO

Here's a Key to FSBOs.  Try it!  

Video adds credibility  
        "I got a listing another agent really wanted, because I offered the sellers Talking House.  I'd given the seller the Video to watch.  When I went back to pick it up, he said he'd not had a chance to watch it yet, but wanted Talking House anyway, and listed with me!  Even when they don't watch the video they list.  It adds credibility  Thanks. 

         Rex Harris, Buxton Realty, Springfield MO

15 Buyers a Week Call Me

     "I put a unit in a house that had been getting NO response from anyone. Other agents weren’t bringing any prospects either.
     Then I made it a Talking House. In the next week, more than 15 BUYERS called me directly about that house! I was stunned by how many buyers were calling me directly.
     The home seller called me one day, and said that 5 cars were out front listening — right at that moment!
     The activity was incredible, and it was all due to Talking House. People love to drive around looking for a home, and they love to tune in.
     This gives me such a leg up on every other agent. It really makes the difference. It looks so impressive, and it’s so easy for me to use.
     By the way, the Video really puts the right image in the minds of sellers. They are always impressed, and virtually always list with me when they’ve seen it.
     I always stress that I’m doing State of the Art marketing of their home, and mouths always drop open when sellers hear about this! Your Transmitters do a fabulous job!"

--Steve Deeble,
Tarbell Realtors,
Moreno Valley CA

"You have to stand out. . ."

By Chris Whitehead Showcase Realty Columbus, GA   

I recently read a quote about real estate agents from a large advertising firm. It said that today, an agent needs to be different -- you must stand out -- if you want to be at all successful.  Talking House is a difference that truly makes me stand out. 
        In my own real estate practice, I can attribute Talking House as the deciding factor in most of the 28 new listings I got last year.  I sold 16 of those listings. 
        I recently picked up a Talking House Transmitter from one of my sold listings.  The house had been on the market over a year, and had been with three other agents, when I got it.  Interested in feedback, I asked the seller "Do you think the Talking House helped us get this quick sale?" 
        His reply was a very emphatic "Yes!"  He added "I don't know how many times I looked out the window and saw cars sitting out front.  Your Talking House worked great!" Needless to say, he was pleased and so was I. 
        In another case, I went on a listing appointment on an expired listing. The home had been listed at $625,000.  This is another example where the Talking House was definitely the deciding factor in getting the listing.  The owner was interested in a more innovative approach to selling her home, and this really grabbed her. 
        Several weeks after installing the Talking House, during my weekly chat with the owner, she said "We are very pleased with your service.  The Talking House is very exciting.  We have looked out the windows many times to find cars parked out front, obviously listing to the Talking House.  We never saw that kind of action from our last agent." 
        I have also listed and sold many FSBOs and expireds in the last year.  Talking Houses were a major part in getting those listings and getting them sold! 
        When calling on these prospects, I mention that I am ‘test marketing' a great new method for getting homes sold, called Talking House.  I describe it briefly, and ask for an appointment or permission to drop off a video.  It really works!" 

No problem with listings 
        "I've gone on about 20 listing presentations in the past year, and Talking House really ‘wows' people.  I always take a Transmitter with me, and that gets them involved.  I've gotten all but 2 of those 20 listings, and I was usually going head to head with a number of other agents. 
        I'm going to use the new video to get more chances to give presentations.  Mailing them out to FSBOs & expireds should get me even more appointments.  I know with Talking House, if I get in the door, I get the listing." 

          Stephen Trosclair, Ebby Halliday, Carrollton, TX

-- Teresa Knight
RE/MAX Macon Realtors
Macon GA