The 3-Offer System: Unlock More Deals with Relationship Marketing with Sharyn Mancini

Here's a PAS-style summary of the YouTube transcript:

The Problem...

• Many real estate agents and investors struggle to close deals because they rely on a single solution for every seller (e.g., only cash offers or only listing a property).
• Traditional marketing methods often result in wasted leads because many sellers don't fit the standard "cash buyer" or "ready-to-list" mold, leading to lost opportunities.
• A significant challenge for real estate professionals is a lack of consistent lead generation and the fear of not knowing what to say to potential clients, which stops them from taking action.
• Mindset issues, such as fear, feeling inadequate, or anxiety, often prevent individuals from implementing proven strategies and achieving higher levels of success, despite having access to information.

Why This Is An Issue For You

• If you're only offering one solution, you're missing out on a large portion of the market, like sellers with low equity who can't take a low cash offer but are motivated to sell on terms.
• You're leaving money on the table by not converting "dead leads" or properties that aren't selling through traditional methods, like houses sitting on the MLS for months.
• Without a consistent marketing strategy and the confidence to engage sellers effectively, your business will suffer from an inconsistent flow of leads, leading to periods of no deals.
• Even with the best strategies, an unaddressed negative mindset can act like a "tire on your back," preventing you from taking the necessary steps to grow your business and income.

The Solution and How To Solve The Problem...

1. Multiple Offer System: Offer sellers a choice of solutions:

• Cash offers for quick closings.
• Seller finance deals for maximum net price.
• Staging and listing for retail buyers.
• This approach helps you cater to diverse seller needs and close more deals.

1. Leverage Lease Options for "Dead" Leads:

• For wholesalers: Ask for "dead file" leads (those you couldn't make a cash deal on) and partner on lease options, turning otherwise lost leads into profit.
• For agents: Use lease options for houses struggling to sell on the MLS, offering sellers an alternative to renting and keeping the deal alive.
• Structure lease options with a 12-month term, a monthly lease amount, a strike price, and an option consideration that can go towards the buyer's down payment.

1. Implement Relationship-Based Marketing:

• Cultivate relationships with other real estate professionals like wholesalers, landlords, attorneys, and accountants to get quality referrals.
• Build a "friend in real estate" persona through non-salesy interactions, like hosting social events (e.g., a monthly brunch) and engaging with people on social media. This makes you top of mind when they need real estate services.

1. Consistent Direct Mail Marketing:

• Send out letters and postcards intermittently (e.g., alternating each month) to reach different types of sellers consistently.
• Outsource your marketing to ensure it's done regularly, even when you're busy, as marketing is the "lifeblood of your business."
• Focus on inbound leads by sending mail that prompts sellers to call you directly, indicating a genuine need for help.

1. Master Your Seller Conversations (Deep vs. Wide):

• When sellers call, ask open-ended questions like, "Tell me about your house and the situation, and I'll see what I can do to help you."
• Listen carefully to get the "raw data" and understand their pain points to customize solutions. This "inverted funnel" approach focuses on deeply cultivating a few leads for higher conversion.

1. Prioritize Mindset Work:

• Recognize that success is 90% mindset and 10% strategy.
• Address personal fears, anxieties, and limiting beliefs that prevent action through practices like meditation, tapping, journaling, and connecting with yourself.

Sharon Mancini is releasing a course that covers these strategies in detail, including scripting for seller conversations and marketing tactics, with a strong focus on mindset.

What are your thoughts on using lease options to revive "dead" leads? Watch the full video to dive deeper into Sharon's strategies and mindset work!