Whether it’s refining your business model, mastering new technologies, or discovering strategies to capitalize on the next market surge, Inman Connect New York will prepare you to take bold steps forward. The Next Chapter is about to begin. Be part of it. Join us and thousands of real estate leaders Jan. 22-24, 2025.
Homesellers have found themselves in quite a conundrum over the past two years as they’ve weighed the benefits of record home price appreciation against the risk of trading a sub-3 percent mortgage for a higher rate. Although moderating mortgage rates have eased some of those concerns, as evidenced by an uptick in new listings this summer, homesellers are still hesitating.
So, what’s a listing agent to do?
Keller Williams leaders Gary Keller, Jason Abrams and Jay Papasan sought to answer this question during a Wednesday morning Mega Agent Camp session featuring four leading broker-owners who’ve mastered MOFIR (i.e., Make Offer For Immediate Response), a key lead generation strategy in Keller’s SHIFT book.
“It’s okay to have long-term nurturing to generate leads. Of course, it is,” Keller said. “But at the end of the day, making an offer for an immediate response is the way your brain should be wired, right? Not make offers for someday response. Why would you do that? Right? Make an offer.”
Tim Heyl Group and Homeward founder Tim Heyl said the foundation of a successful MOFIR is a streamlined business focus and value proposition. Generalists, he said, have a hard time creating MOFIRs because they try to serve everyone instead of mastering a smaller set of skills that make them invaluable to a specific group of consumers.
“If you can make your brand about solving a very specific problem, you will own that market,” he said. “It’s very tempting in real estate to be a generalist of everything. Think about it: buyers and sellers come in all different flavors, and we wanna say, ‘Well, I can help all of you with…