Summary

What is the 10-Day Selling System?

1. The 10-Day Selling System is a proven and complete marketing & selling system that, when executed correctly, sells houses in 10 days or less (even in a shifting market).
2. It is a no BS, audacious promise. This is a legit no-bogus promise that actually works. 

The Power of the 10-Day Selling System 

1. It gets you in a conversation with a prospect or a seller about selling their house for top dollar in 10 days or less.
2.  It is based on an auction approach to the sale of the house. You price the house, position it, and market it in a way that gets buyers to line up and make multiple offers on it. Emotion will drive them to bid up the price. And it is proven that when people are in multiple offer situations, and a house is fresh and new on the market, it sells for more.

If it doesn’t sell…

Change your guarantee. Say, “Well if you don’t feel like I’m doing my job, with your written request, we’ll release you from the listing. But I’m telling you right now it may not sell in 10 days.” You can remove any incentive (e.g. reduction of commission)

Or you can extend the guarantee 

Say, “Look, based on what you’re wanting to do, no problem, we can do it but it’s a 30-day guarantee instead of a 10-day guarantee. We’ll still use the same system, the 10-Day Selling System because it’s proven to work. Okay? And if it doesn’t work in 10 days we’ll run it again, we’ll run it again. We’ll keep running it until it works but there’s no guarantee in 10 days.”

The key is to have a straightforward & honest conversation, and then lead them to a decision that is in their best interest, and get them the best results.

If you want to get more winning strategies for adding 2-3 more deals every month (no matter what storm comes your way), I’d like to invite you to join me for a FREE live webclass called, More Leads, More Listings, More Life. Get more details HERE. 

Full Transcript

Hey there, it’s your coach, Kevin Ward, the founder of YESMasters Real Estate Success Training, and in this video, I’m actually going to be sharing with you a private video that I made in a conversation with some of my coaching members about what’s happening in the changing market and their question was what do we do with the 10-Day Selling System when the average days on the market is getting longer and longer?

Now, I have agents that’ll hear about me talking about the 10-Day Selling System, and they’re like, what is that, what is the 10-Day Selling System? First, before I let you watch that video and just give you a little background about the 10-Day Selling System, because it is a proven system, a selling system that will allow you to sell a house in 10 days or less. It works, even in a shifting market.

Two background things to understand about the 10-Day Selling System

1.The 10-Day Selling System is a complete marketing and selling system that works. It works every single time, if it’s executed correctly. 

Now, if you want to learn more about the 10-Day Selling System and you want to actually learn how to execute it and implement it in your business, then I’d invite you to go to my website, yesmasters.com and there you can learn about my coaching programs or the Breakthrough Experience where I actually train and provide the tools of mastering the 10-Day Selling System. 

Okay, so with that, so number one, you’ve got to understand that it is a proven strategy that gets houses to sell in 10 days or less, even in a shifting market.

2.The second thing I want you to understand is that it is a no BS, audacious promise. No BS, meaning it is legit. This is not bait and switch. This is not a bogus promise that I’m going to go in and then say, well, yeah, but it doesn’t really work that way. This actually works. It is a no BS approach and it is an audacious promise.

Now the power of an audacious promise means (you might have heard it called a value proposition) that it’s something that makes sellers go like, “Okay, that is what I want. I want that 10-Day Selling System. I mean if I can sell my house for top dollar or for more money in 10 days or less, that is what I want. I want you just to imagine the power of being able to have a conversation with a prospect, with a seller, and to be able to talk about being able to sell their house for top dollar in 10 days or less.

Now it requires the skill and it requires the system to be able to actually execute it to lead the seller to the right decisions and all of that, which I’m going to talk about in the video that you’re about to watch, but understand if you’re looking at going like, but how can you guarantee this, is that really legit, I was taught that you couldn’t guarantee anything in real estate. If you’re feeling like, ah, I don’t know. I don’t know about this guarantee thing, I’m like, I just don’t know if I buy that or not. 

I totally get it. If you were taught like me that you can’t guarantee anything in real estate, that simply is not the case. I just want you to consider the possibility as you watch this video of what if you had the system and the skills that you could actually guarantee a better result than all your competition could guarantee. What would that do for your business? 

With that, watch this video on what do we do now with the 10-Day Selling System, as the days on market continue to increase.

What do we do with the 10-Day Selling System now? 

I mean, like back when everything was selling with multiple offers and homes were selling in 10 days, the 10-Day Selling System we felt good with it, but now we’re like … When the average days on the market is 20 days, or 25 days, or 30 days what do we do with the 10-Day Selling System now? Should we change it to a 20-day selling system? What should we do?

Hey there, it’s your coach Kevin Ward with your Fire Zone message of the day and this is the question that I’ve gotten from two coaching members in the last week, is what do we do with the 10-Day Selling System when the average days on the market is now longer than 10 days?

Well here’s some things to think about: 

Number one, when everything’s selling in less than 10 days the 10-Day Selling System is not even an audacious promise. It’s just like, “Okay, we can sell a house in less than 10 days because everybody’s selling a house in less than 10 days.” There’s no teeth in it. There’s no power in it. There’s no pull. There’s nothing magnetic about a value proposition that says, “Hey, we’ll do what everybody … All the other agents can do because the market’s letting everybody sell it in less than 10 days.”

It’s when the average days on the market is 20 days, or 30 days, or 45 days that all of a sudden your 10-Day Selling System now becomes audacious. Like this is now making people go like, “Okay, what are you talking about? How are you going to do that?” It makes them say, “I’ve got to check this out. I’ve got to find out more about this.” So it’s only now that the audacious promise of a 10-Day Selling System really works.

Now, just to give a perspective on this, I never used a 10-Day Selling System. What I had was a 28-day guaranteed sale. But understand that when I was doing a 28-day guaranteed sale, two things. One, I had teeth in it. “I will sell your house. I will have your house under contract. We’ll have the best offer on your house that we’re going to get within 28 days or less, or I will pay you up to $25,000.” Which, when you look at the fine print, was basically a reduction of commission at closing up to, I think, 1.5% was what I would do. I would rebate up to 1.5%. Sometimes maybe up to 2%, just depending on the situation. Okay? But it was clear and it was clear in the fine print, “This is the guarantee.”

But it worked and it got people to call me, and connect with me, that would not have otherwise done it because it was audacious. Because the average days on the market wasn’t 28 days. The average days on the market was 45 days or twice the 28 days. And so when you get that now you have something audacious.

The Power of the 10-Day Selling System 

Now here’s the next thing to consider and that is it gets you into a conversation with people. The power of the 10-Day Selling System, when the average days on the market is 15, 20, 25, 30, 35, 40, 45 days, is that, one, it gets you into a conversation. It gets you into an appointment with somebody where they’ll actually talk to you.

Number two, the power of the 10-Day Selling System is that it is based on an auction approach to the sale of the house. Meaning we go in and we price the house, we position the house, we market the house in a way that gets buyers to line up and make multiple offers on a property. See, the power of an auction approach to a sale is that all the buyers who are potential for it and look at that house, and go like, “Okay, well it’s a nice house but that price is like, wow. That price is insane. We may not get it but at least it’s worth us taking a shot, so we’re going to make an offer on it.” And so now you have two buyers, five buyers, 10 buyers lining up to make an offer.

And when you’ve got, now, more of a buyers’ market and there’s 10 houses for 10 buyers, where it used to be one house for 10 buyers, now they have options. But they look at all 10 houses and they go like, “Okay, we like this one, this one, and this one but this one that we also like is the best price. We don’t know if we’re going to get it. It’s probably going to have multiple offers. Agent knows it, the buyers are probably going to know it, but they go like, “At least let’s take a shot because maybe we can get a better deal on it.”

So when you get them in there now they are emotionally into the game. You get multiple offers and now you get emotion involved, and people don’t like to lose. So this is when they bid up the price. This is how you sell a house for the most money and faster. This is how the game of the 10-Day Selling System works and it is proven that when people are in multiple offer situations, and a house is fresh and new on the market, it sells for more.

When you go to a 20-day selling system or a 30-day selling system, if the average days on the market is now 30 days or 60 days, or whatever it is, you now take this power … This entire auction approach it’s now off the table because when you say, “Well we’re in a 20-day selling system, which means we’re hoping we can sell your house in 20 days,” you’re not looking at getting multiple offers because you’re pricing it where it’s like, “Okay, hopefully there’ll be a buyer that’ll come along and make an offer.” But now you’re dealing with one offer at a time, which you lose all the leverage for getting the best price for the house. And, even just as important, is getting the best terms, where you’re getting them to waive contingencies, waive inspections, waive repairs, that kind of stuff.

So the power of the 10-Day Selling System is that it is audacious. Now if you get into a situation where they’re not willing to price it right, where they’re not willing to stage it, where they’re not willing to position it in the market correctly then you just have the straightforward conversation that, “Look, I mean, the 10-Day Selling System will work for you. It’s still going to get your house exposed. We’re still going to get the marketing in front of the buyers. We’re going to get buyers in here and we’re going to get the best offer. And we’re going to get you the best price possible. But it may not happen in 10 days because you’re not … Either the house is ugly or you’re not willing to price it where it’ll go.” No problem. If they want to price it at a price that you don’t recommend, rather than based on the 10-Day Selling System event pricing then you just have to have that straightforward conversation with them.

And when I was doing the 28-day guaranteed sale and the average days on the market was 50 days or 60 days I would go in and here would be the conditions under which there was no guarantee.

Number one, they don’t want to price it right. Number two, the house is not … It doesn’t show great. Meaning if they’re not willing to stage it, if there’s some repairs, updates that needs to be done they’re not willing to do, no problem. “The house will still sell but there’s no guarantee that it’s going to happen in 28 days because there are things that make this work, that make a house sell faster and for more money, and you’re not willing to do them. I’m totally cool with that but that’s the scenario.”

If the house is hard to show, like if they have dogs or animals in the house and they’re not willing to get rid of them, so it’s difficult for people to show or they walk in and there’s a dog in the crate in the master bedroom it just slows the ability for a house to sell faster and for more money. Or if it’s a very, very unique house it’ll be like, “Okay, we still do the same plan, the 10-Day Selling System. The system still works, it just may not happen in 10 days. So I just want you to go in with a realistic expectation. The guarantee is I’m going to do everything to expose to you.”

What if it does not sell?

If it does not sell, then you can change your guarantee. Say if it doesn’t sell in 10 days what are you going to do? “Well if you don’t feel like I’m doing my job, with your written request, we’ll release you from the listing. But I’m telling you right now it may not sell in 10 days.” Okay? So you can remove any incentive, like reduction of commission guarantee, and … 

Or you can extend the guarantee and say, “Look, based on what you’re wanting to do, no problem, we can do it but it’s a 30-day guarantee instead of a 10-day guarantee. We’ll still use the same system, the 10-Day Selling System because it’s proven to work. Okay? And if it doesn’t work in 10 days we’ll run it again, we’ll run it again. We’ll keep running it until it works but there’s no guarantee in 10 days.”

So you now have leverage and the opportunity to be in the conversation, and have a straightforward conversation telling the truth, and then lead them to a decision that is in their best interest and it gets you the opportunity to help them sell the house, and get them the best results.

So this is a game, friends, for you to master the process and understand straight courage, straightforward conversations with sellers. Wins their trust, wins their heart, wins the listing, and wins the day every single time.