Master the Market of the Moment
A 300th-episode milestone solo from Geoff covering his 'Master the Market' framework for closing Q4 strong and positioning for 2024. He shares a real success story using video CMAs to generate agent referrals, then walks through mindset, market context, and concrete outreach tactics for a tough rate environment. Best for LOs who need a reset and a short list of actions to execute before year-end.
You can only control three things in any market: your mindset, your skill set, and your actions — everything else is noise.
Takeaways you can run this week
- Make 5 gratitude calls this week to listing agents from past closings you've lost touch with. Exact script: 'I really didn't get the opportunity to properly thank you for trusting me with the transaction at 123 Main Street. I just wanted to call and say thank you. That's the only reason I'm calling.'
- Reach out to 5 past clients using this check-in script: 'Hey [name], I have to admit I've been a little out of touch because things have been so crazy, but I'm trying to do a better job staying connected. I just wanted to say hi — is there anything I can help you with at all?'
- Teach real estate agents the 90-Day Video CMA strategy using Google Earth. The class takes 20–30 minutes to deliver and gives agents a tool that turns listing appointments into 'come list me' appointments — as demonstrated by Nick Fendig's agent in Florida.
- Add a seller seminar to your agent partners' event calendar. Reference point: one agent ran these for 8 months (Jan–Aug), generated 15 new listings, $18M in sales, and 250 sellers added to her database.
- Build and deliver a 'Master the Market' presentation to your agent database covering: why prices are up 3.9% YoY despite low inventory, the cost-of-waiting rent-vs-buy analysis with a visual tool, and equity repositioning conversations for homeowners sitting on large equity.
- Audit your AI tool adoption — if you haven't tested ChatGPT or Google Bard for business efficiency, start this week. Top producers across Geoff's 300 interviews consistently share adaptability as their #1 trait.
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GET FREE ACCESSThe playbook
- 1. Pull your list of listing agents from closed deals in the past 2–3 years you are no longer in contact with.
- 2. Call 5 this week with the gratitude script — no ask, no pitch.
- 3. For agents who respond warmly, offer to teach them the 90-Day Video CMA class (20–30 min, uses Google Earth).
- 4. After teaching the class, follow up to see if the agent has tried it — success stories like Nick's create natural reciprocation and referrals.
- 5. With agents now engaged, layer in the 'Master the Market' presentation as a value-add group class or one-on-one for Q4 pipeline building.
Worth quoting
“In order to earn their business, you must become part of their business.”
“Most agents know what's happening. Good agents understand it. Great agents can explain it.”
Best for
LOs who have closed deals with agents and past clients but have gone quiet and need a simple, low-pressure re-engagement plan before year-end.