obtain more listings: Another Referral Opportunity... - 09/29/08 11:56 AM
Another Referral Opportunity… The Survey!
 
If top producers obtain the majority of their new listings from referrals, then one must learn to take every opportunity to set up situations in which you will be in a position to ask.  A perfect opportunity to ask exists with regard to the post closing survey.
 
A post closing survey is always a great idea.  Referrals come from those who have been given great customer service.  A survey tells the client that you care whether your service was top-notch.  If it was not, you can use the feedback to make adjustments in your … (12 comments)

obtain more listings: Become A Leader and Standout - 09/18/08 02:37 PM
Most top producing listing agents absolutely dominate a particular geographic area, which is typically referred to as their "Farming Area."  Though it is not unusual for the agent to "farm" or blanket this area through direct mail - they are more likely to become dominate listing agents because they are leaders.
Not quite like this leader... 

If the agent lives in a subdivision that has an organized condominium or homeowner's association, the agent is not just a participant in the association, they become the leader by running for the board of directors.  Become actively involved in the committees, events, and/or … (3 comments)

obtain more listings: Pre-Approvals for More Listings - 09/15/08 01:10 PM
In my previous posts of FSBO Marketing, I mentioned that providing pre-approvals would help obtain more listings.  How can a pre-approval help you obtain listings?  When a homeowner is considering selling their home, anything that adds security and peace of mind helps the decision-making process.  Is your competition adding value in the form of security and peace of mind?  If they are pre-approved for their next mortgage there is no doubt that they will be able to afford their next home if their present home sells.  This pre-approval also helps wed them to you as the listing agent on their transaction. … (9 comments)

obtain more listings: Use Synergy Partnerships to Leverage FSBO Synergy - 09/09/08 02:53 PM
In my last post I commented that the referrals you might receive from homeowners selling their homes themselves could actually far exceed the value of the listings missed out by not listing the home they are attempting to sell.  You are more likely to receive value from these referrals if you leverage your resources through a system.  Such a system for leveraging FSBO referral relationships would involve putting together packages of vendors for the homeowners in such a way that you are solidifying your own synergy partnerships.
Every real estate sales professional should have partner relationships comprised of vendors of the … (14 comments)

obtain more listings: Help Sell FSBOs - 09/05/08 12:08 PM
Well, for the past few posts I have written some fun things and did not go back to my series.  To be honest, I just overlooked the fact that I had just stopped in mid though.  Anyway, here is a link to the previous posts regarding 'Obtaining More Listings'.
The next stage of FSBO capture is to become one with the enemy (I know that sounds cheezy).  What I am suggesting here is that you need to help owners sell their homes - to a point.  If your FSBO approach is merely trying to overcome their objection regarding listing their home … (16 comments)

obtain more listings: Approaching Potential FSBOs Early - 08/22/08 09:21 AM
Good Afternoon Rainers!  This is the 4th part of my series.  You can always start reading at this point and still pick up a few tips.  Here is the link to all thus far if you want to go back and read the first 3 parts - Obtaining More Listings

The real estate market has changed, as you are all aware.  In the late 1990s we went through a period in which just about anyone could hang out a sign and sell a home.  Or that is what the average consumer thought.  With the proliferation of technology there arose a host of … (11 comments)

obtain more listings: How To Obtain More Listings - Part 3 - Value in Education - 08/18/08 02:34 PM
If you have not been following along - here are the other parts on How To Obtain More Listings
My last post spoke about the value of a unique offer.  The offer must add value rather than discounting your services in order to be unique.  There is one area in which we can always add value to the process and that is education.  Many homeowners do not understand the real estate sales process and educating them gives you several advantages. (quick note - Be careful not to give TOO MUCH information. That can work against you because the homeowner may become … (8 comments)

obtain more listings: How To Obtain More Listings - Part 2 - Make Your Offer Valuable - 08/18/08 02:06 PM
There are thousands of real estate agents out there looking for listings.  They all claim the same thing - that they will give owners great service (sounds like some mortgage guys/gals I know... what for that post shortly).  It becomes a challenge to differentiate yourself from the competition because of the large numbers of competing agents.  Actually, it is not as much of a challenge as it may seem.  How much of the competition seems to stand out from each other?  If you have not seen them before, Greg Nino from Houston, TX offers some excellent examples of what NOT to do … (10 comments)

obtain more listings: How to Obtain More Listings - Part 1 - 08/14/08 08:08 AM
Over the years of talking with agents, reading blogs, and just gathering tips from top producers, I have put together some basics of gathering listings.  I'll focus on attracting buyers in a future series.  I'm still gathering some data on that topic.
If you are a listing agent, you have learned the secret that top real estate agents have known for years.  Rather than focusing upon the selling side of the business, true top producers rely on listings for a majority of their real estate commissions.  It is possible to sell many more listings in a month than it is to show … (18 comments)

 
John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449   http://TexasLoanGuy.com) Rainmaker large

John Cannata

Texas Home Mortgage - Purchase or Refinance

Frisco, TX

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As a resident of Frisco Texas and a licensed Texas Home Mortgage Professional, it is my job to remove the stress out of financing or refinancing your home. I do this by providing ongoing updates, being available for questions, and ultimately delivering 'as promised' with not surprises. My goal is to become your consultant for life and for you to rely on me to assist your family and friends as well. By TwitterButtons.com follow JohnLoanGuy at http://twitter.com


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