One strategy that has the potential to generate instant success is a time-tested prospecting plan. "The 14+14+28 Strategy."  I wish the concept was my creation...but I can't take credit for it. The plan has incredible potential to land listings in any neighborhood.

Here is how it can work:

First thing in the morning go to your MLS site and look for the newest listing's in various neighborhoods.  The listing can be a listing of any company, it doesn't matter.  Pick a neighborhood you are comfortable with and better yet, find a neighborhood with perhaps only one or two listings within a two or three block area of the newly listed property, but for sure, find a brand new competitiors listing that fits the 14+14+28 rule.  That is, a new listing with 14 homes on the left, 14 homes on the right and 28 across the street which are not listed.  Now, keep in mind that you can deviate from the formula if needed.  I mean, if it is 10 on the right, 12 on the left and only 15 across the street, it is okay....this isn't rocket science . More important is implementing this system and just doing it at least once each week. Think about it. If you do visit 50 homes each week, that ends up amounting to more than 2400 contacts a year.  No expensive ad in the newspaper, no fancy and pricey giveaways. It will cost you almost nothing....

Now, prepare a CMA for the neighborhood.  You want to be the expert. Know your stuff. Next, prepare your own flyer for the newly listed property.  Remember, you can prepare a flyer noting that you are a BUYERS AGENT PROFESSIONAL, but you can not prepare a flyer crediting yourself as the listing agent and listring company.  The flyer should include a picture(s), features and price of the newly listed home.  I always list the listing agent and listing company  and the MLS number as to NOT ever give the perception that I am the listing agent.  Frankly, the owners of homes in the neighborhood reallly don't care who listed the home.....all they want is information.  Your job here is to provide them information.  We all know that the first one's to take flyers out of the flyer boxes  of newly listed homes are the neighbors, right? They want to know how much the neighbors are selling for. They want to know what features the neighbors home has in comparison to theirs.....come on.....they are nosey.  So be the providor of information. They will love you for it. They will remember you.

Next, with your flyer in hand, CMA in your carry-bag and business card in your pocket, get busy.  All you need to do is park your car and knock the doors using the 14+14+28 rule.  When the door is answered simply introduce yourself by saying, " Hello sir, my name is Joe Realtor of Joe Realtor Realty.  I imagine you saw the new FOR SALE sign on your neighbors home (pointing in the direction of the newly listed home) at 123 Apple Street.  And I was hoping I could provide you with information on the new listing and ask you if you know of someone today who might be looking for a home like this in your beautiful neighborhood?"  If they say yes and have a name your in business.  If they say no, we teach our agents to ask, "When are you planning to move?"  It begins a dialogue ( actually we use the Bill Nasby 5 question technique ) and the opportunity to find out when they might be moving and where they may be moving to in the future.  We ask questions to find out when they may have a need for our services.  Think about it....people are moving every three to five years....you may hit when the iron is hot! 

This technique is almost a warm call because, honestly, neighbors want to know what is going on in their neighborhood...and you saved them a trip to the brochure box for heavens sake! We always leave a CMA as a bonus and item of value, along with our business card.

Consider leaving something that will give them a reason to call you. I leave, as part of the prepared package, my "Your Home SOLD in 45 Days Guaranteed Or I'll Pay You $1000" offer.  I'll even say, " and by the way, if you decide to sell your home I would welcome the opportunity to offer you my guarantee." 

Here is what I know.  99% of the agents who list homes in my area NEVER do this when THEY are the listing agent. Most fail to even send out a "JUST LISTED" card.  They will list the home, put up a sign and place it on MLS.....and...that is it!  Outflank your competition by taking advantage of their ineffectiveness. Take advantage of their skill in listing and their non-skill in marketing.