To all the agents out there who want to do more business this year, I have a GUARANTEED way for you to do it.  It will work if you do mostly listings and it works if you just work buyers.  PREVIEW your market.  If you spend one 3 or 4 hour block each week previewing houses for sale in your area you will close at least one listing lead or one buyer lead per quarter.  You could probably close even more if you previewed more.  There are 4 reasons why this works.

1. Previewing gives you confidence.  When you know your inventory, it comes across to your client, whether they are a buyer or seller.  When they ask a question about a house they saw online and you can give them specific details about the home, you have just validated your position as an expert.
2. Previewing gives you enthusiasm.  Somewhere I read long ago that the definition of sales was the ability to transfer emotion.  If you just previewed the perfect home for a client, that energy and enthusiasm will be transfered to them. If you are at a listing presentation at the best condition house in the neighborhood your enthusiasm will come across to the sellers.  You can only get to this point by previewing.
3. Previewing gets you in front of sellers.  If you have expireds and withdraws in your marketplace it is a lot easier to call them on the phone and get their listing.  One of the keys to previewing is going when there is a high chance to see the owner.  Not during dinner, though.
4. Previewing gets other agents to call you.  It is a perfect opportunity to network with other agent, much like we do here on AR.  An honest assessment of a listing will be appreciated by any good agent.  It will also guarantee reciprication. It will also allow you to call to see if they have any buyers for your listings.  You could see if they are on Active Rain and if not invite them.  These are just a few ideas.

Keep in mind that previewing should be done no less than once a week.  You should also concentrate on a manageable area so that you can become an expert in that area.  Too large of an area and you end up getting spread too thin. 

Whenever my production is waning or I am unmotivated, I force myself to preview. It always seems to work even though I hate the idea of calling everyone up, getting in and out of my car and getting the follow up calls from the agents.  The additional revenue is well worth it.  And I don't know if its a coincidence or not, but I always seem to get a buyer or seller in the area of my previewing.