Do You List? Why Not?

There is an old saying in Real Estate that many successful agents know by Heart:

"List to Last" OR LTL

Times and techniques have changed,  but the LTL Rule is still so powerful and true.

For many years I have observed the development and growth of new agent's careers. As a result it became increasingly obvious to me that .....the sooner an agent believes in the LTL Rule , the quicker their career takes off.  And even if the agent has a good  supply of buyers knocking at their door, unless he or she becomes a believer in LTL ..... the sooner their career is likely to fold. This is almost universal.

Many new agents tend to take all the floor time they can handle in the beginning. But even so, they eventually find that floor just isn't enough to pay the bills. There are exceptional days but not that many. And no matter how many times they hear or read about the importance of listing, there is no substitute for trial and error in making a new agent a believer.  After months and months of thinking they can do it with floor time alone, they either have the "AH-HA!" moment or they just decide real estate isn't for them.

During this "AH-HA!" moment the light finally goes off  " Hey! I need some listings!"

   I call this learning curve period FTP  or Floor Time Trap . Now don't get me wrong! Even the best agents know the importance of floor time. Do it often and do it effectively. But they don't substitute it for all the other things they know they need to do to generate business.

Now if you have a bad case of FTP  ther is still hope! You can avoid floor time trap.

Here is an easy formula.

• Decide to do something about it. The very next day compose your cheerleader list  and if you have never done so...shame on you!   These are all the guys and gals you know who will send you business, and you know they will....but you must make the list, and write a letter to them letting them know what you do for a living  and what you specifically need them to do for you. ASK FOR BUSINESS!  Send the letter with 5 business cards attached. No cheap looking letters allowed! Use quality material  and sign in blue ink, then hand address envelopes in blue ink. This is important. Make your cheerleaders feel important 
•  Next Step...Call Them to see if they got the letter. Take the opportunity to visit , then ask for their business and referrals again.
• Call them or write or email them a couple of times a year to keep the personal touch going.
• Please abide by all state and local solicitation laws and the  rules of your local association in this process.

Soon you will see some results!

Have a prosperous week!

Trey

www.researchvalleyhomes