Getting listings is a vital part of building your business. A lot of new agents focus on being buyer’s agents when they first start, and as a result they end up being a Secret Agent.
A Secret Agent is the one the public has no idea is involved in the transaction. Whose name is on the sign? Whose name is on the social media ads about the home? Whose name is on the website promoting the property?
The listing agent.
Every. Time.
If you’re ready to stop being a secret agent, it’s time to build the listing side of your business. Here’s how to get more listings in 2019!
Consistent Farming
Farming – sending materials and holding events in a specific area to build your brand – is a vital part of succeeding in real estate.
The biggest problem for many real estate agents is that they aren’t consistent with these things. They send three mailings a year and wonder why they aren’t getting results.
Here’s the farming strategy that can help you increase listings:
- Farming postcards or mailings once a month
- Door knocking once a month (following up on mailings!)
- Participating in local events where residents will be
- Interacting with folks from that neighborhood on social media
- Sharing proof of your success – sold homes, etc – along with helpful tips
When you take these steps, you’re showing not only your expertise but also your professionalism and persistence. That’s the kind of Realtor® people want to list with!
Be an Advocate for Sellers
Too many Realtors® seem to act like predators – “hunting” leads and “taking them down” for the “win.”
The reason FSBOs and Expired Listings can be hard to approach is that they sense that you’re in it for YOU, not for THEM.
Flip the script. Be an advocate for a seller. Approach FSBOs and expired listings with helpful tips and a contact number. Don’t pounce – encourage, and when they are ready for professional help they’ll be more likely to choose you.
Sellers – and everyone else – can tell who’s “hunting” and who’s actually HELPING. Be a helper, and you’ll get a lot more listings!
Consider Working With Investors
Investors are moving a lot of properties and can be a great source of listings. If you can connect with that community, you can become a go-to Realtor®, which is an enormous boon.
Why not get a report on anyone who owns three or more properties in your area? Connect with them, provide real value, and be willing to help them sell when they’re ready.
Just like when you approach expired listings and FSBO’s, you need to be honestly interested in service rather than hunting for new prospects. The investors will be able to tell if you’re not really in it for them.
Take the Long View
If there’s one thing I’ve learned in business, it’s that quick success isn’t success at all. If you want a business that will grow over time and provide a solid foundation for your future, you need to take the long-term view.
Invest your time in farming postcards. Spend time in your target neighborhoods. Build relationships with sellers and investors that are built on true service.
If you do this consistently in 2019, a year from now you won’t even recognize your business!
How do you plan to focus on listings in 2019? Share in the comments!
This post originally shared on PrinterBees' Real Estate Marketing Magazine.
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