Todays Most Important Factor as a Listing Agent

What is the most important factor for a Listing Agent?
by Kevin Jones, KEVIN JONES Real Estate & Loans  818-955-SOLD (7653)

In my opinion there are only three things in any market:
Price, Marketing and Timing.

Today, my market is completely price driven, if you are not at or in most cases somewhat below other comps (previously sold) the showings are minimal.  We have to price to sell, we have to become salespeople and professionals if we are going to survive.

Unfortunately, many agents will take the listings at what the seller wants to list them at.  We all see and some of us have them, the listings that sit there for 6-12 months.  I determine a "Target List Price" and a "Max List Price" before going on any appointment.  I pre-qualify the seller with a range over the phone, if they don't agree to "The Range" I do not go.

The "Target List Price" is what I feel 100% working the numbers backwards and forwards, what the property will sell for in todays market.  The "Max List Price" is a number I put on the house that I will not exceed on a listing contract.  If they are not reasonable, I thank them for their time and say goodbye.

I track any and all listings that I walk away from, thankfully almost everyone of them became an expired or cancelled listing later because they listed well above what I consider the market will bring them.  None of us need a Huge Inventory, just listings that will sell quickly!

The "Marketing" of the properties today has to be different than ever before.  Most don't understand the difference between marketing and advertising.  I don't do any advertising, my success rate at passive advertising is not predictable reliable enough to be duplicatable on a monthly basis.  What are your thoughts on this?  I am not getting enough return for the amount spent.

Going back to the basics and working to earn our commissions seems to always work!  Here is small tool I used that was very effective!  I took a listing of an expired.  They wanted, of course a higher amount, I took the listing with an automatic price reduction in three weeks.  I then spent the next three days and 10 hours of negotiating with them to give me the reduction then.

They did not believe I would work for my commission as they put it, Agents don't do anything, they just put it in the MLS.  Just then the door bell rang.  There was a buyer at the door with one of my fliers!  I had spent the previous hour, prior to the appointment, doing drop by's of other local Expireds.  Asking them for their listings.

The funny thing is the lady that was incredibly rude to me at her door, is now at my listing with her whole family and very interested in previewing this property!

The Sellers were amazed!  They looked like a kid in a candy store!  long story short, I got the reduction, the listing sold in one day and everyone was happy!  The sellers said more people came through the first day than all previous listings combined.  The listing Sold In 1 Day, for Full Price!  Now that is what the sellers want, The best price in a very short amount of time!  Less Stress! 

Don't be afraid to get your price and lets all get out and have some fun and do some work!  It is very rewarding!  Not only to us but also for the sellers!  This truly is a great market and great opportunity if we allow ourselves and our buyers/sellers to find it!


If you are a Seller reading this and want to sell for the most amount of money, in the shortest amount of time, with the least amount of inconvenience, call today ( 818-955-7653) and we will go to work for you and get you great results!  or email listwithme@earthlink.net

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KEVIN JONES Real Estate & Loans  818-955-SOLD (7653)
Southern California