You Don't Have To List To Last
It's long been said in our industry that "you have to list to last". And in the days of sub agency, where the only side of the deal that was guaranteed was the listing side, this was true. But today, with the advent of buyer agency, there is more to real estate than listings.
Which Brain Are You Thinking With?
One of the challenges our industry faces is that, even in the markets where buyer agency is established, we're still thinking with listing agents' brains. We want listings because they give us something to advertise to bring in the buyers and more listings. But here's a new thought.
What if we advertised our buyers instead?
Sellers Want Results
Do you think that sellers would want to list their home more with an agency that had a lot of listings or one that had a lot of buyers? Sellers want results. If we can show them that we have the resources to come up with buyers for them, then why wouldn't they want to list with us?
Try Something Different
So rather than going out and pursuing that next listing today, why not try something different. Send out a mailing or place an ad that lists the current buyer clients you are working with and what they are looking for. Any seller who is thinking about putting their house on the market, will be likely to call you.
Kelle Sparta is the author of The Consultative Real Estate Agent - Building Relationships that Create Loyal Clients, Get More Referrals, and Increase Your Sales, as well as being a speaker and trainer specializing in the real estate industry. Kelle is the founder of Sparta Success Systems, a real estate training company that provides tools, products, and training to empower agents and brokers to create lives and businesses they can love. For more information, visit her website at http://www.spartasuccess.com/. © 2007, Kelle Sparta.
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