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Do You Still Need to "List to Last"?

There’s been a long-standing catch phrase in our industry that real estate agents need to “list to last”. That is, if an agent didn’t focus on listings, they wouldn’t last in the industry for very long.
Many Realtors® are challenging that idea now, especially with internet marketing increasing exposure for both listing agents and buyer’s agents. With great online marketing in an internet-savvy market, a buyer’s agent can certainly be successful. But my contention is they can’t be as successful as a well-positioned listing agent. Here’s why.
 Buyers Take More TimeThis is a simple reality. It takes a lot of time to show buyers around. I read an article by a buyer’s agent who said he maximized efficiency by showing most information through email and online, limiting in-person showings, and turning down buyers who seemed too needy.
Well, that’s a great gig if you can get it, and he’s obviously an established agent in a large market to be able to lay those boundaries. But the simple truth is, many clients aren’t internet savvy. Many listings don’t have great online pictures or a video walkthrough. And many clients need to really see and feel a space in person before they can make a decision. So, as a buyer’s ... more

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