If you’re looking to get your year started off fast, here’s what you should do. First, pull all of the expired listings since the beginning of December. A lot of these haven’t been followed up on at all. Mail them the expired listing letter. Call them. Stop by their home on your way home from work.
Second, go after the FSBOs. A lot of these are ready to list with an agent. The Smart Seller’s way of listing the house works great to get their listing. The key with FSBOs is to just be the agent that talks to them when they give up on FSBO and decide to list. If you talk to one and they don’t want to list right now, call them once a week after that to see how things are going. If the home doesn’t sell and their motivation is high; all FSBOs will eventually list with an agent.
Third, chase down the Pre-Foreclosures. I am putting a lot more effort into these leads than I did last year. These are the sellers that will do what it takes to get the house sold. Our market here has declined to the point where only the sellers that absolutely have to sell, will sell.
If you’re looking to get your year started strong, then just get out there and mail, call, and talk to as many sellers as possible. Put the extra effort into the FSBOs and Expired Listings where the home is vacant. These tend to be more motivated than the owner occupied homes. There isn’t as much competition for listings in today’s market. That’s because most agents don’t want them, because the listings they already have aren’t selling.
If you really want to sell some houses, then put two or three hours into lead generation every day. Mail all the new Expired Listings, FSBOs, and Pre-Foreclosures. Then, get on the phone and call the ones you can reach. Stop by 2-3 sellers on the way home from work. Call for 30 minutes in the evening.
Nothing beats taking action. The people that sit on the fence never accomplish anything. Don’t put lots of hours into planning everything out. Don’t make your letters perfect. Just send them out. Just take action. If you do this, then you’ll have more business than you know what to do with. I’m doing it, and this is going to be a great year for me. If you do it, then you’ll have a great year and sell a whole lot of homes. What can you do with the money? Take a nice vacation, pay off debt, or save for retirement?
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Ben & Chris Curry The Short Sale Agent's Advocate
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