There's a lot of talk about the mindset of new buyers that they don't need an agent. In fact, this talk is becoming reality as more and more first time home buyers call me and when asked about an agent respond, "Oh I don't need one." Apparently, they think that agents only show homes and after all they can get that information online, so apparently it's time to move on to something else to sell, right?
WRONG
To be in business for real estate, to REALLY be in business. You need LISTINGS. I know many of the agents that will read this will cringe as they've heard this one before, you have to LIST to LAST and plenty of other old adages. My background is that I was/am a buyer's agent for myself for the most part of 8 years. I was a relocation specialists and enjoy walking people through the process. On most years I would help 25 to 30 people find their home while barely listing 5 homes a year. I didn't want listings. I was screaming from the rooftops about how broken the "listing agent" model is. I said the Millionaire Real Estate Agent was a good book, but way behind on the times.
It took a total market shift, short sale and most of my competitors to get out of the business for me to realize that the reason no one argues the point with buyer's agents, because all of the listing agents know they are "suckers."
Here's why.
Buyers want to do one thing: Look at homes... which are listed.
They want to buy homes... that are listed.
So if you want buyers, you need... Listings.
You say, OK, but since technology is so good why won't seller's sell themselves?
I think buyer's need us now more than ever, and I want to help them but as a business person I understand that buyers come from having an inventory.
stay tuned for part two!
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