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A guide for new agents: Why Listings Rule All!

Real Estate Agent with Keller Williams Realty
Why listings rule all!

It’s been a while since my last update on the New Agent guide so I decided to get to the heart of the matter. If you want to survive in this business, you NEED listings! Use the strategies I had outlined in the previous editions of this guide to market for Seller Listings, make sure you ask for buyer referrals too, but put your focus on listings.
Here are the reasons why Listings Rule All… and there’s not much to it. Nearly any positive aspect of a seller listing can be summed up under these 2 reasons.

1. Sellers = Buyers

2. 30 Sales or 6 Sales?

Sellers = Buyers

So what does that mean anyway? Well, if you effectively market a listing, you should be able to pick up at least one serious buyer. For a hot, well-priced well-presented property, you could pick up several buyers. I’ve heard some agents say that an agent should be able to pick up at least 2 buyers from 1 listing. One thing is for sure though, to be an effective and full-time agent, you NEED listings and you NEED to effectively market your listings. The next step is learning to convert your buyer leads into buyers closed, but that’s for another episode.

30 Sales or 6 Sales?

Well, what’ll it be? Would you rather have 30 Sales at a time or 6 sales at a time? I choose 30. I have heard different stories regarding these numbers as well but experience tells me that 30 and 6 are about right.
Seller listings allow an agent to leverage his/her time more effectively. It is possible for one single person to effectively market up to 30 listings at a time before needing the help of an assistant. Listings require a good bit of time to get into the computer and circulating on the net, but after that, you don’t usually have to update them for 30 days or more. And most of the work after that is answering phone calls, and making phone calls.
On the other hand, it has been said that a single agent would have difficulty handling more than 6 serious buyers at a time… I fully agree with this. From personal experience, I was dealing with 6 serious buyers at one time and several other soon-to-be-buyers, and was so consumed with the physical aspect of the buying process that I was unable to pull in even 1 listing that month. I did put 8 transactions under contract though including listings sold which was nice, but if listings equal buyers, then my business was effectively thrown back due to my inability to focus on listing generation.

So what’s the plan?

Go get yourself 30 listings and practice your buyer lead conversion, then try to hold on to your sanity until you can afford to hire an assistant lol.

Dustin Nulf
Keller Williams Realty
cell: 412-496-8811
***If you're an agent who is focused on long term gains and interested in keeping 100% of your commission, give me a call or shoot me an email because I want to talk to you! ***
Vickie McCartney
Maverick Realty - Owensboro, KY
Broker, Real Estate Agent Owensboro KY

Hi Dustin~  30 listings at one time is a lot to manage, but yes it can be done.  It just depends on how busy you want to be!

Mar 18, 2010 03:13 PM
Dustin Nulf
Keller Williams Realty - Pittsburgh, PA

i was almost up to 25 and could handle that, i figure 5 more couldn't be that bad lol.  thanks for reading my blog :)

Mar 18, 2010 03:16 PM
Carla McNeil
Keller Williams Realty San Jose Gateway - San Jose, CA

Very true!

Another topic:

How much buyer or listing traffic do you figure rainmaker has pulled in for you?


Carla KW agent

San Jose, Ca

Jun 30, 2010 12:41 PM