To Sellers: My Focus is on Marketing, not Sales

Real Estate Agent with Coldwell Banker Residential Brokerage

Sellers expect real estate agents to sell their homes. They may be looking for an aggressive salesperson who will close prospective buyer. What they should be looking for is a marketing expert.

The truth is the listing agent will probably never even meet the buyers or talk with them. That's because the buyer has their own agent and in most markets, a buyer's agent will bring the buyer and "sell" the house.

Representing both the buyer and seller raises potential conflicts of interest, further limiting the possibility of the listing agent "selling" the house to a buyer.

So what does the listing agent do? Marketing.

Marketing is what you see on TV when you see a commercial for a car. Special offers like Truck Month or Toyotathon are examples of Marketing. The commercial is not there to sell you a car but to get you to go to the showroom and visit the dealer.

Excellent marketing will bring buyers to the house. This is the same as getting them into the showroom to buy a car.

When I visit with a prospective listing client, this is one of the first items on my agenda, to explain the difference between marketing and sales and then go through all the activities I will do to market their property.

Posted by

Jerry Van Pelt

Coldwell Banker Residential Brokerage

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Dallas Texas Real Estate and the northern suburbs of Frisco, Plano, Richardson, McKinney, Allen and Carrollton. Member Coldwell Banker Sterling Society top 3% worldwide. I will help you to buy, sell or lease a home. 

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Comments (2)

Nor Yeretsian
Envoy Capitol Realty Inc. - Toronto, ON
Envoy Capitol Realty Inc., Brokerage Toronto

Good plan Jerry. So little thinking is done in our business of real estate at times.



Feb 17, 2012 11:14 PM
Jon Eliason
EXIT Realty Advantage Pagosa, Pagosa Springs, Colorado - Pagosa Springs, CO

Jerry ~ Marketing is definitely on the minds of the Seller. They want their home to be "Seen". Not only by the Buyers, but , the folks on the internet searching for a home. All of my listings are syndicated with several online companies, not to mention the local advertising outlets. Great post!

Feb 17, 2012 11:15 PM