Advice on how to get listings as the neighborhood expert

By
Services for Real Estate Pros with Marte Cliff Copywriting

Bryan Robertson presents an effective plan for getting listings.

It's not difficult, and it's not expensive. What it requires is some good old fashioned effort. Otherwise known as work. 

If you're seeking status as the neighborhood expert in an area that encompasses some retail activity, I have something that will help you as well. It's a free set of 3 letters that will introduce you to business people in a way that will get you remembered. 

Get your free letters and see what I mean: http://www.copybymarte.com/pro/WhoAreYouLetters.html

Why do agents fail to find property listings?

The old adage is "List to live" and, generally, listing agents tend to have steady business.  Many agents find it difficult to find potential listings.  There are services available, such as SmartZIP, that offer the potential of sellers looking for agents.  As I've interviewed agents to join my firm, I often am asked how the brokerage will help them find listings.  We've got a few secrets and some classic methods of finding listings.

 

Good Old Fashioned Networking

Assuming you have a neighborhood you specialize in (and you should), then you really need to be THE go to agent for the area.  Yes, you've got lots of competitors but that's no excuse.  To "own" a farm you need to go beyond the old-school farming techniques.  Here are some ideas:

  • Be present and available both online and offline.  Walk the neighborhood, help coordinate events, offer assistance and resources when neighbors need things. Above all, be genuine.
  • Skip the saturation mailings.  Sending a mailing every 30 days to the entire neighborhood isn't as useful as sending something meaningful 3-4 times a year to relevant contacts.
  • Send cards, notes, and anything else you've personally signed or written.  Making it personal goes a long way toward relationships.
  • Help organize block parties, assist with recycling events, school projects, etc.  Support what you believe in because people can sense a true passion for things.  Again, being genuinely interested goes a longer way than just being "the big agent".

 

Be The Knowledge Base

What makes most agents useful to both buyers and sellers is their expertise in the local market. For sellers in particular, they're looking for someone who knows the neighborhood as well or better than they do.  Look at every house that has every sold in the neighborhood and build a detailed perspective of market trends, values, improvements, and anything else that tells the story of how the neighborhood has evolved over time. 

The more you can tell a seller about how homes have changed over time, the more likely they'll see you as having the expertise to sell theirs.  It's not just market stats, it's about insight into history.  Other tips:

  • Have pictures and video to showcase the neighborhood
  • Document everything you can from any data source, even old listings
  • Know about every builder, remodel, and improvement

 

How does all this work?  Easy, when you're seen as the expert the neighbors will think to call you first.  Moreover, when you're in their lives, they'll consider calling you first.  You won't get every listing, but you will increase your chances.  That's why I emphasize being genuine, because that makes you a real person, not just an agent.  Don't be an agent, be a good neighbor, and you'll do very, very well.

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 Bryan Robertson, President | T: 650.799.9951 | Email: bryan@arrivva.com | Website: http://www.BryanRobertsonHomes.com |CA License: 01191946 | ARIVVA  | 744 San Antonio Road Ste 24 | Palo Alto, CA 94303

 

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Rainmaker
656,967
Joetta Fort
The DiGiorgio Group - Arvada, CO
Independent Broker, Homes Denver to Boulder

I love exciting new ideas, even if they're old ones spiffed up.  I've requested your letters, looking forward to trying them out.

Aug 24, 2013 10:14 AM #1
Rainmaker
1,543,541
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Joetta - Good! I hope they help you expand your sphere of influence! 

Aug 24, 2013 11:20 AM #2
Rainmaker
1,311,975
Wayne and Jean Marie Zuhl
Samsel & Associates - Clark, NJ
The Last Names You'll Ever Need in Real Estate

Bryan's post was fantastic, and I would have missed it had you not re-blogged it! Thanks!

Aug 24, 2013 10:42 PM #3
Rainmaker
1,543,541
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Wayne & Jean Marie - That's the kind of advice people should see before they decide to become agents. I know quite a few who would never have gotten into if they'd known there was actual work involved.

Aug 25, 2013 12:16 AM #4
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Rainmaker
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Marte Cliff

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