"Another listing that doesn't sell!"

Real Estate Agent

In a recent post, I mentioned the "excitement" one agent expressed over the idea of a listing contest: "Just what I need, another listing that doesn't sell." 

Please, all of you agents who like to work primarily with buyers, this is not for you. 

If it's working for you, keep doing it.

But some agents -- like me -- prefer to split my work about 75% sellers and 24% buyers.

If you prefer being a listing agent, let me tell you this:  All those agents who LIKE working with buyers would just as soon you NOT start focusing on buyers rather than sellers.

But I do need to ask this question:  In this kind of market, just how do you plan to make a living?  As I was mulling this all over, it hit me: When the "buyer agents" out there put people in their car, drive 'em around to a bunch of houses, and they BUY one, do you think the house is one that is LISTED WITH A REALTOR or do you think it's a FSBO?

Chances are, it's a listed property.  So why isn't it yours?  The buyers ARE going to buy SOMETHING, and most likely it's going to be a property listed with a Realtor, right? 

Those listing agents who aren't excited about getting more listings are probably not pricing them right, making sure they show PERFECT and are easy to show, etc.  Their listings don't sell and they get discouraged from getting any more.  

If you want to be a listing agent in a buyer's market, you need to work smarter, not harder.  You need to be strong enough to tell sellers the truth about what it will take to sell and walk away from sellers who are not motivated enough to do what it takes.  

Recently, I let a listing go after I realized the sellers believed THEY are the real estate experts and did not act on my recommendations in a timely manner.  They missed opportunity after opportunity and I realized no matter what I said, they were going to do it their way.  

Those are the kinds of sellers to let go.  

Start hitting the phones, taking floor, whatever it is you do to prospect, and get sellers who ARE motivated to sell.  Then, screw up your courage to tell them exactly what it will take to get their home SOLD.  Your lisings will start selling and you'll be eager to get more.


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Virginia Tatseos
Stage-Show-Sell - Bloomfield Township, MI

My question is how many listings can you have before you go broke?

Listings are so expensive to keep so I guess they have to be priced right and STAGED to look good

Mar 31, 2008 10:08 AM #1
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Don Phelan

Five Star Real Estate
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