How can I close 30 transactions this year in the DC Metro/Frederick County area?

Brian,

First, I applaud your effort to enlist help.  The key here then is to take the ideas that you get from these responses and start applying them IMMEDIATELY.  Not all things will work for you or be a fit for you, but I would implore you to try them all anyway.  That said, there are hundreds of different ways to find business, so I won't even attempt to go into all of them. Instead, I am going to give you one idea.

When an agent in your office either gets a brand new listing, or closes a sales, go and ask them if they will be directly contacting the neighbors.  If they will, then back off . . . but if they say that they aren't, then ask them if you can.  Most agents will be fine with this (I know I would).  So then here is what you do:

Either call or knock on the doors of the 30 closest neighbors (knocking is more effective) . . . and here is what you will say:

Around a New Listing: "Mr. Homeowner, I am Brian Schenker with Keller Williams Home Towne Realty.  I wanted to stop by to let you know that our office just listed the home at XXX Address (point to the house) and you will soon start seeing some traffic over there that you don't normally see.  We like to let the neighbors know about this as soon as possible just so you aren't alarmed by any strangers that you see at the house.  As well, many times neighbors are the best source of buyers for homes that we have just listed in the neighborhood.  I have personally found that people like the opportunity to pick their own neighbors, wouldn't you agree?  So, my second reason for stopping by was to ask who you might know that is thinking of moving that might make a good neighbor for you."  This should open up the conversation.  They will either know of someone or they won't, but the bottom line is that they will typically be glad that you stopped by . . . and now you have one more person in Frederick, MD that knows you are a great real estate agent.  Be sure to follow up with a hand-written note to them the next day with your card in it.  Of course you will give them a card while you are there too, and possibly a flyer on the house.

Around a New Closed Sale: "Mr. Homeowner, I am Brian Schenker with Keller Williams Home Town Realty.  I wnated to stop by to let you know that our office just sold the home at XXX Address (point to the house) and you will soon start seeing your new neighbors move in. (Here they may ask you about the new neighbors, and you can just tell them that you did not personally represent the buyers and so unfortunately you don't really know anything about them).  The second reason I wanted to stop by is that we still have ads in the magazines for this property and are still receiving calls, mostly because buyers really like this neighborhood.  I was hoping that you might know of someone else in the subdivision who may be thinking of selling, in case we get a hot buyer from those ads." Again, this should simply open up a conversation and they will either know of a neighbor who is thinking of selling or they won't.  But again, you will have just made one more good contact with someone in your community.  Be sure to send that hand-written not when you get back to your office.

Where the power of this really can come into play is if you had knocked on the same 30 doors when the house was listed, and then again when it was sold (especially if it happened in a short time frame).  You also need to be sure to now put these folks into some drip campaign so that they remember who you are.

Now I am not going to BS you and tell you that you are going to pick up a buyer or seller every time you go out and do this, but there is potential.  AND this should fit in perfectly with the fact that you are Dual-Careered.  You can do this every night and on the weekends if you chose (assuming your office generates enough new listings/closings each week).  The other nice thing is that this is very non-threatening for the homeowners . . . in their mind, you are doing them a favor and just letting them know what is going on in their neighborhood.

Good luck and good selling!

Brian     & you too Tracey..

We used to call that picking up crumbs and making whole loaves...It looks funny written down...But I agree, it does work....I will give anyone reading a small hint for more phone calls off your listings............. put a yellow hand written bandit sign in the yard alon g with your regular real estate sign....and see the increase in calls from day one....next tip...have a seperate number for this sign call and don't answer it, have it go to a voice mail where they can leave you a name and number message...I did this on my vacant foreclosure properties and nearly blew my phone up...Most of the leads will be crap, but you are going to be happy with the few that are worth the effort

Brian,

Have you implemented the steps in the 4-4-3 class.  Do that and then learn your dialogues and knock your own neighborhood.  Or one close that has a reasonable turn over ratio.  You will have to be out meeting people, at least one on one.  Everyone you meet, goes in your database.  Then you contact them like the MREA book says.

List and Sell (be persistent and lead generate every day)  Gary @ RentonHomeFinder

Hi Biran,

  Have you thought about trying to hold a First Time Home Buyer Seminar or a how to sell your Home seminar?  These are great ways to get your name out there and it helps to boost your database.  I am a loan officer and I hold a first time home buyer seminar every month.  If you need tips let me know.

John Thomas - Certified Mortgage Planner

Brian, I agree, the sooner you start various strategies the sooner you will see what produces results.  Most marketing efforts are usually seeds planted now that will bear fruit in the future, although some are more immediate.

Good luck

Steve Olczak