Marketing A New Area | Focus On Listings | One Listing Becomes Many !!

Services for Real Estate Pros with RE/MAX Executive Realty 104763


Agency reigns in the real estate business.  Everyone deserves proper representation, and as potential buyers become more educated, they are seeking buyer representation. They are wise to seek proper representation.

Listing agents would be wise to market to buyer agents and not focus their energy on securing a buyer who has no representation. The result of that search is no representation for either the buyer or the seller. The agent is the only one who will benefit, and that’s with the full commission.

Listing agents should focus on the needs of the seller. Our initial listing presentation commits to representing the seller and only the seller. 

Marketing to buyer agents via MLS is a gift to all listing agents. We provide all necessary documents to assist the buyer agent with closing their client on the listing. Make life easy for the buyer agent, and you’ll find that your income will improve.

Every real estate agents appreciates “the path of least resistance” and will always return for more.  You’ll see every open house visited by clients of buyer agents.  They hand us a card from their buyer agent so we can communicate with that agent.

We prefer that agents send their clients with a card rather than accompany them. We show the property and close them on the purchase.  We then communicate with the buyer agent, and it’s written up by that agent. That’s a done deal, and we’re marketing for more listings in the area.

That’s how we move our properties. Open house events work well for us because we know how to work them to assist Buyer Agents.

Our focus remains on listing property, and my marketing is focused on securing more listings. This is accomplished with direct mail marketing that promotes that new listing.  I’ve said it many times, and I’ll continue to say it. 

Listings beget more listings. Homeowners want to work with agents who other homeowners work with. All phases of our business are a follow the leader game.

The area of every new listing should be finely filtered to find more listings. This has worked well for us in our area, and the new area of Worcester that we have now infiltrated!!!


We have a steady flow of Federally Owned Assets that are priced properly by the government; presented vacant and “spit shined.” I market them to hundreds in each area, and additional listings surface.


We’ve been told by many in the city that no other agent sends postcards!!  Well, that was music to my ears, and I want to continue to hear that tune in all areas of the city! Name That Tune? Free Market Analysis!!! Learn to sing it!! 

Just sayin….



Posted by


Barbara Todaro

Marketing Agent for The Todaro Team

308 W. Central St...suite E

Franklin, MA 02038


Exclusive Marketing Agent for The Todaro Team


             Copyright © 2009 - 2019 Barbara Todaro

                               All Rights Reserved



Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Will Hamm 02/02/2019 07:03 AM
Real Estate Sales and Marketing
The Art Of Marketing You
Bartender, Make it a Double
Old Farts Club

Spam prevention
Show All Comments
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Good morning Barbara Todaro, wise advice for all of us. In FL, we are able to represent both sides, it's not something I do, always works best for me to represent one side. Concentrate on the listings! 

Jan 10, 2019 05:31 AM #29
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Barbara Todaro ,

Same song..second verse..repeat...Market to Buyer Agents..make their life easier and your income will improve! I learned this years ago and when I email for feedback I get a response back. Just like this one I received yesterday: "Hi Dorie! Always nice to show a listing of yours, where all of the info the buyer would want to know is there at the property!" She then asked me some questions and they are going back because I promptly answered her. You are the master of marketing and I always listen closly to what you have to say!

Jan 10, 2019 06:08 AM #30
Michael Clancy
Keller Williams of the Lowcountry - Bluffton, SC
Seller Rep, NAR Green Designation

I'm new and already have experienced that I need to chase down diclosures and other information about a property. I have also used this fact when speaking to expired listings about the lack of information their last agent provided. Your post gives me a better understanding of how to impliment a marketing startegy. Thanks!

Jan 10, 2019 07:07 AM #31
Margaret Mitchell
Coldwell Banker Yorke Realty - York, ME
Seacoast Maine & NH Real Estate

Hi Barbara,

I sell a LOT of listings via an open house and most of those sales are to other agents' buyers.  That is the whole point of the open house!  I tell my listing prospects that while I do direct market as well, that I market heavily to buyer agents. The agents in my town have learned that they can trust me with their buyers.  It is a formula that works well for me. Thanks for the interesting post!

Jan 10, 2019 07:35 AM #32
Ben DeHaven
Haven Realty & Investments - Winter Haven, FL
Proudly serving Winter Haven & Lakeland, Florida

Barbara- You are the reason I am amping my direct mail up from now on. I was trying to be a digital market, but in my area there are many people that want the physical peice.

Jan 10, 2019 09:44 AM #33
Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-953-8818

Barbara Todaro  listings beget listings - I love this   saying --So True 

You teach us and hopefully we learn from you

Jan 10, 2019 02:23 PM #34
Jerry Murphy, CRS, SRES
Long Realty West Valley - Anthem, AZ
Anthem, Phoenix, and Scottsdale AZ Real Estate

Great advice Barbara.  I like reading your posts.  I always get good info.

Jan 10, 2019 03:11 PM #35
Celeste Chism - Serving You in Crossville, Fairfield Glade, Lake Tansi & Cumberland Cove
RE/MAX Premier Choice - Crossville, TN
Serving You is My Top Priority

Great post Barbara! I have always been a strong listing agent and I agree with your information totally. One listing can change your business if you know how to market it. Thanks!

Jan 10, 2019 03:26 PM #36
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Barbara, we rarely do open houses here in the mountains, but I'd love it if potenial buyers would bring their agent's card with them rather than their agent. We could do a much better job or presenting the house without the interference. I'd be happy to call the agent when it's over and let them know how the time with their clients went. 

Jan 10, 2019 04:16 PM #37
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Properly priced - that's a Wow! When I handled Fannie Mae listings years ago, they consistently priced $10,000 or more over market. And this was in the days when the the "right price" would be in the $70,000's.

Jan 10, 2019 08:09 PM #38
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

SIng it Loud and Sing it Proud!! that is a great postcard Clean simple and right to the point on message! thank you!

Jan 11, 2019 01:08 AM #39
Andrew Mooers | 207.532.6573
Northern Maine Real Estate-Aroostook County Broker

Listings are king, inventory is everything Barbara Todaro !

Jan 11, 2019 03:12 AM #40
Matthew Klinowski, PA
Downing-Frye - Naples, FL
Golf Community Real Estate Specialist

Good morning Barbara, thanks for sharing this post. I especially like the specific postcard you shared. I always like to see what others are doing and what's working. Have a great weekend.

Jan 11, 2019 04:18 AM #41
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Staying focused is the way and especially when you first start out. I’m cheering everybody on!

Jan 11, 2019 07:23 AM #42
Richard Iarossi
Coldwell Banker Residential Brokerage - Crofton, MD
Crofton MD Real Estate, Annapolis MD Real Estate


“Compound interest is the eighth wonder of the world. He who understands it, earns it ... he who doesn't ... pays it.” Albert Einstein  You understand leveraging your listings to the maximum advantage.


Jan 11, 2019 11:16 AM #43
Michael Eisenberg
eXp Realty - Bellingham, WA
Bellingham Real Estate Guy

Listings are surely the name of the game.

Wow! Amazing to hear no one is sending post cards in your area. 

Jan 11, 2019 12:28 PM #44
Ken Jones
Realty ONE Group Central - Commercial - Freehold, NJ
There's no substitute for Experience.

Barbara Todaro It's nice to know that I'm not the only one who practices good listing and marketing skills on behalf of the seller.

The content of this post should be part of every new agent's indoctrination into the real estate brokerage industry.

Great post!

Jan 12, 2019 07:21 AM #45
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Ken Jones Thank you so much.... your opinion and compliment means alot to me.... I'm humbled .... and again, thank you for your kind words.... 

Jan 12, 2019 07:28 AM #46
Rae Dolan
Roots & Wings Realty Group / Champions Real Estate Group - Katy, TX
Real estate agent serving the Katy area

Interesting as I've never listed a house and thought "now to find a buyer myself" - I always list it and ensure the maxmimum visibility and top notch "first showing" to the agents or buyers online who then call their own agent. 

Jan 13, 2019 05:41 PM #47
Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Another beautiful post that everyone can learn from. Listings beget true. Buyer's agents are our clients. The more we do for them, the more we help with their buyers, the ease that we get them the info... this is what gets our wonderful listings sold. I advertise to get listings for specific buyer agents in print and on the radio.

Barbara Todaro thank you for continuing to share your years of experience here in the RAIN.

Jan 14, 2019 08:38 PM #48
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?


Barbara Todaro

Marketing Agent for The Todaro Team
Ask Barbara Todaro a question...
Spam prevention