How to Obtain More Listings - Part 1

By
Mortgage and Lending with 214-728-0449 http://TexasLoanGuy.com NMLS # 322646

Over the years of talking with agents, reading blogs, and just gathering tips from top producers, I have put together some basics of gathering listings.  I'll focus on attracting buyers in a future series.  I'm still gathering some data on that topic.

If you are a listing agent, you have learned the secret that top real estate agents have known for years.  Rather than focusing upon the selling side of the business, true top producers rely on listings for a majority of their real estate commissions.  It is possible to sell many more listings in a month than it is to show and sell multiple purchasers.  The balance between the two is very important; when worked properly your sellers will always translate into enough purchase business to keep the purchase side of your business strong.

The one complaint I hear from most top producing real estate agents is that they never find enough time to market.  There are so many good ideas to implement, but not enough of their most precious resources to explore every possibility.  That is why one key to marketing is focus.  Focus involves finding one or two good ideas and carrying through on these regularly.

Top Producers have a system for obtaining referrals.  They do not let this important activity happen by chance.  A system such as this would revolve around keeping in touch with your sphere of influence.  An agent's sphere of influence would include his or her:

  • Personal Contacts
  • Previous Clients
  • Prospects (don't forget the 'tire kickers'... they will buy or sell at some point)
  • Co-workers - present or previous
  • Association Contacts
  • Professionals - Local Business Owners (they market their company also)
  • Vendors - Title Companies, Mortgage Consultants, Financial Planners, Home Stagers, etc.

Many top agents have built databases of 500 or more targets who they contact on a regular basis (or intend to contact).  The database itself is only the foundation upon which the system is based.  It is the implementation of an activity taken to produce referrals that is most important.  The system determines how often, by what method, and with what medium contacts with the sphere are to take place.

The contact must include something that will induce the production of referrals.  This may translate into a specific offer (I'll touch on those later), the introduction of educational information (such as 'readying your home for sale') or keeping your contacts informed with regard to homes on the market (such as the next open house... which I discussed in a previous series).  The most important thing is to make sure that you communicate that you are looking for good listings and that you have willing purchasers.  Create the idea that you can fill the need.  Don't lie - Have a plan to attract the buyers if you do not have some already.

If you do not have a comprehensive database, I can introduce you to software and systems designed to house and utilize these databases.  Of course, you can always do a search on AR as well because many of your peers can suggest a system to use and which avoid.

In the next few posts I'll talk about adding value, educating the seller, and maybe approaching FSBO.

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I look forward to blogging more about this topic.  As I mentioned, I am still gathering some information on attracting buyers in today's market, so that series will follow shortly.  Until then, I'd love to hear what techniques work for you!  Feel free to share your comments.

Have a great day!

John Cannata - Reliant Mortgage

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Are you looking to purchase a Texas home?  Perhaps you love your Texas home but would be interested in refinancing your Texas mortgage to a lower interest rate?  

I'll help you get pre-approved for your Texas home loan and even suggest some very knowledgeable and professional Real Estate Agents in your area of choice.  If you are available to talk, I am available to listen.  Give me a call or visit my website for more details.

Do you want to know all of your mortgage options? Call me today and let's discuss them further.

Texas Home Loan Consultant

Always available for your Texas Mortgage and Home Loan needs!

John R Cannata    P#214.728.0449

NMLS # 322646

Texas Home Loan Expert

Frisco TX Mortgage

      

 

The views expressed on this site are mine alone and do not reflect the views of my employer.

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Rainer
24,868
Veronica DeCarolis
Weidel Realtors - Flemington, NJ

Thanks for the suggestions. Veronica

Aug 14, 2008 08:16 AM #1
Rainer
13,801
Jorge Verar
Coldwell Banker Commercial SouthWest - Houston, TX
Commercial Real Estate Broker

good post.. Here's a Question - What will you do if you do  not currently have any listing , no contact in the area (newly move). How do you get a listing...

My answer would be adopt one  (ask another agent who have a listing) and start doing open house and walk around the neighood.. meaning market that listingas you would your own.. this will get you started.

Aug 14, 2008 08:18 AM #2
Rainmaker
400,528
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

Veronica - Thanks for stopping by and commenting.

George - That is a great idea.  I do have this one listed and I think it's an important one.  It does get you started and as you can see from a few other posts, many agents don't like to do open houses (although its a great way to pick up prospects).  Thanks for the great idea.  I'll certainly include it.

Aug 14, 2008 08:43 AM #3
Rainmaker
388,619
John Walters
Frank Rubi Real Estate - Slidell, LA
Licensed in Louisiana

I do have some contacts but I never seem to find the time to call them regularly.

Aug 14, 2008 08:51 AM #4
Rainmaker
177,160
Leander McClain
North East, MD
Cecil & Harford County Realtor

John,

Thanks for this series.  I look forward to seeing what good advice you have to offer.  Thanks in advance.

Leander

Aug 14, 2008 09:18 AM #5
Rainer
56,130
-- Casey Brischle
Columbia Bank - Spokane, WA
Spokane Home Loan Mortgage Professional

Hardwork.  Success is based off of this.  One of my favorite quotes is:

The harder your work the luckier you get!

Thanks for the post John!

Aug 14, 2008 09:34 AM #6
Rainmaker
400,528
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

John - I assume you are kidding.  If not, you really need to work it into your Marketing Plan.  If you don't have a plan, you won't know where to go or IF you have gotten there.  I plan out my month to the best of my ability so I know who I am calling and when.  Not down to the minute, but close enough.

Leander - I appreciate the support and look forward to hearing what you think.  Obviously, these are just ideas and I'd like to add additional ideas or get your feedback on what you think does not work.

Casey - Love the quote.  Thanks for sharing.

Aug 14, 2008 10:29 AM #7
Rainmaker
305,604
Karen Otto
Home Star Staging - Plano, TX
Plano Home Staging, Dallas Home Staging, www.homes

Great info for many businesses to reflect on John.

As a home stager, (I always have to throw this in there) we are often called by home sellers first before a Realtor and we are good sources for Realtors to have as well.  I always ask my owner/clients if they are working with a Realtor as part of my interview process.

In the past several months I was able to refer a potential client who was considering going FSBO to a Realtor (who I bought my house from, know and trust). He called her and the rest is history. I also referred this same agent earlier year to a client I did a consult for last October 2007.The client wa not yet working with a Realtor and I gave her my Realtor's card. When the client was ready she called her and the house successfully sold in January, 6 days after list.

I'm adding - get to know other Real Estate professionals (home stagers,inspectors, landscapers, handymen, contractors, etc.) who are often the first people to know when a house is getting ready for market! I think I feel a blog coming on....

Aug 15, 2008 12:15 AM #8
Rainmaker
400,528
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

Excellent feedback Karen!  You are right that it's not always the Realtor or Lender that are called first.  Many times a homeowner will try to prepare the house before really talking with an agent.  Thank you for the comment!

Aug 15, 2008 07:20 AM #9
Rainmaker
305,604
Karen Otto
Home Star Staging - Plano, TX
Plano Home Staging, Dallas Home Staging, www.homes

I'm writing that blog John and your blog here will be linked in it... ;-)

Aug 15, 2008 11:18 AM #10
Rainmaker
305,604
Karen Otto
Home Star Staging - Plano, TX
Plano Home Staging, Dallas Home Staging, www.homes
Rainer
61,960
Denise Shockey
RE/MAX Aerospace Realty - Cocoa Beach, FL
Cocoa Beach, Brevard County Florida Real Estate

Excellent info John, great reminders.  We all have our SOI, being organized and leveraging it is another.  Great post, thanks.

Aug 15, 2008 11:57 AM #12
Rainer
10,782
Scott Hendrix
Century 21 Select Properties - Knoxville, TN
Realtor, Historic Home Specialist

Thanks and I will stay tuned for more!

Aug 15, 2008 12:10 PM #13
Rainmaker
479,404
Ricki Eichler McCallum
CastNet Realty - Corpus Christi, TX
Broker,GRI,ABR, e-Pro, TAHS

Good info John :)

Aug 15, 2008 12:24 PM #14
Rainmaker
400,528
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

Denise - Thank you for the comment.  You are right that each agent, even if brand new, has an SOI.  Whether its small or large, its a starting point.

Scott - Thank you.  Please feel free to share your thoughts as you continue to read.

Ricki - I appreciate you stopping by!  Thanks for the comment.

Aug 15, 2008 02:32 PM #15
Rainmaker
1,086,267
Greg Nino
RE/MAX Compass, formerly RE/MAX WHP - Houston, TX
Houston, Texas

John,

As usual, very informative blog packed with all the goodies. Not having enough time to market is just one of the challenges of a growing business as you already know. The whole assistant issue. It's all really hard. Time is the most valuable commodity we have. Great blog. I'll raise he feature flag for you...

Aug 16, 2008 03:33 PM #16
Rainer
22,784
Roxanne Schilling
Coldwell Banker Lake Tulloch - Copperopolis, CA

At my office we have a big bill board outside and we got a tremendous amount of traffice when we put up STOP IN TO PICK UP A LIST OF FORECLOSURES.

Now we have........PICK UP YOUR LIST OF WATERFRONTS HERE.  We sell waterfront properties at Lake Tulloch.

Roxanne Schilling, Realtor at Lake Tulloch

Aug 17, 2008 06:20 AM #17
Rainmaker
400,528
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

Karen - I read you post.  GREAT!

Greg - Thanks Greg!  Not sure what that flag does, but I appreciate you raising it.  Glad you enjoyed it.

Roxanne - Sounds like things are going well.  That is a good sign!

Aug 17, 2008 03:22 PM #18
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Rainmaker
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Texas Home Mortgage - Purchase or Refinance
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