What’s the most important career challenge you will face in 2012? The answer, getting listings. There will be plenty of agents that will begin to address this problem after it’s too late. They’ll all scramble at the same time and will have to compete with every other starving agent.
So, how can you avoid this problem? It may be easier than you think. Start getting listings now! Many prospective sellers may be thinking they have plenty of time to organize their home and get it listed. A number of potential sellers you have contacted are slowly moving ahead with their plans to sell, thinking they have plenty of time to list and sell their property.
Now is the time to get back to these people. It’s also the time to aggressively prospect for new listings. This is a good strategy even for buyers agents. Why? Because the best buyer prospects almost always are the buyers that are responding to a specific listings. You know, the one’s that:
– Come to open houses from you listings
– Call from signs at your listings
– Respond to your listings ads
– Search the internet via Realtor.com, Trulia and Zillow
And, how can you motivate prospective sellers to list a little before they think it’s really time to list? Remind them that a top-notch marketing campaign takes time to prepare and roll out, usually between 30-60 days at a minimum. Review all of the things you need to do in preparation for presenting their home to the world as a new listings. These include:
– Preparing a comprehensive marketing plan
– Identifying the most unique features of the property
– Identifying the specific target market the home will appeal to
– Mapping out a strategy to appeal to that market
– Scheduling photo shoots
– Creating brochures and e-marketing material
– Hosting a broker’s open at an optimum time
– Introducing the home to your sphere of influence and the neighborhood
It doesn’t make sense to wait until the last minute and then scramble to put things together. As their trusted real estate advisor, you want to provide them with the best possible campaign. Also, by listing before many other sellers, they will get the first looks from other agents and prospective buyers, alike.
If your selling prospects are concerned about not being ready to list, suggest they sign the agreement and offer to hold the agreement in abeyance until they give you the go-ahead. This will give you an opportunity to begin to move forward with your marketing plan. (It also minimizes the risk of another agent jumping in ahead of you and getting the listing!)
Don’t wait for 2012 to get ramped up!
Expand your listing inventory now!