The “60-Day Roll-Out” Close
What’s the biggest challenge many agents are facing this year? The answer is, getting listings. Good agents must address this problem before it’s too late. Otherwise, you may be left competing with every other starving agent who waited too long.
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 before season. Now is the time to get back to these people. It’s also the time to aggressively prospect for new listings.
How can you motivate prospective sellers to list a little before they think it’s really time? 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. 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 until next season to get ramped up! Expand your listing inventory now!