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As a Realtor, How Do I Attract Listings?
Have you ever noticed that despite the massive number of Realtors in your area, only a hand full are making a fortune selling real estate? Regardless of who these realtors work for; GMAC, Century 21, REMax, they are extremely successful where others in their office are barely scraping by. What is the secret to their success? First and foremost, it is their approach to marketing themselves and their customers. So what techniques do they use to attract listings? Well, while the rest of us are placing door hangers and mailing out notepads, these super sales people have perfected marketing techniques that attract motivated buyers and sellers, and motivate them to take action. An example of one of the strategies that the best seller in my city uses is as follows: 1) Specialize: Despite the policy of never turning down a listing or qualified candidate, focus on specializing on the type of property that will best suit your performance goals. For the person in my area, single family attached homes provide the greatest return on investment and are turning over the fastest. This is where she is really making her money. 2) Geographic Specialization: When a person decides to sell his/her house, they will find a realtor either through referral, recognition of a local representative, or through the yellow/white pages and internet. By focusing your promotional efforts on a specific geography, you can increase your market presence so that you are the first phone call if a target client decides to sell their property, as well as first on the list if they ask a neighbor for referral. In addition, if you specialize in a specific area, people will recognize your name and be more inclined to trust you with their listing and to negotiate their deal. 3) Grow and harvest your area of geographic specialization: Focus your marketing message on the area of geographic specialization that you have chosen. If your area has a high rate of property turnover, then you will do very well. The most successful realtor in my area papers my door with her picture every Monday afternoon. In addition, she includes a list of properties in my neighborhood that are listed or for sale. Looking at the sales price of other properties is a good motivator for me to list my own home and take advantage of the capital gains. 4) Create a continual presence: Once you have chosen the type of property to specialize in, and the neighborhoods to cultivate listings, begin promoting. As a marketing manager, I am a big fan of postcards that are sent to target clients on a weekly basis. Generally, it will take about fifteen pieces of promotion before a client will remember your name, but when they decide to list, you will be the first phone call. The overall goal is to attract as many viable listings as possible. Regardless of who eventually buys the property, as the listing agent, you get to take advantage of the commission. By focusing your time on marketing yourself to your most promising targets, you will save time and increase your listings substantially. About The Author Barrett Niehus is a Marketing Manager for IP Ware Residential Real Estate Investment Software http://www.realtysoftware.org for Realtors and real estate investors.
MORE RESOURCES: Refined Real Estate: Groovy Mercer Island home lists for $2,350,000 seattlerefined.com Current Real Estate Roundup - May 9, 2024 Nantucket Current Even a State-Linked Giant Can't Escape China's Real-Estate Crisis The Wall Street Journal Inside Blackstone's Real-Estate Buying Spree As Valuations Plummet Business Insider Trump confidant and real estate investor says Newsom's California, New York economies are a 'disaster' Fox Business Welcome to Real Estate Friday! theberkshireedge.com Routt County real estate sales at $32.2M from May 2-8 Steamboat Pilot & Today Home real estate market heats up in April: more sales, higher prices Moody on the Market West County: Rodeo tattoo shop owner, real estate investor pleads guilty to tax evasion Contra Costa Herald LOCAL REAL ESTATE TODAY 5.10.24 – KQEN News Radio kqennewsradio.com Real estate news: Downtown Santa Ana property destined for 15 lofts sells for $1.16 million OCRegister Sunny Day Real Estate: The 'Diary' Interview Paste Magazine EG Real Estate: Historic Capt. James C Babcock Property Hits the Market – East Greenwich News East Greenwich News ULI Northern New Jersey to bring simulated real estate program to East Orange High Schools in spring ROI-NJ.com Texas Association of Realtors provides an update on our real estate outlook for 2024 KEYE TV CBS Austin Billionaire Barry Sternlicht expects one bank failure per week due to real estate's 'fragile' loans Fortune Sports figures highlight April luxury home sales Las Vegas Review-Journal NextHome One and Real Estate Cousins Team grand opening Tri-County Times Anywhere Real Estate, Keller Williams and RE/MAX commissions settlements receive final court approval Chicago Agent magazine Exclusive | He Was Building a Home Empire Based on Wellness. Now Investors Want Their Money Back. The Wall Street Journal Fischer: Real estate not for the faint of heart – or the unprepared Standard-Examiner Influencers in Retail Real Estate 2024 Globe St. Real Estate Sales Down, Prices Up in April Brownwood News Suzanne Hendrick at Xroads Real Estate Advisors Crain's Chicago Business See the latest Coles County real estate transactions Journal Gazette / Times-Courier 13 Stocks to Buy As Real Estate Enjoys a Major Rebound: BMO Business Insider $35M home sale in The Summit Club sets Vegas record Las Vegas Review-Journal Industry groups attack Healey’s proposed real estate transfer fees The Business Journals Real estate commission lawsuit settlements get final approval from court Mortgage Professional Barnet Real Estate Transactions, April 2024 | Real Estate | caledonianrecord.com The Caledonian-Record Ribbon Cutting for 515 Life Real Estate Company FetchYourNews Florida Housing Market Sees Rent Growth Below National Average Norada Real Estate Investments $8.8 million Harbor Dr mansion highlights busy week of Real estate deals for Key Biscayne and Brickell Islander News.com Solano Real Estate Scene: Renovation time for lenders Fairfield Daily Republic St. Johnsbury Real Estate Transactions, April 2024 | Real Estate | caledonianrecord.com The Caledonian-Record Is Wall Street Responsible for Surge in Housing Market Prices? Norada Real Estate Investments Mid-America Real Estate hired to boost retail occupancy at Lincoln Park site - The Business Journals Mid-America Real Estate hired to boost retail occupancy at Lincoln Park site The Business Journals What a $1M house budget will buy now in Philadelphia, on the Main Line and at the Jersey Shore The Business Journals Oak Brook office landlord faces foreclosure lawsuit Crain's Chicago Business Mortgage Rates FINALLY Drop: Expert Predictions & Insights Norada Real Estate Investments Unpacking the Firestorm Over Blackstone's Real Estate Valuations Wealth Management Richland County real estate transactions April 29-May 3 Mansfield News Journal Dallas On the Market — A Zen Lakewood Retreat With a Glass Pool House PaperCity Magazine Inside the Growing Alarm Over Blackstone's BREIT Real-Estate Fund Business Insider Billionaire Barry Sternlicht predicts weekly bank closures Business Insider |
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