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Getting The Listing

By Joeann Fossland, BrokerAgentNews

Is it easy to get listings in your market? In a hot market, listings are like gold! Are you doing everything possible to get as many as you can? Here are my top ten ways to get the listing:

1. Don't Waste Your Time With Bottom Feeders. At least 15% of the market shops on price and price alone. Unless that is your differentiating piece, don't waste your time with these folks.

2. Discover Their Motivation. Find out their hot buttons. What deadline do they have? What is important to them?

3. Know Your Numbers. Most agents do not know what their average list to sales price vs MLS or average days on the market vs MLS is. Just showing some charts and how you can better the average is compelling and will impress the 40% of personalities that like lots of detail.

4. Focus on the Net. If you have those stats, you should be able to show a seller, in hard numbers, why listing with you will put more money in their pocket. Your marketing will bring more people and drive up the price. It's not about what they are going to pay you but about how much they will walk away with!

5. Have Systems. Smart agents rely on action plans, campaigns and checklists to follow up effectively and give good consistent service. Make it automatic!

6. Become a Resource for the FSBOs. Most FSBOs will list. It takes time and patience to build relationship and trust, but a system to do this will give you an additional source of consistent listings.

7. Brand Yourself. The agent that is the expert in the marketplace is always in demand. Less is more when you focus on a few niches. Narrow your focus and go deep.

8. Know YOUR Strengths. What do you do differently or better than anyone else? Life is too short to perfect your weaknesses. Know your strengths and build your presentation around them.

9. Be Obvious. Stir up the cosmic dust by connecting with as many people as possible. You won't get as many listings if you sit in the office! Get involved in the community in areas you are passionate about. Talk with everyone you see. Become their resource for real estate information. One in every 10 people you meet is probably thinking of moving this year. ASK!!!!

10. Have Tools That Differentiate You. With the age of the average first time homebuyer at 32, the need to be technologically savvy is obvious. Walking in with a Tablet Computer, a good PowerPoint Presentation, and marketing tools that WOW will get their attention.

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