In a hot seller’s market, trying to find listing clients is sort of like trying to find Waldo. Everybody is after listings right now so how does an agent stand out among the hordes? And why hasn’t anybody told homeowners that now truly is the best time to sell?
1. Back to Basics
This is a good weekend project ― for those weekends when you aren’t out carting buyers all over town. Go into your CRM and start contacting people. If you start with warm contacts you’ll build up enough warm and fuzzies to give you the confidence to hit the cold ones, hard.
Call your sphere of influence. Someone you know may know someone who is thinking of moving. Even if this one ends in a dead-end, you’ve reminded folks that you’re in real estate and if the subject of selling a home comes up in the near future, you’ll be top-of-mind.
I interviewed St. Paul agent/broker Teresa Boardman a couple of years ago for RealEstate.com and she had a cool idea. When she’s searching for listings she goes through her database and contacts homeowners that had requested a listing presentation in the past couple of years, yet didn’t sell their homes. Very simple idea, but it worked well for her.
2. Yes, more basics
Maybe it’s time to perfect your technique with expireds, cancelled or withdrawn listings. Even if they don’t plan on selling right now, they may in the near future so put them on a drip campaign and keep marketing to them.
I know when I was an agent, working expireds was a scary prospect. They are typically upset with real estate agents in general and I always seemed to get the grumpiest. But, it worked. I was willing to put up with being the object of their disaffection initially.
3. And yet another basic
Postcards. Yes, postcards. I’m amazed at how many agents poo-poo this effective, relatively inexpensive marketing method.
Another agent I interviewed for RealEstate.com, Barbara Todaro of Franklin, MA has huge success with postcard marketing. She told me that a couple of years ago, after taking a listing, she sent out 200 Just Listed postcards to all of the homeowners in the subdivision. She got SIX new listings from that one mailing.
Don’t have any listings? Ask agents that do if they mind you sending out postcards to promote their listings, or even their “just solds.”
I’ve never quite figured out why it’s said that “if you list you last,” but if you have, and you need listings, get back to basics. As Todaro told me, ““Never eliminate a method because it’s basic.”
Image: “Where’s Wally World Record (5846729480)” by William Murphy from Dublin, Ireland – Where’s Wally World Record (where you there?). Licensed under CC BY-SA 2.0 via Wikimedia Commons