How to Get Real Estate Listings
Real estate agents can only base success on the number of sales closed in a year. There is no award or money given for effort. Effort must produce results. Prospecting for new clients, especially new homes to list, is a must. The number of real estate listings an agent has is closely tied to his/her income.
Getting Real Estate Listings
As a real estate agent, whether new or experienced, this market requires that you be vigilant about gaining new listings. Since credit is more difficult to obtain and housing prices have dropped you have to be more thorough in searching for qualified sellers.
- Network
- Send a card to every person you've ever known. This puts your name out there and keeps you on their mind for that time when they will be ready to sell (and buy). Even friends and relatives who live out of town should be sent a card. You can earn a referral fee by finding an agent to list your friend's home in another state!
- Join Rotary Club, Lion's Club, Chamber of Commerce and any other community organizations you are interested in. Community service is great and it is the best way to make contacts that will keep you in business.
- Make friends with bankers. When clients come in to pre-qualify for a new home loan, they could recommend your services. Make sure they feel appreciated and keep them stocked with business cards and other promotional material.
- Prospect Everywhere
- Look through the newspaper for FOR SALE BY OWNER listings, driving around and looking for FOR SALE BY OWNER signs displayed, speaking with people you know and people you meet at the doctor's office, grocery store, dentist, practices for children and so on. Leave your name tag on and people will ask you about your work.
- Make a trip to the public records department of your local courthouse to see who owns property that looks abandoned is a good way to earn a client. Sometimes relatives who inherit property forget about it and when they are reminded they are eager to sell.
- Check the MLM service for expired listings. If a realtor allows a listing to expire without getting a new contract signed it probably mean the relationship wasn't working or the realtor wasn't working. Swoop in as early after the original contract expires and get yours signed.
Develop Relationships
- Pick a neighborhood you are familiar with. Every month take time to walk through the neighborhood with a goodie. Goodies can include calendars with your name, a fun trinket like a Christmas ornament, a cookie bagged with a party favor type bag or a party horn blower. Be sure and attach your business card to whatever you give out that day.
- Make sure and talk to the neighbors outside walking children or pets, stop at each house and make conversation when appropriate. These small steps build relationships and as your relationships grow, so will your listings.
Working as a real estate agent, especially in today's market is a difficult job. The rewards for the right people are enormous. Work hard, believe in yourself and never stop meeting people.