Get a listing this week!

New business hasn’t fallen into your lap lately? Don’t just sit around. Do something!

by Patti Brotherton   What do you do when you are feeling stagnant? Go get a new listing! There are many avenues that lead to listings, and while there’s no great mystery surrounding them, they do require some work. We all know what we have to do, but sometimes a gentle reminder helps motivate us.

Here are several ways to go after new listings this week.

Pick up the phone and call all your past clients

For that matter, call everyone you know. Ask for their help. Let them know you are looking for listings. It’s also a good way to stay in touch with people. They might not have a referral for you today, but they may tomorrow.

E-mail your database and let them know that the market is wonderful and that you are looking for listings

While you’re at it give them a brief market update. Everyone loves good information.

Go out and knock on doors in your geographical farm

See as many people as you can and bring them something of value. For example, people like maps of their area and scratch pads. There is no substitute for face-to-face visits after you have been mailing to them. I have one client who gives people an old photograph from their area, circa 1900. They love the photograph, and it makes for great conversations.

Hold several open houses this week

Why not try one Thursday, Friday, Saturday, and Sunday? Use 10 open house signs with your name on them. Imagine how many people in that short period of time are going to know your name as well as think what a hard worker you are. Hand out a copy of the home page from your Web site, a list of other properties you have for sale, your résumé, testimonials, and, of course, a flier on the property you are holding open. It’s an impressive package for anyone who does stop by to see the property and a good way to be remembered.

Call all the absentee owners in your area

Get on the phone and ask them if they would like to have a picture of their property and an updated CMA. You will be surprised by the number of positive responses.

Spend time every day visiting FSBOs

Help them! You must see them often and offer information they will find useful. They get frustrated quickly; be there to list when they are ready to call it quits.

Create a contest for sellers

Have it run for 30 days in the local newspaper. Give away something that they would really enjoy—a stay at a bed and breakfast, trip to a resort, short cruise, candlelight dinner with limo at a fantastic restaurant, etc. Anyone who lists with you during the next 30 days, when their home sells, will be entered in the drawing for whatever prize you are offering. Be sure to check the Code of Ethics and state regulations for disclosures that may be required when advertising inducements.

Cold-call for your buyers

When you do this, be specific and talk about your buyers by their first names and that they have narrowed their search down to a particular area. Use the person’s name such as, "Mrs. Smith, do you still own the home at 1234 Maple? I’m looking for a home for a wonderful couple from Fresno; they have decided on your area." Make sure you comply with state laws regarding telephone solicitations.

Get on the phone and contact all the expired listings you can get your hands on

And, if you are in a market that doesn’t have any, call expired listings from a year ago; they might get their price today.

Try a direct-response ad to get sellers to call you

You’ll have to offer a report on ways they can save money selling their house. But, how much better to try something like that and have them call you rather than sitting around thinking about how you have no new listings.

You get the idea. The way to acquire a listing this week is to shift into action. Pick up the phone or jump in your car and go meet people. You can do it. You can have a listing this week. All it takes is being consistent in your efforts. Don’t expect the listing if you don’t put forth the effort. Good luck!

Patti Brotherton is president of PAB Performance Partners. Her company was formed to reach a broader base of agents, managers, and companies to help them in any way possible to improve their business and improve the quality of their professional life. Copyright© 2002, Patti Brotherton. All rights reserved. For additional information about her presentations and company services, call the Frog Pond at 800/704-3764 or e-mail susie@frogpond.com.

Photo © Digital Vision.

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