Book 3 Get a Listing
Today I want to talk to you about getting more listings. I’m a huge believer in keeping things simple. Often agents complicate the simple. Thirty-seven years ago when I got into real estate my broker sat me down and said “young man, if you are going to be successful in real estate you need to be a listing agent.”
When you sign a listing, you get to put your name on a sign which sends a message to the community that you’re a serious contender and if they are thinking about selling they should consider you. Not only do you get the marketing of the sign, but you get to send out just listed cards which reinforces your brand in the community. Then of course you get to go out door-knocking to let everyone know you’ve listed a property down the street and it is generating a lot of attention…have they thought about moving? On top of that there are the open houses which get you great exposure and more attention. One listing can quickly turn into two, and so on.
Prospecting is the #1 activity you need to do consistently.
If you prospect inconsistently, you’ll get inconsistent results. If you prospect consistently, your dialogues get stronger, your confidence increases, and your results improve. Most of us don’t enjoy prospecting because it feels like we are begging for business when we are on someone’s doorstep. But when you get a new listing, you have a great reason to get out prospecting and talk to everyone in the community and your comfort level goes up.
In the next seven days you need to get a listing. Not that you want to get a listing, or should get a listing, or might get a listing. You must get a listing. Bring focus, discipline and intensity to your prospecting. I can promise you that the majority of agents don’t prospect, and when they do, they don’t do it with the level of intensity that is required to close opportunities. Don’t confuse the activity of prospecting with results. You don’t get paid to make calls; you get paid to book appointments. You don’t get paid to knock on doors; you get paid to book appointments. Don’t forget the intent behind the conversation.
Success in real estate is measured by the number of listings you have. You must have signs. Your goal this week is to prospect until you book three appointments. Work every prospecting angle possible (FSBOs, Expireds, door knocking, sphere calls) until you book three. There is magic in threes. One seller won’t be serious. One will want to too much for their house. But out of three you’ll find one good listing, priced properly to sell. If you need to brush up on your prospecting dialogues and techniques, we have a fantastic virtual training system available at LeadersEdgeVT.com.
Chris Leader
President
Leader’s Edge Training