List To Last!

We just started another coaching program for our new agents in the Peterborough area today. One thing that we discuss in the first session is the “List To Last” concept. I often have new agents tell me that they would prefer, for one reason or another, to work mainly with buyers. Here’s the problem with that:

1)      If you work solely with buyers you have no inventory to advertise and therefore no reason for buyers to call you, making it very difficult to find customers.

2)      A potential buyer may or may not end up buying something through you.

3)      Working with buyers can eat up a lot of your time, showing them numerous properties with no guarantee of a sale.

4)      A buyer may result in a sale and maybe a referral. It pretty much stops there. Consider this……

If you concentrate your efforts on getting as many listings as you possibly can:

1)      The spinoff from each listing can be enormous. You do an open house on your listing and pick up a buyer who may also have a house to sell. You get ad calls on your listings and pick up buyers and sellers. You do a “Just Listed” walk in the neighbourhood and may pick up a listing there.

2)      You have a sign on the property which, in effect, is free self-promotion.

3)      You do about 4 hours’ work to give your listing presentation and list the property, then all of the other agents on the real estate board show your listing and help you to sell it.

4)      You have more control of your income and more free time to spend creating more business or doing the things that you enjoy with your time off.

5)      IF YOU BUILD IT THEY WILL COME. With a lot of inventory, the buyers will just come to you and you’ll do business like crazy.

Take it from experience. You can turn your income from “scraping by” to “Wow, I never dreamt that I could make this much! ” if you learn to be a good lister. Remember that……THOSE WITHOUT LISTINGS BECOME LISTLESS!!!