Positioning Yourself to Be the Go-To Agent

By Julie Escobar

It’s certainly a whole new ball game out there isn’t it?  The buyers are out in force and agents are now fast and furiously competing to both find and market new listing inventory.  If EVER there’s been a time where listings are the name of the game?  It’s right now. We recently did a poll to see what people were most interested in this month in terms of their marketing — the number one choice? HOW TO GET MORE LISTINGS.  Enter this week’s topic!

Let’s look at four tips and tools you can use to position yourself as the go-to agent for listings in your market.

1. Systematically work For Sale By Owners and Expired listings. Make this on the top of your to-do list each week.  Send them something. Get voice-to-voice. Go see them. Since they’re already motivated sellers-make sure they know how motivated you are to help them achieve the results you want!
2. Include a PDF. Another strategy came from one of our top agent customers who, before every listing appointment, creates a pdf version of a Just Listed postcard with a picture of the potential seller’s house and all listing details and includes it in every listing presentation as an example of the marketing that she will get started immediately upon getting their signature!  (Very clever!) Click here to see a selection of Just Listed Postcards you can download.
3. Host an Open House to generate listing leads.  In areas where homes are just starting to turn over, you’ll more than likely shake out the 3-4 (or more) other homeowners in the neighborhood who have been thinking about selling.  Be sure to do your homework – canvas the neighborhood well in advance of your open house.  Advertise it well.  Send open house cards, use door hangers or flyers to your existing sphere of influence or farm areas as well.  Some agents create an open house field day – where they’ll advertise 3-6 open houses all on the same day, one right after the other.  While it makes for a long day, it does showcase you as an agent who has a lot going on and knows how to get things done.  I always recommend having powerful collateral pieces at your open houses as well.  Like 6 Pitfalls to Overpricing Your Home, Saving for a Down Payment and the Cash Buyer Checklist.  When you have more creative collateral than just the home listing flyer you present yourself at a higher level of service and resource.
4. Saturate Your Target Neighborhood.  Working an area or areas where you know turnover is starting to happen?  Blanket those areas with a powerful inventory-needed campaign that speaks to the mindset of potential sellers and spotlights you as the agent to call when they are thinking of selling now or in the near future.  Our Listing Inventory Series is great for getting attention. Or, if you really want to turn up the heat, learn more about our Market Dominator System which takes saturation mailing and direct response marketing to a whole new level!  Then be sure to follow up on that saturation mailing and make the most of your marketing efforts.

Good luck getting those listings, and remember if you need help – call our marketing team at 866.405.3638!  Be sure to check out our Specials Page this month as well if you haven’t already and see what’s new and get your budget-saving promo codes!