Become a market maker
Dean states, “Most agents begin focusing on finding a buyer after they get a new listing. Often agents are only focused on getting listings because their belief is they need these listings to be able to find buyers”.
“But what if you reversed this thinking?” Dean continues, “What if instead of matching buyers and sellers, listing by listing, you become a Market-Maker who’s truly controlling your market?”.
How incredible would it be to arrive at your listing appointment with a list of buyers, you’ve already been communicating with, from the surrounding area?
As Dean says, “There’s nothing more powerful than this position because you’ve got the very thing that the seller wants more than anything”.
“Regardless of who else is competing for this listing they can’t win when you already have buyers in hand”.
When you begin to see your listing appointments in this way you are changing the game completely and taking your first steps toward becoming a Market-Maker.
NAR statistics show home buyers, on average, move within 15 miles of their last location. This means there’s a good chance your listings home buyers are renters located in the same area.
Based on this fact, it only makes sense to create a Renter Prospect List in the area that you are currently prospecting/farming and begin marketing to this list.
This will allow you to show up at your listing appointments already armed with a list of prospective buyers.
In fact, you can demonstrate this by printing out your Renter Prospect List in map form on ProspectsPLUS!. Use the List Management Tool under your account options to do this.
Then, take your map with you on your listing appointments.
Show this map to homeowners and tell them you’ve been looking for their home’s buyer for months.
State you have a pool of potential buyers you’ve been communicating with that live in the surrounding area. Then, discuss the high probability that their home buyer is on your list (based on statistics).
Imagine the feeling you’ll have selling this listing to your own buyer – that’s a true Market-Maker!
Watch this video (below) to see how to build a list of High-Income Renters and then map your list and print it out.
How to turbo-charge the buyer pool for your current listings
If you already have a listing and are getting ready to send out your Just Listed postcards, here’s how to increase your buyer pool and the odds of selling this listing to your own buyer.
FIRST: Choose your Just Listed postcard on ProspectsPLUS! and complete any edits that you may need.
NEXT: Once you get to the “proof screen”, you’ll see a blue box in the right vertical column (See photo on right).
Click the yellow “add renters list” button inside the blue box.
BAM! you just added a list of renters, in the same area, to your Just Listed campaign.
It doesn’t get any easier than that to increase your buyer pool, and the odds of selling to your buyer, for that listing.
Whether adding a renter list to your existing just listed campaign or marketing to renters in your farm area, the most essential item you can have in your arsenal is a large pool of buyers within 15 miles of your listings.
While other agents are discussing (with fingers crossed) what they’ll do to find a buyer once the listing agreement is signed you stand alone because you’ve already done the work.
Send a Just Listed postcard from the Multi-Photo Series to a radius surrounding your listing.
Don’t forget to add a list of renters to your just listed campaign to increase the odds of selling to your own buyer.
Need help targeting a specific niche of buyers or sellers? Use our prospect list tools to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!
By The Way, Happy Giving Tuesday Everyone!
PLUS: When you have time…here are some helpful resources we’ve made available to support your success.
1. Become a Neighborhood Brand
Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.
2. The Free Real Estate Mailing List Guide
The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here
3. The Free 12 Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here
4. The Free One-Page Real Estate Business Plan
Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan. – Click Here
5. Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
6. The Free Online ROI Calculator
Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here
7. The Free Real Estate Marketing Guide “CRUSH IT”
The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here