“Most agents start focusing on finding a buyer after they get a new listing,” says Dean Jackson, founder of GoGoAgent and Listing Agent Lifestyle.
Thank you for reading this post, don't forget to subscribe!“Too often, the reason agents focus solely on getting the listing is because of their belief that they need the listing to be able to find buyers.”
But what if instead of matching buyers and sellers, listing by listing, you become a market maker Who controls 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 around the area?
“There is nothing more powerful than boosting your reach to buyers at your listing appointment because you have what the seller wants more than anything else,” says Dean Jackson.
“Regardless of who else is competing for this listing, they can’t win when you already have buyers.”
When you start viewing your listing appointments this way, you are completely changing the game and taking the first step towards becoming a market-maker.
how to start
Create a renter prospect list in the area you are currently prospecting using the demographic search tool at ProspectsPLUS.com and launch a marketing campaign for this list.
Then, before your next listing appointment, print out your list in map form. Access the Inventory Management Tool within your ProspectPLUS!® Account Options.
Pinpoint your list of tenant prospects on the map
Take your map with you to your listing appointment. Show your homeowner a map of potential buyers, and inform them that you are communicating with this list.
from the surrounding area for months
“The most essential item you can take with you when going to a listing appointment in a competitive market is access to buyers.”
Then, discuss the high probability that their home buyer is on this list.
“…notably, when you take into account the NAR figures, homebuyers buy homes within 15 miles of their previous home.”
Imagine the feeling you’ll have selling this listing to your buyer – it’s a true market-maker!
ground level
The most essential item you can take with you when going to a listing appointment in a competitive market is access to buyers.
While other agents discuss what they will do to find a buyer once the listing agreement is signed, you stand alone because you’ve already done the work.
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