RISMedia's Real Estate Magazine

FEB 2019

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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88 February 2019 RISMedia's REAL ESTATE The No. 1 priority for success among brokerages, panelists Tony Floyd, CIO at Berkshire Hathaway Home - Services Georgia Properties; Mark Johnson, COO of JP & Associates REALTORS®; and Alissa Harper, VP of Growth at Buyside, shared their strategies for dominating your mar - ket with listings. "Gaining listings is critical for bro - kerages to dominate their market- place," noted Harper. "We've done a lot of good things over the years, all of which placed us in the position to become a listing company," explained Floyd. In fact, the firm's attention to developing tools, systems and approaches to winning the listing game have led to Berkshire Hathaway HomeServices Georgia Properties being the No. 1 company for homes sold in the great - er metro Atlanta marketplace. But it doesn't end there. In fact, Floyd points to the firm's mega open houses as a key component that's worked well for them. These large events feature pre-event and post- event marketing in the geographic area around the open house, which has proven to be one of the best ways to attract new buyers and list - ing opportunities. Buyside's Buyer Market Analysis (BMA) is used in tandem with the mega open house events to beef up new listing opportunities. "In ad - dition to being distributed to prop- erties around the open house, the BMA is used at the open house to show that there are real-time buyers looking for a specific type of property in the area," said Floyd. A relative newbie when it comes to working with Buyside, Johnson and his team have jumped in feet first, capturing leads through the program's home valuation model. "Our agents love Buyside because it gives them multiple opportunities to prospect while leveraging our ability to provide clients with information re - lated to what their home is worth— and whether we have buyers for it," explained Johnson. Built on productivity standards and a service-based culture, everyone at JP & Associates REALTORS® is of the belief that productive agents are in the best position to deliver value to consumers. That's why the broker - age firm offers 100-plus trainings a month—many of which are focused on listings and the listing process. "Focusing our efforts in this area has resulted in our firm having the fastest/quickest days on market of homes sold in the Dallas-Ft. Worth area," said Johnson. While the firm is steadfast in its commitment to only hiring those people that want to produce, training opportunities abound to guide team members toward earning and servic - ing listings at an exceptional level. "There are a number of things we're doing to become a dominant listing broker in our market," added Johnson. First and foremost, a strategic partnership with Opcity has been instrumental in regard to lead fol - low-up. "When a lead comes in, it's guaranteed that the lead will be con - tacted within two minutes or less," explained Johnson. Having rolled out an entire one- stop shop system for its agents, Johnson is impressed with their ability to digest the things that have been provided to them. "They un - derstand which tools are going to make them money, and Buyside is in the forefront of our listing agents' minds." RE To view the webinar in full, visit https://bit.ly/2HdOzna. Paige Tepping is RISMedia's managing editor. Webinar Recap: Win the Listing Every Time With These Tried-and-True Strategies by Paige Tepping R ISMedia's latest webinar, "Profit in 2019 With These Listing Strategies: Great Listing Strategies for a Great Year," sponsored by Buyside and moderated by Terri Murphy, master coach at Workman Success Systems, took an in-depth look into listings—with a focus on winning them every single time.

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