RISMedia's Real Estate Magazine

JUN 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.

Issue link: http://remag.rismedia.com/i/1119997

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Page 85 of 118

RISMedia's REAL ESTATE June 2019 81 The following strategies will help you rule your market by dominating the listing inventory: 1. Focus on listing leads. It's es- sential to have a large amount of listing leads in your pipeline every month. These leads can be offline or online, and can either be motivated or "thinking about" putting their home on the market. Regardless, you want a lot of leads, because the more people you're talking to about selling their home, the more oppor - tunities you'll have to convert these leads into actual appointments, list - ings and sales. 2. Focus on listing appointments. Your team members should be going on listing appointments every week, and, more importantly, con - verting those appointments into new listings every month. Making sure your team members have appoint - ments every week is paramount, so make this the main focus with your team. Ask them how many listing appointments they have scheduled, as well as how many leads they cur - rently have. 3. Prospect FSBOs. Your team should be focusing on FSBOs through a well thought-out strategy that adds value. If you don't have a plan to prospect FSBOs, create a system to call or drop by their home over a 30-day period. Let potential sellers know you're not trying to list their home on the first visit, and that you understand that they're trying to sell it themselves in order to save the commission dollars. 4. Prospect expireds. Expired leads are one of the best free leads available to you. The beauty of being the second agent means that you can usually get the seller to have a more realistic pricing strategy. You may also find that they're more inter - ested in making small improvements that will yield a faster sale. 5. Hold the right open houses with a strategy to get listings. If you approach an open house with the right strategy, you'll generate more listing appointments with move-up buyers and lots of potential transac - tions and income. Be sure to hold open houses that attract the move- up buyer, as you're trying to pick up clients that have a home to sell. 6. Convert online leads into list- ings. Be sure to consistently follow-up with your dashboard of online leads in your CRM, or the in - quiries on your listings over the past year. Your list of online leads can be a goldmine of potential listings and buyers. 7. Use social media to generate listings. Post on your social media channels that you're currently taking new listings, and promote your marketing services to help people sell their homes. Use graphic promo - tions that demonstrate your creative marketing plan and offer a free mar - ket value analysis via a landing page or post. 8. Contact and maximize your sphere of influence. Call, email or connect with your sphere on social media and ask for referrals. If you're regularly contacting your sphere, you can ask them who they know that may be considering making a move in the next 6 - 12 months. 9. Target-market neighborhoods. Go after more listings by tar - geting specific neighborhoods. Write a letter or mail a postcard that says you have pre-approved buyers that you can sell their home to if they're interested. You can also increase your effectiveness by dropping by and introducing yourself. RE Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 20 years of experience in real estate, Johnson offers coaching, consulting and keynotes, and is a national speaker for the Homes.com Secrets of Top Selling Agents tour. For more information, please contact coaching@sherrijohnson.com or 844-989-2600 (toll-free) or visit www.sherrijohnson.com. 9 Ways Your Team Can Generate Listings Immediately by Sherri Johnson L et's face it: When you control the listing inventory, you control marketshare—and you're guaranteed one-half of a sale side. You get more play on the listing for more advertising, and should sell three or more additional houses from each listing. We know that many amazing things happen when you dominate the listings in your market, so solidify your place at the top—or someone else will.

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