As a Realtor, How Do I Attract Listings?

Have you ever noticed that despite the massive number of Realtors in your area, only a hand full are making a fortune selling real estate? Regardless of who these realtors work for; GMAC, Century 21, REMax, they are extremely successful where others in their office are barely scraping by. What is the secret to their success? First and foremost, it is their approach to marketing themselves and their customers.

So what techniques do they use to attract listings? Well, while the rest of us are placing door hangers and mailing out notepads, these super sales people have perfected marketing techniques that attract motivated buyers and sellers, and motivate them to take action. An example of one of the strategies that the best seller in my city uses is as follows:

1) Specialize: Despite the policy of never turning down a listing or qualified candidate, focus on specializing on the type of property that will best suit your performance goals. For the person in my area, single family attached homes provide the greatest return on investment and are turning over the fastest. This is where she is really making her money.

2) Geographic Specialization: When a person decides to sell his/her house, they will find a realtor either through referral, recognition of a local representative, or through the yellow/white pages and internet. By focusing your promotional efforts on a specific geography, you can increase your market presence so that you are the first phone call if a target client decides to sell their property, as well as first on the list if they ask a neighbor for referral. In addition, if you specialize in a specific area, people will recognize your name and be more inclined to trust you with their listing and to negotiate their deal.

3) Grow and harvest your area of geographic specialization: Focus your marketing message on the area of geographic specialization that you have chosen. If your area has a high rate of property turnover, then you will do very well. The most successful realtor in my area papers my door with her picture every Monday afternoon. In addition, she includes a list of properties in my neighborhood that are listed or for sale. Looking at the sales price of other properties is a good motivator for me to list my own home and take advantage of the capital gains.

4) Create a continual presence: Once you have chosen the type of property to specialize in, and the neighborhoods to cultivate listings, begin promoting. As a marketing manager, I am a big fan of postcards that are sent to target clients on a weekly basis. Generally, it will take about fifteen pieces of promotion before a client will remember your name, but when they decide to list, you will be the first phone call.

The overall goal is to attract as many viable listings as possible. Regardless of who eventually buys the property, as the listing agent, you get to take advantage of the commission. By focusing your time on marketing yourself to your most promising targets, you will save time and increase your listings substantially.

About The Author

Barrett Niehus is a Marketing Manager for IP Ware Residential Real Estate Investment Software http://www.realtysoftware.org for Realtors and real estate investors.

---

Real Estate Website Marketing - 5 Steps to Crushing Your Competition and Doubling Your Business

Getting your real estate website more traffic is easy if... Read More

Selling Your Home? A Warning About Attachments

Before you list you home for sale, determine what you... Read More

Getting Ready to Sell Your Property

We all have had the experience of someone important coming... Read More

The Real Estate Bubble-When Will it Burst?

More and more individuals are realizing that real estate is... Read More

Moving On: Powerful Tips For Selling Your Home

Maybe you're moving to a larger home to accommodate a... Read More

How To Get Started In Preconstruction Investing?

Through our website the most common question that we receive... Read More

Be Patient Screening Tenants

Rental real estate is a solid way to make money.... Read More

Destin Florida Triples In 3 Years

Do you want to see something that is absolutely amazing?... Read More

French Property - a Buyers Guide to Purchasing Property in France

The CompromisThis document is the document you will sign agreeing... Read More

The 5 Biggest Mistakes Made When Getting A Business Appraised

Most business owners will, at some point, want or need... Read More

No More Estate Agent Fees

Follow a few simple guidelines, and marketing your own home... Read More

Buy or Sell First?

When it comes to home buying, the ideal situation would... Read More

Residential Income Property Financing: Part 2 of 3

Welcome to the second segment of a three-part series about... Read More

Why Commercial Real Estate is the Hottest Retirement Asset

For small business owners, commercial real estate investment is the... Read More

Various Aspects Of The Lease Purchase Business

In a previous article, we wrote why we believe that... Read More

Make Your House Earn Its Keep

Did you realise that there is a lot you can... Read More

Housing Froth Creating Imbalance for Consumers and Investors

Home buyers and sellers should think twice before jumping into... Read More

Buying Your First Investment Property

"Begin With The End In Mind"I first heard the phrase... Read More

FSBO: For Sale By Owners Chapter IV [part 1]

Like a monarch, Red Haring reigned in the deep leather... Read More

Investing in Real Estate & REITs

Real estate investing runs the gamut in terms of risk... Read More

Prepare Your Property Like A Pro And Boost Profits

The housing market is hot, and you've decided to list... Read More

A Possible Bargain: Foreclosed Properties

In the superheated San Francisco Bay Area property market, foreclosed... Read More

Rehab Your Way to Wealth: The Quick Way to Fixer-Upper Success

Completely rebuilding a house is not necessary to make money... Read More

The New First Impression in Home Selling

As an ASP Home Stager® I know how important curb... Read More

Real Estate Investors Kick Away $1,000

Those new to real estate investing often fail to take... Read More

7 Marketing Methods for Real Estate Coaches

You shower, shampoo, dress your best, check to see if... Read More

If Your House Is a Mess, You Dont Have To Sell For Less

Don't be tempted by "We Buy Houses" or "Sell Your... Read More

Feel At Home Faster After You Move

Moving to a new community can be a great adventure,... Read More

How To Give Yourself A $20,000/Year Raise Without Asking Your Boss

Why without asking your boss? Two reasons, one, he or... Read More

Industrial Income Property Financing: Part 3 of 3

Financial ConcernsOf the three types of income property, industrial property... Read More

Odors Can Make or Break The Sale of Your Home

It's amazing how important the sense of smell is to... Read More

Should You Use a Property Management Company or Manage Your Real Estate Investment in Florida?

When considering investment properties, first of all, it must be... Read More

Sell Your Income Property For More

Selling income property isn't like selling a house. You can... Read More