3/31/2015

2015 Listing Strategies: Who’s On Your Listing Sales Team

Most agents aren’t part of team, they’re sole practitioners. Yet, when selling listings your team can be significant. Who should you count on as part of your team to sell your listings? Consider the following team possibilities:

• You- Of course you’re going to do what you can to sell each listing. It’s important to ask yourself the following question on a weekly basis: “What is the next most important step I can take that will sell this listing?”
• Your Assistant– If you’re lucky enough to have an assistant, be sure to delegate non-critical tasks to them. Ask the following question: “What am I doing that isn’t critical that can be done by someone earning $10.00-$20.00 per hour?” Remember, every hour you spend on these tasks could be costing you hundreds of dollars in additional income you would earn if you delegated non-essential tasks and focused on top 20% activities.
• The Owner/Seller– You have a great deal to earn in terms of a commission, but this is minimal compared to the amount of money or other benefits the Seller will get at closing. Be sure to brainstorm with your Seller, especially in determining the type of person most likely to buy the home. The Seller is also a critical team-member in helping stage or prepare the home for sale.
• The Company You Represent – Don’t forget to enlist the help of key agents and management members in your firm. Caravans are an obvious choice, but networking and informal brainstorming with successful agents in your group can also help. Don’t forget to bring up key points about your listings where possible in company meetings.
• The Neighbors– Neighbors also make great team members. They have a vested interest in who buys the home. A good neighbor can bring great benefits to all neighbors. Be sure to ask every neighbor who they know that they would want to have in the neighborhood
• Other Agents– This is an obvious group. Most likely, another agent will be responsible for bringing the buyer to the table. Identify agents that have been successful with buyers and be sure to keep them in the loop with respect to changes or catchy messages about your listings via e-mail or phone calls.
• Your Sphere of influence– This group usually wants to do what they can to help you out. Once again, be sure to let them know interesting facts and developments with your listings. Your communications should also include price reductions. This list includes: your past clients, advocates and sphere of influence. It should also include everyone that does business with you.

As you are developing strategies for each of your listings, be sure to take your team into consideration. Don’t forget, the more shots you take by sharing information about your listings with all 7 groups, the more likely you will be to convert your listings to sales.