2015 PROSPECTING

A “Listing Wish List” is a MUST

Everyone recognizes the importance of carrying a good inventory of listings. Recent improvements in sales activity have dramatically increased the chance your listings will sell and you can never underestimate the power of using listings to generate great buyer prospects.

Everyone also knows the importance of a 24-Touch Campaign with your Sphere of Influence, past clients, advocates and farm. Having a strong expired listing campaign has ideal ways to get listings, but most agents would also recognize that one of the best ways to increase their income without having to work harder is to secure listings at much higher prices. This is not easy because prospects that own expensive homes tend to scrutinize agents more carefully than homeowners who own homes in a lower price ranges. Not surprisingly, someone selling a home for a million dollars wants to see that an agent has success representing homes in the same price range before listing with them. Additionally, relationships or knowledge of an agent well in advance of their need to buy or sell can be important, if not critical.

One of the best ways for an agent to establish success in higher price points is to create and prospect with a “Listing Wish List”. A “Listing Wish List” simply put, is a list of 50-100 homes that an agent would someday love to have as listings. You can use the information below as an outline for prospecting with your wish list.

Step #1 – Identify 50-100 homes in the area or price point you would someday like to represent.

Step #2 – Create a 24-Touch Annual Communication Campaign.

Step #3 – Wait for results.

Don’t be surprised if it takes 24-36 months for you to see results with your campaign. Your “Listing Wish List” is most likely comprised of a territory or market that may be difficult to break into. It may take time, so persistency and consistency are both very important. This should not be a problem, as most trusted real estate advisors have already made a career of real estate. If it were to take 3 years to secure more expensive listings, and double or even triple your income, you won’t be disappointed!