4 Keys to Prospecting For Listings That Sell

4 Keys to Prospecting for Listings that Sell

Spark Your Sales Through Content Marketing

Are you implementing powerful prospecting techniques that produce remarkable results for your listing appointments?

The Keeping Current Matters Crew recently conducted a webinar on the 4 Keys to Prospecting for Listings that Sell. Here are some tips that Steve Harney, president and chief content creator for KCM, provided in the webinar.

1. 3 Powerful Prospecting Techniques Which Secure the Most Listing Appointments - Be sure to use the 10-10-20 rule

The 10-10-20 rule is the most successful and least expensive way to build your listing inventory. Pick out an area or neighborhood in the region that you work in and concentrate your efforts in that particular region every time you get a listing. When you take a listing, instead of running back to the office and bragging about the fact you have a listing, walk out the front door of that home and visit the 10 houses to the left and 10 houses to the right and 20 houses across the street. Visit the neighbors right then and there. Introduce yourself and state, "I just wanted to let you know your neighbor just decided to put their home on the market. I wondered if you have a friend or relative that might be interested in purchasing the house?" By visiting with neighbors you increase the likelihood that you might just find a buyer. You also are announcing to those neighbors that you are in the real estate business and letting them know you are working hard to get your listings sold.

Get back to the office and plan a date for an open house for that new listing. Make out a nice invitation - then distribute those invites to those same 10-10-20 homes. Many agents like to do open exclusive showings ahead of the open house just for neighbors. Plan a neighbor open house from 1-2 p.m. and the public open house from 2-4 p.m. Again, you are announcing you are in the real estate business and proving you work hard to get your listings sold.

When that house sells, that also gives you reason to go back and visit those same 40 neighbors and tell them, "I just wanted to let you know the house I listed down the block just sold. I wondered if you know anyone else in the neighborhood that is thinking of selling because we had other buyers who lost out on that house." You're proving how hard you work and how successful you can be. If you dominate the signs on this street, anyone driving down that road is going to know who owns that property - YOU!

Content Marketing is What's Hot!

The days of frivolous marketing are over. Forbes Magazine says, "Content marketing will be bigger than ever. One of the main ways that companies are establishing authority and gaining trust with consumers is by consistently creating valuable content through a variety of channels."

The purpose behind content marketing is to establish authority and gain trust with your clients. It involves producing relevant industry information that provides insight to an audience.

If you are trying to build a brand, stop with the cherry pie recipes. Get away from sharing frivolous information. Get into quality content about the market.

Direct Mail is Back

Direct mail is a lot different than it used to be. It is no longer about just putting your picture on something and mailing it out. It goes back to content marketing. Show how buying a house with low interest rates make a lot of sense.

There are a lot of sellers nervous right now about moving up to the house of their dreams. Spark something in direct mail to make them think.

Make sure you are using content marketing and not advertising.

2. Four Major Mistakes Agents Make When Prospecting for Sellers

1. Bragging about themselves

2. Bragging about their company

3. Branding the wrong message

4. Telling instead of teaching

Do more teaching. Why is now the best time for them to list and sell their property? If people are looking at moving up to their dream home, they need to look at the impact of prices and interest rates. Higher interest rates equate to paying more fro the home over the life of the mortgage.

3. Create a Pre-Listing Package that Seals the Deal Before You Even Show Up

The pre-listing package should include great information that sparks the interest of people in powerful ways and lets them know what their questions should be and the importance of using a REALTOR®. Be sure your package includes information they need and want.

4. Market Yourself as a 'Selling Marchine'

That is what every seller wants to hire! Prove you are putting information that drives the market. Make sure your materials are quality so that sellers can be proud of listing with you.