How to Be a Successful Listing Agent
In real estate sales, the listing agent represents the seller, while the purchasing agent represents the buyer. Listing agents typically invest less time in each property than the purchasing agent does because once the property is listed, the agent is responsible for evaluating incoming offers. In addition, the listing agent holds open houses. A successful listing agent constantly adds properties to his for-sale database. He also spends time marketing his business and working with other agents who represent buyers.
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Instructions
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Obtain a real estate license. Each state mandates the required number of training and classroom hours needed before the state test can be administered.
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Tell all homeowners you know that you are interested in listing their property when they decide to sell. Whether at social functions, civic group meetings, church or Little League, letting people know you are in the listing business helps grow your client base.
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Send bulk mail inquiries to homes not currently listed. Develop a one-page letter detailing why now is a good time to sell the property. Mention your desire to take all of the work out of it for homeowners and to help them locate a new property for them when the time comes. End with a request to come by and speak to them about the possibilities. Include several recently sold properties in the area and what they sold for. List your phone number and ask homeowners to call you soon if interested in discussing the possibility with no obligation.
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Order for-sale signs that have your photograph on them. Make your name as large as possible on the sign, in keeping with your real estate company's rules. People relate to names and photographs. As they drive by other properties for sale, with you as the listing agent, your name and face will stand out and they will call you when the time comes to sell their property.
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Attend the open houses of your listed clients. Every person walking through the door is a potential client because she may have a property she needs to sell before she can buy another one. Introduce yourself to each visitor, give him your card as he leaves and ask him to call you when the time comes to list his property.
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Hire staff members. To become successful, you must constantly add new listings. One person can do only so much. Hire a part-time secretary to handle calls, word processing and mail. Hire a college student to place signs at addresses you have secured listings for. Pay him a set amount for each placement and have him work once a week placing all signs for that week. Hiring staff frees your time to contact potential customers, attend civic club meetings, go to luncheons at the country club and do other listing-generating activities.
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Develop relationships with purchase real estate agents. Good relationships encourage them to show your listed properties to clients. Successful sales numbers prompt your clients to tell their friends to list their properties with you.
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Market your services. Place signs in publicly allowed areas advertising your listing success and asking potential customers to call you. Pay for ad spots on radio and television channels. Offer to write a weekly column for the local newspaper answering general real estate questions from readers. At the bottom of the column, place your contact information.
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Build relationships with banks. Ask them to contact you with foreclosures they want to sell.
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Tips & Warnings
Design a list of helpful tips for property owners to follow when listing a property. Things such as removing clutter, impeccable landscaping and a clean garage should be included on the list.
Don't make promises you cannot keep. You want to build a reputation for honesty and integrity.
