Lately I have been finishing up a few training classes at my Century 21 branch (Arizona Foothills). We have a training program comprised of a bunch of beginning and intermediate level classes about the practical side of real estate (which they do not teach you in licensing school). Our classes revolve around the ins and outs of an actual transaction (escrow, mortgages, contract writing, negotiations, figuring closing costs estimates) and salesmanship, or the art of inserting yourself into a transaction. In general, because I have closed enough deals, the classes on just how to make it through the sale, are no longer that useful to me, although I still pick up something new in each one. The ones concerning sales, however, have been quite motivating for me. Last week, the manager teaching my class reiterated the idea that the truly successful agent is primarily a ‘listing agent.’ If you list the houses, buyers will come.
This is something I really need to focus on. And not just getting the listings, I need to work on getting appointments so that I can practice my listing presentation skills. In the past I have worked on FSBOs with little to no success. I may go back down that avenue in the future, but I’m not convinced it’s right for me. This week, however, I’m going to try a new technique: Expireds. Realtors who have allowed their listings to expire without renewing them are subject to poaching of their clients, for good reason, I believe. If a Realtor is not able to fulfill his or her end of the bargain (selling a client’s house within the time allotted), and does not even bother to be aware that the contract is about to run out and get it renewed before that happens, why should their clients remain faithful? I have another new agent in my office who has actually procured two listings in the last month by contacting expired listings and offering his services. It’s something I’m going to try.
If you have any interest in selling your house at all, I’d love the opportunity to show you what my company and I can do for you. I would also love a chance to do the full blown listing presentation I have learned so much about. Practice makes perfect!