The keys to increasing your listings include improving your branding, productivity and finding a niche. Follow the steps below, and watch your listing base grow.
1. Branding and niche marketing
Brandingyourself is the first step to improving your listings. However, before you start establishing your image and online presence, determine the specific group to which you would like to market. [Click the link to read “The 3 W’s of Branding” in this edition of CVAR At A Glance!]
Having a niche market will allow you to cater everything you do be successful with a specific audience. Make sure that anyone who looks you up can find out exactly who you are and what you do quickly and easily.
Trying to service everyone can get tricky and costly when it comes to marketing.
Your marketing budget has the potential to go a lot further when you create a niche. A real estate niche could be geographical, but more than that, it should be based on a particular type of home or home feature.
Whether you decide to focus on entry-level single-family homes or ocean-front estates, reach your audience by understanding what is important to them. Your niche should arise from your experience, as well as your interests.
Trying to service everyone can take your focus away from the audience with whom you can enjoy the most success.
2. Sphere prospecting
Your circle of contacts is the foundation of your business. Do not undervalue or neglect your database because you never know where an unexpected listing might come from.
Touch base with the people you know as often as possible. This doesn’t necessarily require business phone calls every week; casual conversations can lead to important business eventually.
Have lunch or coffee with people, send cards during the holidays, keep up with your sphere, and you will keep yourself on people’s radar so they think of you when new listings open up.
3. Creating a culture of productivity
Efficiency in your business will increase the number of listings you earn. There is no single act or change that you can make to suddenly get more listings; it takes a gradual improvement of productivity across all aspects of your business.
Realtor Craig Reger compared the experience to running a marathon; you have to pace yourself and gradually improve your number of listings.
Make productivity a competition and challenge your colleagues to see who can get the most new listings in a week. The spirit of competition is always useful to enhance productivity because no one wants to lose!
4. Time blocking
To increase your listings, block time every single day to call leads and manage appointments. Make sure to script your calls and your meetings as well to ensure efficiency.
Time block your day to keep yourself and your business on track to gain as many listings as possible without wasting time.
5. Generating leads
Leads can come from anywhere. Your job while trying to increase your number of listings is to capitalize on any and every possible lead you can imagine, and be ready to grab those that come unexpectedly.
Know your niche market, and focus on some target areas instead of spreading yourself too thin. It’s also important to know your area really well. Know when new homes are being built, and be on top of it when a new house goes on the market.
Call the neighborhood surrounding current listings as well to see if anything else is open in the area. Even if you have to make 400 calls and only 100 people pick up, that will likely lead to at least three new listings to add to your business. To
Block off some time to call expired [Editor’s note: Be careful not to use data gained from the MLS, that is a violation!]. Re-listing homes that didn’t previously sell is an often overlooked way to increase your listings.
5. Fostering an online presence
LinkedIn, Facebook and other social media sites are the first point of contact for your potential clients. Reviews on sites like Zillow and realtor.com are also important to your image.
Always keep in mind that the internet can make or break a business. People will Google Search you, and it’s your responsibility to make sure that they like what they find.
Check and edit your online presence to ensure that you are presenting yourself exactly as you want to the world. You should constantly be thinking about how to grow your network and contact list to expand the possibilities for new listing leads.
Efficiency is the key to earning 30 listings in 30 days. Manage your time carefully to improve productivity with your business. Don’t try to do everything, just focus on doing a few things well.
Choose a specific niche market, and focus your marketing and branding on catering to their needs, but be constantly on the lookout for leads from anywhere.
Lastly, make sure to capitalize on the advantages of having a positive online presence to increase your sphere and score positive reviews, then watch your listing list grow. –Rick Nayar