Get More Listings – Gain Market Share

Introduction • Why you should focus on getting listings?

• How to generate listing lead?

• What to present to the seller ?

• What to do once you get listing?

Why you should focus on listings• Slow market is the best time to get more listings

• You can carry upto 100-150 listings in such times

Why you should focus on listings• The time require to service listing is less than to

service buyers

• A buyer may not be able to afford the house he is looking for, but a seller would be owning one house, so that gives assurance to the broker

• Buyers are fickle and sellers are real

Why you should focus on listings• Buyers approach the broker who has maximum

listings so it pays for carrying a huge inventory

• Maximum options to buyers help them take a quicker decision

• All the marketing investment you do will get more effective as for any kind of buyer inquiry you generate, probably you have a matching property

Why you should focus on listings• Less competition : as the market slows down most

of the brokers are chasing buyers and sellers are not approached

• Sellers sometimes need money and you may get a “distressed” seller

• Some sellers may agree to give double brokerage for the buyers agent also.

How to generate listing lead

Approach your contact base

• Past clients

• Circle of influence

• Small time builders

• Investors

Free appraisal• Do free property appraisal

Do an education campaign• 10 things you should take care before selling your home

• How to right price your home

• Seller’s guide

Postcard campaign– Just listed/ just sold cards

– In your focused market

Expired listings

Mass email campaign• There are companies which offer one mass email

services from 5 paisa to 10 paisa..

Social media• Facebook / Twitter through your own network and

profile updates

Leaflet marketing• This has to be done in your geographical area and

has to be done repeatedly.

Advertisement in newspaper• Most costly way and would get out of geography.

• However may be useful in case of the target is niche market like: – Warehouse

– Luxury penthouses

What to present to the seller ?• Meet the seller and present how you can help him

sell the property – First meeting at his home

– And remaining meetings at your office

• Ideally if the property is good and right priced, you should aim to get an exclusive mandate.

CMA data• Comparative Market Analysis:

• Properties near by and of same class

• Very important to price the property at a lower rate than the market.

What to present

• Marketing plan for the property: – Open house

– Advertisement

• Use RE/MAX brand

• Offer more services

• Be informative

• Set yourself apart from your competition

• Use office tools

• How to stage the property

Send seller testimonials • Get some testimonials from your past customers

• Make a 4 page document mentioning all the testimonials.

• Send it after the meeting.

Send pre-listing packet• A seller guide

• Checklist

What to do once you get listing?

Whatever committed in listing presentation

Online list on RE/MAX portal and other online portals

Send the property to various network

• RE/MAX / Local association 

Schedule an Open house

Make a YouTube video

• Each gmail account has a free YouTube channel

• Make a small video of property and upload on the same YouTube channel

Write a blog• Each property listing should have a blog

• Its free

Make Slideshare• Make a PPT and upload

• Use keywords which match the property

Make a Facebook page• Put content which is useful to the client regularly

• upload property video link

Domain name for each listing• WWW.LUXURIOUSBUNGLOWSATYAGRAH.COM

• BOOK DOMAINS OF AREA IN WHICH YOU OPERATE AND POINT THEM TO THE LISTINGS TO GET WONDERFUL SEARCH ENGINE RESULTS

Thank You