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Are you a real estate agent struggling to secure more listings? If you haven’t hit the $150k mark in your business yet, it’s time to rethink your approach. Listings are the lifeblood of a successful real estate career—they provide leverage, lead generation, and invaluable relationships. This blog will guide you through actionable strategies to win more listings and elevate your real estate business.
The Power of Listings
Listings give you control over your inventory and, ultimately, your income. By focusing on listings, you can work smarter, not harder. Listings are not just properties; they are opportunities that provide leverage for future deals and client relationships.
Why Listings Matter
- Control Inventory: Having more listings means you control the market inventory.
- Increase Income: Listings directly contribute to your revenue stream.
- Work Efficiently: Focusing on listings allows you to streamline your processes.
Leading with Proof, Not Promises
When meeting potential clients, the key is to lead with proof of what you have already achieved, not promises of what you can do. Clients trust proven results over hypothetical promises.
Building Confidence with Proof
People want to work with someone they have confidence in. Highlight your past successes to build trust. For instance, would you prefer buying a well-known brand like Coca-Cola over a generic cola? The same principle applies to your real estate business.
- Showcase Success: Provide concrete examples of your past achievements.
- Detail Your Systems: Explain the systems and processes you use to achieve these results.
Developing a Proven Strategy
To win more listings, you need a robust and proven strategy that you can clearly communicate to your clients. This involves creating a system that showcases your expertise and track record.
The Importance of Systems
Systems are reliable and predictable. They demonstrate your capability through repeated success rather than empty promises.
- Create a System: Develop a step-by-step process for listing and selling homes.
- Showcase Results: Present your past results to potential clients to build credibility.
Implementing Systems in Your Pitch
When you pitch to a potential seller, focus on your system rather than yourself. Explain how your process will benefit them and provide concrete examples of past successes.
Example Pitch
Instead of saying, “I will help you sell your house for the best price,” say:
“Mr. and Mrs. Seller, when you list your house with me, you will benefit from our 220° Seller Marketing System. This system includes comprehensive services from professional photos to pre-listing marketing. In the past five years, we’ve listed and sold 130 properties, 127 of which were above the list price with minimal contingencies. How would you like to learn more about this system?”
This approach shifts the focus from you to your proven process, making it easier for clients to trust you.
Building Trust Through Familiarity
People are naturally skeptical of individuals but tend to trust systems. By speaking in terms of your business systems, you can build trust more effectively.
Using Familiar Terms
When you discuss your system, use familiar business terminology. This helps potential clients feel more comfortable and confident in your abilities.
- Highlight the System: Focus on your process rather than personal promises.
- Provide Detailed Outlines: Offer a clear outline of what your system entails and the results it has achieved.
Conclusion
To get more listings as a real estate agent, it’s crucial to lead with proof of your success and rely on well-developed systems. By focusing on these elements, you can build trust with potential clients and stand out from the competition. Implement these strategies and watch your listing appointments turn into successful deals.
If you want to learn how to make more sales in your real estate business to consistently hit 10+ transactions or more every year, join my Blueprint Program. I’ll teach you how to attract and convert cold seller leads into clients who want to work with you for every transaction they do. You’ll learn how to do this as a new realtor, even if you’ve never made a sale, and without having to make cold calls or buy leads.
