Brotherton Archives



Patti Brotherton has been a licensed Realtor for 24 years. She was named #1 in the nation in residential sales; and in management she led several offices to #1 status in both California and Florida. Her Coldwell Banker office in 1998 averaged $10,000,000 in production per agent and was named #1 in the nation for her size category. Patti holds numerous awards and commendations for her performance in sales. She currently does individually designed one-on-one agent and manager coaching with her own firm, PAB Performance Partners, to help others reach top success levels.
Attitude & News Home

Directories
  Int'l Realty
  US Realty

What do you do when you are feeling stagnant? Go get a new listing! There is no mystery, there are many avenues that lead to listings, but they all require some work. We all know what we have to do, but sometimes a gentle reminder helps. Here are several ways to go after new listings this week:

1. Pick up the phone and call all your past clients. For that matter, call everyone you know. Ask for their help. You are looking for listings. It's also a good way to stay in touch with people. They might not have a referral for you today, but they may tomorrow.
2. Email your database and let them know that the market is wonderful and that you are looking for listings. While you're at it give them a brief market update. Everyone loves good information. And, 60% of Internet users (according to the American Greetings survey) would rather read their email than regular mail.
3. Go out and knock on doors in your geographical farm. See as many people as you can and bring them something of value. They like maps of their area and scratch pads. There is no substitution for face-to-face visits after you have been mailing to them. I have one client who gives them an old photograph from their area, circa 1900's. They love the photograph and it makes for great conversations.
4. Hold several open houses this week. Why not try one Thursday, Friday, Saturday, and Sunday this week? Use 10 open house signs with your name on them. Imagine how many people in that short period of time are going to know your name as well as think what a hard worker you are. Hand out a copy of your home page from your web site, a list of other properties you have for sale, your resume, testimonials, and of course a flyer on the property you are holding open. It's am impressive package for anyone who does stop by to see the property and a good way to be remembered.
5. Call all the absentee owners in your area. Get on the phone and ask them if they would like to have a picture of their property and an updated CMA. You will be surprised by the number of positive responses.
6. There have been many REO sales over the last few years. Send each one of the REO buyers an updated CMA on the property they purchased and then follow-up the letter with a phone call. These people are sitting on quite a bit of equity because they bought at the very bottom of the market.
7. Spend time every day visiting For Sale By Owners. Help them! You must see them often and offer information that will help them. They get frustrated quickly, be there to list when they are ready to call it quits.
8. Create a contest for sellers. Have it run for 30 days in the local newspaper. Give away something that they would really enjoy, a two -night stay at a B&B, trip to the Disneyland (depending on where you live), 4 day cruise, candlelight dinner with limo at a fantastic restaurant, etc. Anyone who lists with you during the next 30 days, when their home sells, you will enter their name in for the drawing for whatever prize you are offering.
9. Cold call for your buyers. When you do this, be specific and talk about your buyers by their first names and that they have narrowed their search down to a particular area. Don't start your conversation with, "this is Patti Brotherton from XYZ Realty, have you thought about selling?" the only thing you will hear is the click of the receiver. Use the person's name such as, "Mrs. Smith, do you still own the home at 1234 Maple? I'm looking for a home for a wonderful couple from Fresno who have two children; they have decided on your area. This is Patti Brotherton with XYZ Realty." See how much easier it is to get the person talking this way.
10. Get on the phone and contact all the expired listings you can get your hands on. And, if you are in a market that doesn't have any. Call expireds from a year ago-they might get their price today.
11. Try a direct response ad to have sellers calling you. You'll have to offer a report on ways they can save money selling their house. But, how much better to try something like that and have them calling you, then sitting around thinking.

You have the idea. The way to get a listing this week is to go into action. Get on the phone or get in your car and go meet people. You can do it. You can have a listing this week. All it takes is being consistent in your efforts. Don't expect the listing if you don't do the numbers. Good luck!

Patti Brotherton
PAB Performance Partners
Toll free: 877-498-9072
www.eproven.com

| IRED Home | Search IRED |


© 1995-2008 IRED.Com, Inc
All Rights Reserved