Prospecting - Why you can’t stop
With plenty of stock in the market, it's still important to focus on prospecting and focus on what works in the new economy. As a great agent, you need to focus on what your major lead sources will be.
One of the great risk areas in your market is losing your current listings to be an expired listing. So re-sign all your listings to make sure your back in exclusive control and they are in the right campaigns to get them sold. Go back through your losing listings, that have maybe expired or been withdrawn from the market to see if they are now an opportunity for you.
Great agents understand that great buyer work is actually in prospecting - not only with your buyers but also potential sellers and market appraisals that you have inside your database. I always recommend keeping a hitlist at your desk of all your potential sellers and buyers and always reviewing the list to see if you can match clients. In this new market it's critical you have great skills around;
- Market knowledge
- What's been listed and sold
- Pricing knowledge about where buyers are seeing value
- Being authentic at the listing presentation and
- Being really focused to bring the deal together