Our office is small, our agents are dedicated and hard-working, and we focus on growth and productivity throughout the year.
But … we also have a lot of fun!
Last Friday we had our annual Christmas Party at the RAM Brewery in Dublin. The secret gift exchange was one of the highlights of the evening – see pictures below.
On a more serious note …
… as the year comes to an end I would like to share with you 3 tips to win more listings in this changing market.
Strategies to Get More Listings in 2019
Next year will be different than 2018. Over the past few months we saw how the housing market began to “normalize”. This means fewer buyers, higher inventories, longer list times, and more frequent price reductions.
In the second half of this year sellers accepted 5% discounts to get their homes sold (as compared to less than 1% in spring). According to NAR, 77% of homes will sell below list price in 2019.
Here are 3 strategies you should implement to get more listings.
1. Listing Presentation Skills
In a changing market you must use dialogues with confidence during your listing appointments. Experience, confidence, and honesty will win the day.
Confidence comes from practice. You need to practice your scripts. It’s best to practice with your coach, mentor or another agent, NOT with the client.
Tom Ferry published a great article (including video) on this topic: Pricing, Positioning and Being Direct.
Click here to watch the video and learn his killer scripts!
2. Go After Expired Listings
Many sellers have unrealistic expectations about the value of their homes. They are holding on to the believe that their house is worth more than their neighbor’s.
More listings will expire in the next few months than during all of 2018.
The good news is that most of the homeowners still want to sell. They already committed to sell with an agent. They just did not find the right one, yet.
These sellers are disappointed with their current Realtor. They are looking for new ideas and for an agent who confidently tells them what needs to be done to sell their house.
This is an excellent opportunity for you to shine. If you solve their biggest headache, i.e. sell their house, expireds will love you and become a great source for referrals.
3. Align with the Best Brand
As listings become harder to sell, homeowners will look for agents working with a reputable brand. It gives them confidence. They see the brand as the key to a successful sale.
The days are gone when anyone with a license could get a listing by discounting their commissions.
The personal brand you created through social media is great for referrals from your sphere, but it’s not enough to win listings in a competitive market.
Sellers want to be represented by a professional working for a well-known, global brand.
This fall the majority of Susanne’s listings came from sellers who fired their agents. They were looking for someone they can trust to get the job done.
RE/MAX was a big reason why Susanne received these calls.
I hope these tips will help you make 2019 your best year ever. If you are looking for a change, because you want to grow your business, you need a trusted brand behind you, or you want to personally work with me, don’t hesitate to call or text me at (614) 395-7375!