Prospecting for listings

Listing leads come from past clients, those in your sphere of influence, expired listings, FSBO conversions, open houses, lead cultivation, and door knocking, but they rarely come without some effort, and here's why: The tendency when people send you referrals is to send you prospective buyers. The public's perception is that real estate agents sell houses by putting people in their cars and driving them around to look for a home to buy.

To generate listing leads, you have to do some pretty active prospecting work, such as the following:

1 Use your networking skills. Specifically ask those within your sphere of influence, your circle of past clients, or your referral groups to share the names of people who need or want to sell real estate.

1 Gather up expired and FSBO listings. To achieve a greater listing inventory and develop a specialty as a listing agent, cultivate listing prospects by working with expired and FSBO listings (flip to Chapter 7 for the full rundown on how to excel in this area).

1 Prioritize your efforts. You must prioritize your investment of time based on the probability of your success. Prioritizing must be done based on activity as well as the prospect. Some prospects warrant a larger investment of time and resources because of their short time frame, their higher level of commitment to you, or the amount of commission you will receive from them.

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