In this episode, our winter webinar series returns, and today we’re talking about how to build up your inventory and take more listings this spring. The mindsets and tactics we’re sharing helped us take 66 listings in December 2022, so they are coming straight from the field. Jeff will share 10 things that will have you operating like a master listing agent and help you have a great start to your 2023. 

You’ll find out how some agents are taking more listings in a market that’s proven challenging for many, and all the things you need to fine-tune if you want to have the same results. From specific skills to exact scripts and best practices, here’s how to give your listing inventory a huge boost this year. 

You’ll also learn;

• How to work expireds the modern way 

Quotes 

Everytime you get rejected, you get better for the next time. -Jeff Glover

If a listing is active for 21 days and it has not sold, it’s absolutely overpriced. -Jeff Glover 

Key Points 

1. Working with buyers and working with sellers requires two different skill sets. With buyers, it’s a more emotion-based process. It’s about being enthusiastic and going on the emotional ride with them as you show them different homes and guide them. Working with sellers on the other hand, is a more logic-based process. We have to be really good at asking questions methodically. We’ll do really well if we spend time sharpening our seller specific sales skills. 

2. Door-knocking isn’t an old school lead generation strategy anymore. Now that people have become accustomed to getting deliveries to their door, and they are actually home more, visiting a FSBO at the door is now a modern technique. 

3. The success of a listing is heavily reliant on going into the market with the right price. In order to take more listings in this market, we have to get really good at future-pacing sellers for price reductions. 

Use this script: 

I feel confident in the price that we set on your home, but it’s important to understand that we won’t know the value till we put it on the market and see how buyers respond. 

They will respond in 1 of 3 ways; 

• If we have showings and offers in the first few weeks, we’ve marketed it and priced it right (we have to prime them for this because if it sells fast, they might think it’s priced too low)

• If we have showings but no offers, we’re in the ballpark but we might just need a slight reduction of 3-5%

• If we have little to no showings, and certainly no offers, we’ve priced it too high.