Marketing Online – Marketing Strategies – Marketing Tips – Internet Business

The focus of the lead agent’s prospecting should be to generate listing prospects. We are not in the business of generating any old lead. As the lead agent of a Champion Team, your focus must be on listings. The buyer’s agents can generate buyer leads in the right system. They will even generate listing leads occasionally. Your time, energy, and focus must be devoted to generating and converting listing prospects.

The best way to ensure your buyer’s agents’ success is a large listing inventory. The buyer’s agents often starve and fail because the lead agent didn’t establish a large enough listing inventory. Listings will always possess unfair power to create exponential business through ad calls, sign calls, open house opportunities, Internet leads, call capture opportunities, and many other passive sources of lead generation. Some of these will happen magically while you and your team are asleep in your beds. You have to list on purpose.

The selling by accident heading is just that – you will sell other homes by accident. You could even sell the home you have listed by accident through another agent, yourself, or your team.

When I am coaching one of my Champion Agent clients, I really focus on the number of listings that need to be taken that month and that quarter. Since we create such a complete business plan for their year, we clearly know the benchmarks for each month and quarter. Even when they fall behind in the number of listings sold, it bothers them more than it bothers me. If they continue to secure the number of new listings per month that their plan requires, and they price them competitively, the sales will come.

Most markets will experience four to five major sales spurts throughout the course of the year. These sales spurts usually cannot be predicted; they just happen. As a lead agent, your objective is to develop a bank of listings that will enable you to take advantage of the spurt while still having some inventory after it is over. You will know you are in a spurt when showings increase rapidly, you start to receive offers, and the urgency of the buyers seems to have increased.

If you only have a handful of listings (for example, fewer than five), you could come out of the spurt with five sales but no inventory of listings to generate leads from in the future. If you are behind in listings sold for the year, don’t panic until you look at your active listing inventory. If you are on track to your goals in listings taken, sometimes all you will need to do is wait. We are assuming that your listings are the best priced (with the best value) inventory in the marketplace. If you don’t have the best price and best value, the upcoming spurt will influence your sales to a lesser degree. You must reposition the properties in terms of pricing to take advantage of the next spurt.