Being the Go To Real Estate Advisor

As a Real Estate Agent you have to market yourself to stay in business. To many agents this is the worst part of the job. Getting real estate leads and marketing doesn't have to be a horrible chore however. Especially if you position yourself as the trusted adviser rather than a pushy salesperson. In this way you can use your marketing system to "attract" prospects rather than to "pursue" them.

Lets ignore the buyer leads and just talk about seller leads.  You may have two types of listing prospects either visit or call you. One type of client is the bargain shopper. Prior to listing their property, they call or drop by several companies. In their view, Realtors are equated with commodities. As such, their choices are based solely on price. This outcome is the least desirable.

The other kind of prospect is the ideal prospect. This prospect comes to your office only to meet with you, and wouldn't dream of doing anything else. They only want to work with you because you are THE local expert on real estate transactions.

Which of the customers will make the most money by the minute out of your investment of time? With the first type you may have to give 10 prospects twenty minutes each. On the up side, two may return; however, On the down side, they will drain you of more time. One of these prospects might agree to a listing. In this particular instance, a single listing took five hours time.

In the case of the second kind of prospect, the time required is far less. You will likely only have to invest an hour or less of your time to get the listing. Dedicating yourself to attracting the second class of prospect increases your listings five-fold. There are other advantages with these prospects also. They will be less concerned about cost and will be more likely to supply you with referrals. Your business can be increased by ten times if you develop a system where you will only be working with prospect type number two.