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Stop Taking Listings And Focus On Buyers? February 24, 2009

Posted by Darin Persinger in Uncategorized.
1 comment so far

I have heard this lately from agents and I want to speak to ya’ll about it…
First, I want to share with you what my friends have told me about Family Reunion in Orlando right now. They tell me that Gary is saying, “Down is the new up,”   that when the market shifts people get confused and think the floor is ceiling when actually the ceiling is the new floor. This makes me think about what he writes in SHIFT.

“When a shift occurs confusion follows. Not only in the marketplace but also in the mind and body. What to think and what to do becomes fuzzy because what once worked is no longer working and you many not know why.” (page 23)

So you don’t want listings because……
Days on Market increasing?
Sellers won’t price right?
Sellers being difficult?
Sellers being unreasonablee?
Too much expense?
Gary goes on to write in SHIFT,

“To survive a shift you must first make the mental shift to run towards what you most want and avoid the temptation of running away from what you most fear.”(page 24)

You need to stop running away from listings, you need to stop being confused by the shift and start running towards the foundational make up of this industry. LISTINGS!!!

By the way, you might want to do a quick SELF ASSESSMENT to self discover why you are running from listings if you are using those excuses from above:

On a scale of 1-10, 10 being the best how are my lead generation skills?
On a scale of 1-10, 10 being the best how are my lead conversion skills?
On a scale of 1-10, 10 being the best how am I at optimizing online marketing such as KWLS, craigslist, postlets, facebook, etc.?
On a scale of 1-10, 10 being the best how am I with objection handling?
On a scale of 1-10, 10 being the best how am I with my listing presentation?

****If you didn’t score a 45 or above, what training or coaching are you going to do to enhance your skill set?

In the MREA Gary shares with us that

“The Three L’s of the MREA – Leads, Listings, and Leverage-are the pillars of any successful real estate sales business. I believe these are the core issues that drive massive sales volume. In fact, we made them the framework for our foundational model of The Millionaire Real Estate Agent. (page 43 MREA)”

 You can not allow the market shift to confuse you about these foundational models. If you are thinking you want to ignore listings and focus on buyers, does it also make sense to ignore leverage and not utilize tools or systems and try to do everything yourself  or by memory. If you are going to ignore listings does it also make sense to ignore leads and lead generation all together hope that lead receiving starts to work (page 99 MREA for more on that).
If its silly to ignore leverage and leads, you must recognize that its just as silly to ignore listings.
I talked to my father about this issue recently, he shared with me that listings were the key to his business in the 70’s, and 80’s. Listings were the key to my business in the 90’s and now in this decade. How many market shifts have there been in the last 40 years? And yet my father and I agreed Gary is right, Listings focused is a foundational key to success no matter the market or time.
I will leave you with this last piece of knowledge from Gary,

“….some target audiences are going to be better than others in a shifted market…..That first list would include: open houses, FSBO’s, expired listings, foreclosures, builders with spec homes, and relocation buyers or sellers, among others. The second list would be the people in your met database (your past clients, sphere of influence, friends, and acquaintances who yo believe will send you referrals.” (page 66 SHIFT)

 So what audiences are you targeting with your lead generation?