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Landing Listings in a Sellers Market

Real estate coach Bruce Gardner offers seven strategies.

(Boonton, NJ, February 24, 2015) — Inventory is tight in much of the nation, creating what real estate coach Bruce Gardner calls “a raging seller’s market.”

That means listings are at a premium — and if your agents learn how to land listings, they’ll do well.

In the February issue of Real Estate Broker's Insider, Gardner offers seven strategies for landing listings in a seller’s market.

Part of the reason there are so few homes on the market, Gardner says, is that potential sellers don't realize how much demand there is for homes. Or perhaps they think their home's value is still stuck in 2011. Part of your strategy must be education, says Gardner.

He also advises working your sphere of influence. Gardner calls this the simplest, most direct way to unlock listings.

In the newsletter, he recalls coaching an agent who struggled during 2011, posting his worst year ever. For 2012, the agent resolved to mine his database and call five people every day, five days a week. He managed to make the calls only two to three days a week, but that was plenty.

The result? 2012 was his best year ever.

But if your agents are scared to pick up the phone, Gardner suggests leaning for conversational cues on FORD, an acronym for family, occupation, recreation, and dreams.

Another way to reconnect: Create automated valuation reports for your past clients. This is a report about the person’s home, which means owners are likely to read it.

All seven strategies and more appear in the February issue of Real Estate Broker's Insider.

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Real Estate Broker's Insider provides residential real estate agency broker/owners with actionable news and information on managing their businesses for greater profitability.

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