Posted by:

CJ Harrington
Keller Williams Realty
www.cjharrington.com
cjharrington.crs@gmail.com
440.336.0612

Date: 08/30/08

Top agents understand that sellers are statistically a more efficient and productive form of clientele.   This means you need to be more concerned with the seller's goals.  This is accomplished by asking more questions and being more informative by listing the entire process is detail.

This also means you need to work with fewer buyers. Eliminate the lookers by providing "hoops" that allow them to eliminate themselves. This can be done by requiring preapproval, drive buys prior to showings and even minimizing contact.

Another to thing to do is increase your listing period to an entire year.  Whys should you do all the work to market and move a client in the right direction, just to have another agent captivate on your time and efforts.

Also, efficiency is key.  This means cutting listing presentations to half an hour, and never travelling more than a half hour for a listing, unless unusual circumstances. Like a referral from a client or a high ticket property.  Time really is money in our industry, and time used in one place could be better devoted somewhere else.

If you do plan on focusing on buyers, make sure to see if a double ended transaction is an option first.  So, if your listings meet what they are looking for, show them these properties first.  In no circumstances does this mean pushing people into your listings, but make sure your listings do get the first opportunities.  These transaction are most profitable, and will allow you to leverage your time.

This strategy can also be applied to you buyers by notifying them of any and all listing open houses that are heald weekly.

Remember, always hold yourself accountable to meeting you required activities, and good luck.

For More Information!

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www.cjharrington.com

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Or call my cell phone at 440.336.0612.