Are you ready to learn how to become a listing agent? This is part of (of 2) of Tim and Julie Harris’s Listing process. This is an overview of the exact process:
The 7-Step Listing Process
Accept the following: You have to list to last. Listings are mental labor,
working with buyers is physical labor. Freedom comes with listings. You can
simply handle more listing business than buyer business, once you understand
the process. Being a listing agent requires more education, skill, polish,
motivation, and perseverance than being a buyer’s agent. Listing agents make a
lot more money, more consistently, and with less stress.
You Must Develop the Mindset of a Listing Agent.
Listing agents know how to consistently generate listing leads, follow up,
prequalify them, present in such a way they take the listing, negotiate in such a
the way the listing sells, and close the deal. They are able to do all of that in such a
the way that the seller sends lots of referrals their way and trusts that agent with
their own future business.
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Listing agents work with more than just repeat and referral clients. They are
able to successfully help ‘colder’ types of leads, due to their higher level of skill
Fact: Many agents do the same volume and number of deals year in and year
out because they are dependent on ‘what comes to them naturally, ie, the easy
business. In order to get to the next level, you must learn to not just work with
people you know but also people you don’t.
The Listing Agent’s 7 P’s
The profit comes from Previewing, Prequalifying, Preparing, the PLP, and a Polished,
Professional Presentation. (Prayer doesn’t hurt!)
“Believe in yourself! Have faith in your abilities! Without a humble but
reasonable confidence in your own powers you cannot be successful or happy.”
-Norman Vincent Peale
Step #1: Generate the Lead
* Remember the ‘Spokes in the Wheel’ method of lead generation. There is no
ONE, magic, silver bullet that will solve all of your lead generation needs. You
must implement a minimum of 5 ‘spokes’ of lead generation, perfecting,
purifying, and pursuing until you are the BEST at each spoke!
* In order to sustain long-term, ever-increasing success, you must do what you
don’t want to do when you don’t want to do it, at the highest level… which often
means doing MORE prospecting, marketing, and lead follow up than you THINK
you should be doing!
* If you struggle with lead generation, get help!! It doesn’t have to be feast or
famine, real estate roller coaster of income. Commit to ending cash ‘spurt’s’ and
get into cash FLOW. It starts with getting great at lead generation.