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4 Ways to Be the ONE Agent That a Potential Seller Contacts

by | Apr 08, 2014

According to the latest NAR Profile of Homebuyers and sellers, two-thirds of sellers contact only one agent when they're looking to sell their home and 85% contact only two agents.

So what can you do to be the "one" agent they contact when they sell?

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In this market with so little inventory available today, this is a VERY important question to address as an agent. 

Here are five ways to improve your chances of being the one agent they contact:

1. Nurture your referral base

Stay in touch with your past clients. Send out a monthly newsletter sharing market stats and information about what's happening in the local market. There are lots of great newsletter services like Happy Grasshopper,HomeActions, and Market Videos that can help you maintain an ongoing dialog with your clients.

2. Promote your outstanding service

Consumers are very interested in getting feedback from your past customers about your service and performance. Sharing feedback from past customers is one of the best ways to attract potential new clients. Ask your broker, MLS or Association to participate in a program like RatedAgent.com. This program will allow you to gather feedback from your clients and then display your ratings. Also, be sure to set yourself up on Yelp and encourage your clients to provide a rating for you there. When a consumer asks Siri on their iPhone to find them a real estate agent, they draw from Yelp's database so it's important that you make yourself available there.

3. Demonstrate your local knowledge

It's important to demonstrate your local knowledge both online and offline. Set up a blog offering insights about market trends, new developments, local events and other issues you are passionate about.

 4. Respond

Here's the single most important method for being the one agent the client chooses: be the first one to respond to their inquiry. Whenever your phone rings, it's important that you pick it up live, even when you don't recognize the number. Simply by being the first to answer the inquiry you have a MUCH higher chance of securing the listing. Answer your emails, answer your texts and check your voicemail frequently. 

If you are on a listing appointment and do not want to be disturbed, forward your phone to your assistant or someone in the office so they can pick up the phone for you. If you're going to be out of pocket for a period of time, leave that message on your phone so you can manage their expectations. Bottom line--the faster you respond, the more likely you will get the listing. 

Follow these four steps and increase your chances of being the ONE agent that potential sellers want to work with. What did we miss? Share your favorite strategies in the comments below.

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