your brochures. This will let your sellers know that you are
leaving no stone left unturned.
Making Professional Brochures
When other agents show your listing, it’s nice to have
the buyers look at a professionally prepared, custom
brochure as they walk through the home. These are usually
placed in a visible spot when entering the home. Many
MLS websites have a brochure template for you to work
with. All you have to do is fill in the information and up-
load your photos. You can go a step further and include
the neighborhood statistics in your property brochure.
Getting MLS Training: Using Reverse Prospecting
I’m sure your local MLS office offers training on how to
best utilize the MLS and its features. You’ll be surprised at
how much more you can do with these common programs
than you are currently aware of. Many MLS systems offer
statistics that show how many agents have e-mailed your
listing to their clients and, at the same time, show the level
of interest those buyers responded with. This is an excel-
lent gauge of the sales potential of your listing. Showing
off this knowledge will delight your sellers. The fact that
you have a technological advantage over other agents can
really make a difference. You can also contact the agent
who received a response from their buyer about your list-
ing. This is called reverse prospecting. You can e-mail the
agent saying, “Hi, I noticed that you have a buyer inter-
The Real Estate Agent’s Guide to FSBOs