For example, you might find a buyer who has an elderly
parent living in the neighborhood, and who is willing to
pay a premium for that location. Not only that, but there’s
a good chance that you’ll get good buyer leads from your
sign calls in front of the listing. If you don’t have many list-
ings or none at all, even an overpriced listing gives you the
ammunition to list other properties and work with buyer
leads.
Simply having some listings in your inventory can give
you an upper hand at listing appointments, especially
when you mention that you are selling a home in the
seller’s area. Not to mention, holding open houses can
open new doors that you didn’t otherwise have access to.
Many sellers find it hard to list with an agent who doesn’t
have any listings in their inventory. So if you don’t have
anything going for you, take the overpriced listing and use
it as leverage for acquiring more listings.
LIST, LIST, LIST!!!
Listings are the name of the game. You can build a list-
ing inventory that sells itself. Why work with a buyer here
and a buyer there when you can be selling multiple listings
at once and increase your sales dramatically. I’m not say-
ing that you shouldn’t work with buyers. If you have seri-
ous buyers that need a home, by all means, find them a
home. What I amsaying is that if you look at the big pic-
ture, you can leverage your time by focusing on listings,
sell more properties by focusing on listings, and multiply
your business exponentially by focusing on listings. You
can’t do that by focusing on buyers. There is more money
The Real Estate Agent’s Guide to FSBOs