One of our coaching students said last week, “This is the best time ever to be a listing agent.” Which is the same as saying that now would be a great time to have a lot of listings.  

Actually, any time is a great time to have a lot of listings, but right now, in most markets, having a lot of listings is like being King of the World.  

Remember Floyd’s advice, “Nothing lasts.” So if you are finding this market difficult and challenging and bewildering, you could just wait it out. Or you could take the bull by the horns and work on listings. 

If you just thought, “But I’m already doing everything I can think of to get listings!” please consider these three strategies, and see if they make a difference for you. 

1. Clear the decks.
2. Make the move.
3. Start conversations. 

Let’s take them one at a time. 

1. Clear the decks. If this is the best time ever to be a listing agent, why isn’t everybody working listings? Well, because they are too bogged down with buyers. 

Raise your standards and redefine who you will devote time to. Revisit the Valid Buyer Criteria Checklist. Are your buyers ready, willing, able and loyal? Do they understand the rules have changed? Will they take your advice and direction? Will they pull the trigger? Will they bring cash to closing if there is an appraisal gap? Will they do whatever it takes to win the auction? 

If not, put them on the back burner and keep in touch. 

2. Make the move. This is the move. Take your foot off the accelerator and put on the brakes. 

You are driving. You see a “For Sale By Owner” sign. Stop the car. Get out. Go to the door. Knock (or ring the bell.) Say something Floyd taught you. 

If you want some more listings now, you need to talk to people who are thinking of selling their house. How many “For Sale By Owners” do you need to see to find one who is thinking of selling? 

Expireds may have disappeared, but FSBO’s have come out of the woodwork. Some are selling. Some are not. Some have a time or money problem. They are the ones you are looking for. 

Stop thinking they don’t need us because the market is so good. Stop thinking that everyone else is working them already. Go talk to them. 

3. Start conversations. Remember what Floyd said about “For Sale By Owners.” Open their minds by planting questions. Questions that start conversations. 

“Mr. (or Mrs.) For Sale By Owner, when you sell this house, are you going to buy another one? (If YES) When you do, will you just shop for sale by owners, or will you be using the services of a Realtor to find your next home?” 

That will open their minds and start the conversation you want to have with them. 

This market is the market to reach out for the “low hanging fruit,” and the lowest hanging fruit today is the “For Sale By Owner.”