How to Find Listings for Your Buyers in This Market

We are still undergoing a tremendous shortage of listings across most of North America.?While in some areas it seems that inventory has increased, it is still abnormally low compared to “normal” markets from a decade ago.?

The media has convinced consumers to fear making a move now since their own home will sell quickly (they are probably right) and there’s not a lot to choose from.?

So, what should you do as an agent?

One option is to wait for a good listing to come along that fits their needs and then try to outbid someone else who has been waiting for the same property.

There is another way...?

Option two is to FIND IT YOURSELF.

With caller ID, the Do Not Call list, and the “Potential Spam” warning on cell phones – it can be hard to reach potential Sellers.?And if you think sending mailers is effective, keep in mind that you have to send a lot of them over a long period of time!?

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Listen!?You need listings now.?You need to find Sellers who have not yet raised their hands but are thinking of selling.?And there is an affordable way to do it:? knocking on doors.

Before you balk... what if you had a dialogue that was effective and smart?? Would you consider taking a walk through the neighborhood you have a potential Buyer for?

The “Specific Person Technique” is just as effective today as when this dialogue was first invented by Floyd.

As with everything Wickman, it’s a step-by-step process. Use your own words, rather than read this like a script, but do take each step in order, one at a time.

Here it is in five steps.

Step 1:? Identify.

(“Hello, Mrs. Wocjiekowski?”). Start by saying their name and confirming who you are speaking with.

Step 2:? Introduce.

(“I’m Mary Pallin with On Track Realty”)

Step 3:? Ask (“I stopped by today to find out if you’ve thought about selling your house.? Have you?”).

Floyd always said, “Let them say “no” right away so they are ready to listen to Step 4, which draws out the yes.”

Step 4:? Give them a reason.

(“The reason I ask is, I’m working with a Buyer who has their heart set on living here in Happy Hollow.? They’ve been looking at everything that hits the market and either the house sells too fast, or it isn’t a fit.

But this is the neighborhood they really want, so I promised them that if I had to knock on every single door I’d find them someone who was thinking about moving!”). Be sure to follow the Fair Housing rules, so there are things you cannot disclose about the Buyers, like their marital status or gender.? But there are lots of true statements you can make.? Keep in mind, that you’re not there to talk someone into moving if they don’t want to.? The more “no’s” you hear, the closer you are to hearing a “yes”!

Step 5:? Ask again.

“So have you given it any thought at all?”? Ask as though you don’t remember they already said “no”.? And if they say “yes” or even hesitate to say “no”, start asking them questions so you build rapport and then try to land the listing appointment.

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This dialogue works over the phone too.

Don’t let anything stop you.?

Go out there and have some fun having conversations with homeowners.?

?? Your clients will think you are a rock star.?And they’ll be right.?Find it yourself!