Networking Sells Homes in Buyer's Markets

In a tough real estate market, the tough get moving. Many listing agents turn to networking to move their listings into pending status.

Homes aren't selling themselves. Especially when inventory is high. This is when a full-service agent is most beneficial to a seller. Full-service agents aren't bean counters or data entry clerks. We sell. We talk to other agents and build relationships.

If you're a seller whose home isn't selling, maybe it's because you've listed with an agent who doesn't aggressively market, can't afford to advertise your home or doesn't have a networking base to draw upon. The first thing on my mind most mornings is how am I going to sell my listings, and it's the last thing I think about at night.

There's been a bit of hoopla in industry channels lately about a certain TV program showcasing traditional agents as charging too much and providing too little. I say agents shouldn't concentrate on one-sided views or bad mouth the competition. The market will weed out the ineffective. Clients rate agents on results, not perception. Agents should concentrate on the job at hand, provide the service they are paid to provide and forget about finger pointing.

When I begin a conversation with other agents, I don't talk about TV shows. I ask for details about their buyers. I find out what their buyers are looking for so I can match up those wants and needs to my listings. Because my sales aren't coming from MLS right now. They are . . . read more

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