The best place to look for new listings is in the most in the agency.  In the old listings file.

Go to that file now and look for listings that were withdrawn for whatever reason.  It does not matter why and in fact don’t spend any time finding out.  It will be a waste of your time.  It is much better to pick up the phone and have a conversation like this:

You: “Hi.  I am XYZ from Your Agency.  I noticed, on going over our past unsold listings, that you had your property on the market for sale some time ago.  Why didn’t it sell?”

However they answer (and be ready for a negative answer), you simply say……

You: “Well the market has changed a lot since then, would you like me to come and update you on the current market?”

The worst they can say is no.  Best case scenario is that they will invite you around.  If they say no – ask if they would mind if you kept in touch so that you can update them on what is happening in the area.  Then make sure you do.  It is not hard, but you would be surprised at how many agents don’t do it.

looking-forThen make sure you get the contact into your Customer Relationship Management system (CRM) and keep in touch.

The purpose of this is to get to meet and talk to people and start to build relationships.

Another good tip for you, from the same list, is to search out the properties that did sell and the sale date coincides with the average period of ownership in your area.  Whether that is 5, 7 or 10 years.  Statistically speaking, these are the owners who may just be looking to sell again.

Another suggestion is to farm around current listings – even if they are not yours.   I have lost count of the number of times a property has sold in a street and within a week or two another one comes on the market.

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