To sell to MLSs, first get in tune with their needs

Vendors should listen instead of making a sales pitch that's a shot in the dark

Multiple listing service executives are constantly barraged by sales pitches from vendors of one kind or another. But the best way to get an MLS exec’s attention may be to listen, not sell.

"Ask, ‘What are your struggles? What’s your process? What’s your strategic plan?’" said Steve Allen, director of business development at, a public-facing site operated by the Wasatch Front Regional Multiple Listing Service (WFRMLS).