Wondering if it’s possible to win real estate listings when competing with agents who have years of experience over you? John Newman, team leader of The Newman Group, can tell you with confidence that not only is it possible, it’s easier than you think.
John knows this because he runs a millennial-only team. In fact, there’s not a single agent working for him over the age of 26. Still, John’s team members are outperforming agents who have been in the business for decades.
There are three specific strategies that these young agents have used time and again to win listings when competing with Maryland’s most experienced real estate professionals. Keep reading for a rundown on each of them. For complete details and additional strategies for winning listings, listen to the podcast below.
1. Become your market’s real estate expert
One of the easiest ways to impress sellers is to show them that you really know the market.
To master your market, focus on a specific area and learn it inside and out. Analyze pertinent data from the last nine months, like how many homes have sold, pricing details and the average time on market.
After doing this, you can tell sellers with confidence what to expect when listing because you actually are a market expert.
2. Use specifics, not generalities
Mega agents usually try to win sellers over with generalities. They’ll say things like, “I’m the No. 1 agent in the area.”
Believe it or not, these types of statements aren’t very powerful. Statements that give meaningful specifics, like an impressive sale-to-list ratio, are.
If you can, use some of your most impressive statistics to win sellers over. If you’re too new to produce those, something like a brochure from one of your nearby listings should suffice.
3. Win real estate listings with a powerful promise
As a new, hungry agent, there’s a good chance you have something that most experienced agents lack – time.
One way to leverage time to your advantage is to make sellers a powerful promise that experienced agents would never be able to keep. Promise to always be available once you take the listing.
You can also say something like, “For every call of yours that I miss, I’ll take $500 off my commission.”
Commit to that at an appointment and there’s a very good chance the listing is yours!
The secret to outperforming other agents
John will be the first to admit that he’s not the smartest person in real estate, but he’s outperformed smarter agents countless times because he’s willing to work harder. He trains his agents to work hard, to put in the hours, because he knows that’s the secret to getting ahead in the real estate game.
Regardless of how much experience your competitors have, you can outperform them if you’re willing to go the extra mile. Do your research, be responsive and keep your word to clients. If you do, there’s nothing that can hold you back from success.
To hear more about what you can do to win real estate listings when competing with more experienced agents, listen to the complete podcast interview with John Newman.
Pat Hiban sold more than 7,000 homes over the course of his 25-year career in real estate. Now, he dedicates his time to helping others succeed as agents and investors. As host of the Real Estate Rockstars Podcast, Pat interviews real estate experts to explore what works in today’s markets. He also founded Rebus University, an online training platform for real estate agents and sales professionals.