How to Become the "Listing King" in Your Territory

So you’d like to become the "Listing King" in your territory? Do you think this is something that will be very easy for you to accomplish or do you think it will be difficult? And do you know specifically what you have not been doing with your time up until now in your real estate career that has kept you from being the "Listing King" in your own territory? Or perhaps you are already the "Listing King" in your territory and are just curious to read what I’ve written in this article.

Generally speaking, owners want to give listings to agents who:

Present a good image (including the image of their company)
Have a track record of having recently leased or sold similar properties in the area
Project themselves as an agent who will lease or sell their property for a great price in the near future
Project themselves as someone the owners perceive as being similar to themselves

What’s great about each of the four items above is that you as an agent, regardless of the level you currently are at in your real estate sales career, can improve on these areas and become one of the most solid listing agents in the territory you work. And if you feel the image of the company you are currently working for is holding you back from becoming the "Listing King" in your territory, you can always move to a company that already has the image you want to project.

The truth is that what will have you become the "Listing King" in your territory is studying and learning what works successfully in listing property and dedicating yourself to applying these concepts in your own business. Most agents, regardless of where they are in their real estate career right now, have settled into their own day-to-day routine of how they go about working in their own real estate business. For these agents, how they spend their time is by doing many, many things that don’t maximize the number of great listings they constantly generate. The good news is that if you are interested you can "unlearn" these habits and begin to take on new habits that will have you become one of the top listing agents in your territory. However, this takes commitment and focus. Trying to change the habits that one has acquired over years as a real estate salesperson is not easy. You truly have to be committed and determined to make the change. You have to want it much, much more than you want to maintain your existing habits and the comfort level you’ve already attained in your real estate career, and in your life. But if you are truly committed, you will indeed become the "Listing King" in your own territory.

You may find yourself asking, "So once I am determined to become the "Listing King" in my own territory, how do I do it?" Actually, it’s very simple--you begin by finding out what the great listing brokers are already doing that has them be so successful, then you duplicate what they are doing. And after you duplicate what they are doing and begin to produce the same outstanding results for yourself that they are for themselves, you look to find ways to further improve on what already is working great for you. This is a tried and true way of totally transforming your listing success and exploding it to the next level. Don’t try to do it with just your own ideas. Find what is already successfully working for others and do these things. If you do exactly what these successful agents are doing now you will begin to produce the same successful results for yourself. Continuing to do it with only your own ideas will most likely produce the same results you’ve already been producing in your real estate business. After all, it’s your own ideas that have gotten you to exactly where you are in your real estate career right now. Don’t reinvent the wheel. Find out what the experts are doing and do what already works successfully for these people!

So how do you find out what the great listing brokers are doing that has them be so successful at listing properties? You ask, you observe, and you learn. While there may be some agents in your territory who will not give up their trade secrets to you so easily, there are others who will. Some of these people will tell you because they want to help you, and others will tell you simply because they’re thrilled that someone has actually noticed how good they are at what they do. And on top of this you’re willing to be an audience for them telling you all about what they know about the real estate business. For some agents life simply doesn’t get any better than this.

The key is you have to be willing to ask people until you find one or more people who will tell you exactly how they do it. And, some agents find it easier to ask and learn from an expert in another territory than the territory they themselves work in. The point is that the information and the people are out there for you to learn from. If you don’t want to approach and ask someone who is already producing the successful results you want for yourself, recognize that you are more interested in keeping your existing habits and the results you are currently producing in your brokerage business than you are in doing whatever is necessary to propel yourself to the next level in your career. If this is what you want it’s OK, just be aware of it. The truth is there are so many real estate agents out there who say they want to make more money but they’re not willing to truly do what will move their career to the next level. We’ve all worked around people like this.

Also, if you feel this is something that would be good for you to do, on some of your transactions you can partner-up with someone in your office whom you consider to be a master at obtaining listings. Perhaps when you find leads on large listings you can ask one of the listing experts in your office to be your partner in going after these listings. The experience you gain from this person may prove to be an invaluable asset for you to utilize on your own in the future. Observing all the steps in this person’s approach, including their face-to-face presentations with sellers, can give you great insight on what you can do in your own listing presentations to be more successful in the future.

What follows in the next paragraph may spin your head a little. You may want to read it a few times and allow it to sink in:

Whether or not you begin to learn from someone who is an expert at listing properties, recognize that you need to learn from someone who will move you to where you want to be now in your real estate career. What you already know how to do in your own real estate career has gotten you to exactly where you are right now. What you need now is new learning and new behavior that will move you to the next level in your career. If you truly already knew how to get to where you want to be in your real estate career, you would be there right now. You can’t double or triple your listings with the same thinking and actions that produce the number of listings that you currently produce.

So, how committed are you to becoming the "Listing King" in your own territory? The opportunity is there waiting for you if you truly commit yourself to doing whatever is necessary to make this happen. Even if you aren’t totally driven now to become the "Listing King" in your territory, how much more exciting will your own business be when you double or triple the number of listings that you produce every year? When you are ready to make this happen, find an expert who will teach you exactly what to do to move your career at light speed to where you want it to be. These experts are out there waiting for you to approach them. All you need to do is decide that THE TIME IS NOW to make this happen, find the right person to begin working with, follow the direction you are given from this person, and watch your real estate career begin to explode to a whole new level that up until now you had only dreamed of.