ahead of other agents who may be “waiting out the storm.” Colleen and Bryan worked through the Great Recession and came out stronger than ever because they spent time forming valuable relationships that turned into listings, referrals and repeat business. “It's never about just what business is going on right now, right? Otherwise, we'll starve. It has to be the business that we're doing in three months, the business that we're doing in six months. What's in your pipeline? What's in the hopper?” April, who also owns her own brokerage, has been giving this advice to the agents on her team. “I tell them... ‘Now is the time, more than ever, to stay top of mind. Now is the time when you must follow up. Now is the time. ...I don't want you to go extinct.’ Especially for the people who just started this, now is the time to stay in contact. If you have books, send your books. If you have any knowledge, send them text messages, use your social media outlets, DM them, send them messages. Just let them know you're thinking about them. “This is not the time to be a couch potato,” April says. “This is not the time to be comfortable because I promise to you — if you do that — six months from now, you will probably not be in the business.”
There’s a very good chance many of the homes expiring during the coronavirus would have sold at any other time. Show them examples of comparable homes that are going under contract in your area, and point out all of the positive features of their home that buyers will love. “I specialize in selling homes that didn’t sell before. I will put together a top-notch marketing plan to get your home in front of the most buyers possible.” Show them examples (if you have them) of other expired homes you’ve sold in the past. Show them quality photos, 3D tour options, staging ideas, and anything else that will get them off the fence. Overcome any objection with your book. “Take a look at my book that shows you how to sell homes in any market.” Use your books to your advantage. Show potential clients the value you bring to any transaction. People put their trust in experts for everything from medical advice to plumbing issues. Show people there is a science to selling in any market — and you literally wrote the book on how to do it. What can you do right now to prepare? While our ability to sell homes is hindered, now is the best time to build a pipeline of listings. Think of this opportunity as your chance to get
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