Extra commissions, trips to Hawaii, free two-year prepaid association dues, prepaid loan fees, maid service for a year, prepaid gardener and pool service, champagne brunches, cocktail parties, petting zoos, concert tickets and balloons.

The answer is marketing to serious Buyers and agents who represent them. When you list your home with someone who is regularly active in the neighborhood, that person has a handle on who the buyers out there are. Because he or she has listings in the area, he or she is actively engaged in showing property either directly or indirectly to people who have been pre-qualified and are motivated to buy.

When we hear of a new listing we are not just starting from scratch. We can pick up the phone and know who to call right off the starting block. From another prospective, because buyers and agents see the consistency of an active agent in the area again and again listing homes in a geographic area, these agents are the recipients of phone calls from other agents asking what they have available in the area. Often times a strong listing agent has greater opportunity for receiving general phone calls not even pertaining to a specific listing. Because the strong listing agent has a high concentration of for sale signs in the general area, buyers are also more apt to call expressing an interest that the agent keep on the look out for a particular type of home.

As the reputation continues to grow, a neighborhood expert hears more and more of pocket listings and properties that may be coming up for sale. This networking process continues between agents, buyers and sellers and tends to be one of the greatest avenues of business in the Real Estate profession.

Copyright© Ron Wynn 2000