Many real estate professionals spend a lot of their careers being buyer reps, but it’s the ones who get the listings who have the real power in this business. They’ve got many advantages over buyer reps. If you want major, lasting success in real estate, you must focus yourself on being a listing agent. Here’s a few of the biggest reasons why this is so.
Greater Opportunities For Marketing Yourself
Listing agents have many more opportunities for marketing themselves and their brand with the homes they’re selling than buyer reps. The lawn sign, MLS, classifieds sites, your personal website, etc. together give you lots of exposure. They create a snowball effect: the more listings you get, the more exposure you’ll get. The greater the exposure, the more sellers trust you’ll market their home more than any of your competitors, so you’ll get more listings, and you’ll ramp up your marketing even more, and so on. Buyer reps get almost no marketing opportunities for themselves.
Listing agents make much more per hour than buyer reps. It’s because listing agents spend their time much more effectively toward high level sales activities than buyer reps.
Listing agents have much greater control over how they spend their time than buyer reps. Open houses or meetings can be scheduled and readily quantified in how long they’ll take. But buyer reps often find themselves driving their clients around for an hour or an entire evening, and often only on a moment’s notice. For listing agents, everyone who looks at their listing is a potential buyer, or may refer you to someone who is. But a buyer often takes many hours of a buyer reps time and never buys anything or refers anyone.
Enhanced effectiveness yields enhanced productivity. A listing agent with a support staff can handle fifteen to twenty five listings per month on an ongoing basis. But buyer reps can only really properly service about 8 buyer clients a month.
Any top performing real estate professional is listing focused. They only represent buyers when they’ve sold a client’s home or when they get a referral. These are much better buyer clients than a buyer rep typically gets. Listing agents don’t actively seek out buyers. This is the bottom line: if you’ve got a listing, you’ll have every buyer rep in your area potentially working for you in that they’re seeking a buyer for you. But if you’re a buyer rep, you’re competing with every other buyer rep in your area for a small number of listings relative to listing agents.
So you may be asking yourself: how do I get more listings? The best way is by having a top of the line, laptop based, professionally designing listing presentation. Having one goes a long way to distinguishing you from competitors. The cost is quickly paid for by the amount of extra business this presentation gets you. My Pro Presenter online listing presentation does all this and more. Get a free demo listing presentation you can customize to your needs here.