How do I get short sale listings?

"Unless you're willing to have a go, fail miserably, and have another go, success won't happen."

"Phillip Adams"


With the major financial institutions cooperating more and more with short sale transactions there has been an increase of competition in the market place. Homeowners in default are bombarded with mailers, door knockers and phone calls which in my opinion; unless you have extraordinary sales skills it is nearly impossible to get a homeowner who is losing their home to have a phone conversation about it. Typically it is a hang up.



I had an agent client of mine I negotiated a few short sales for a couple years back contact me a few weeks ago with one new short sale listing and over the weeks it has turned into 4 short sale listings. I asked her how she went from 0 to 4 listings in such a short period of time? She started calling her sphere of influence and past clients. Clients she helped get into homes at the peak of the market are now wanting out due to the market depreciation and other contributing factors such as income change, job loss or job relocation.



Your sphere of influence and past clients is the best place to start. When I first started working with short sales nearly 4 years ago I started by doing rescue calls to my data base. I wanted to let everyone know that not only do I help homeowners buy and sell Real Estate in a traditional market; I also help homeowners who are under water and can no longer afford to make their mortgages. Followed by the question; who do you know in your circle of family, friends, neighborhood or community that may be experiencing this type of difficulty?



Nearly everyone knows someone who is going through a hardship of this sort and with the increase of competition surely you do not want another Realtor working your clients. Another quality to have that will help you with your competition is to be well versed in the short sale process and how to pre qualify. Homeowners potentially facing foreclosure will be very cautious when choosing an agent and they will look for a level of comfort ability with the agent they choose to handle one of the most stressful processes they will ever go through.



In my opinion, working your sphere and working it well will help you increase your short sale listings more than any other form of prospecting; not to mention it doesn't cost you anything but your time to get on the phone. With an increase of homeowners in crisis and an increase in cooperation with the lenders this is a great time to build your pipeline and help your clients through this rough time.



REALTORS, what is in your business plan this year? What are you doing to create a system that will allow you to build your short sale business? How often are you out there prospecting and how do you know if you are taking the listings that are going to be successful and not a waste of your time?




Call us today and let us show you a system that works to help you expand your business and effectively and efficiently close short sale transactions.



LOTUS REALTY GROUP


PROFESSIONAL SHORT SALE NEGOTIATORS


At Lotus Realty GROUP, helping people ethically succeed is at the forefront of who we are...