Every Agent’s Biggest Wish

‘Now vendors’…In real estate, they’re the dream client and are pretty much at the top of every agent’s wishlist.

Ready to move, ready to go and ready to list, these ‘now vendors’ are like a gift that falls into your lap. They are the ones who are ready emotionally, financially and also when it comes to property presentation.

But here’s the thing…’now vendors’ aren’t magical unicorns that come sauntering into your office on whim.

They are never just handed to you. Instead, you create them. Here’s how…

Creating ‘now vendors’

When it comes to creating now vendors, it starts with your current and recent campaigns. Every new listing, every sold listing, and even every property your competitors launch and sell is the chance to secure those vendors who are ready right now.

Yep, they’re right in front of you, actively researching the market. More importantly, they’re actively researching agents. They’re looking at just listed and just solds, case studies, sold stories, for sale signs and sold boards, and open homes.

Phrases like ‘Buyers still looking’ and ‘We have buyers’ campaigns – that’s what is catching their eye.

They are quietly assessing every real estate transaction in their neighbourhood and every agent professing to be a local area expert.

They’re interviewing you for the job and you don’t even know it. So, if you’re invisible during a campaign, how will they find you and discover why you’re the agent for them?

Momentum creates momentum

‘Now vendors’ are laser-focused on real estate activity, and they are weighing up who’s doing the best job selling properties just like theirs.

That ongoing assessment is where opportunity lies. When you become acutely aware that every campaign, open home, and interaction is a job interview where ‘now vendors’ are analysing, comparing candidates and actively recruiting, you bring your ‘A game’.

Don’t let that opportunity pass you by. Don’t wait for your campaign to end. Bring you’re A Game every day. Work your campaign while it’s live…every for sale board, just listed email or letterbox drop, every open home, every single attendee follow-up.

That’s the needle-moving strategy. Use an active campaign to fuel your next listing and sale.

Momentum creates momentum. Listings create listings.

And if you’re looking for a quick script for those vendors who indicate they on the verge of selling, consider the following:

“We’ve just had strong interest in a property like yours. Would you be open to a quick conversation about getting your place on the market in the next 30 days?”

No unicorns here

No, ‘now vendors’ don’t just happen. It’s not magic, sudden or random. When a ‘now vendor’ reaches out, it’s the result of the work, effort, and activity that you demonstrated to them in the days, weeks and even months in advance of them contacting you.

The reality is, you never know when the next ‘now vendor’ is starting their recruiting process. You can never quite be sure when you’re being assessed, scrutinised, or interviewed for the job of their agent.

That’s why you need to treat every opportunity as game day and consistently bring your best.

About the Author

Manos Findikakis is the CEO of Agents’Agency, Australia’s first multi-brand real estate network, ‘the only fully integrated solution for you and your people to create an unforgettable experience.’

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