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3. Work expired listings and FSBOs. There are sellers out there who have a desire, at some level, to sell their home. Change your scripts and dialogue to offer real value and follow up until they list. Consistent follow up and value wins; don’t give up after one phone call. Deliver items of value, and remember that you’ll probably hear “no” seven times before you get a “yes.”

4. Ask every buyer if they need to sell their home. I know this sounds simple, but we are so good at generating buyer leads from sign calls, floor time, the Internet and social media that we often fail to realize that many of these buyers need to sell their homes as well. So ask the question, “Will you be selling a home in order to purchase your next one?”

5. Reach out to investors. Call on For Rent signs and find property owners to see if they would consider an offer and then follow up.

There are a lot of things you can do to generate listings. The market is there and buyers are buying. We can’t control what happens to the market; we can, however, control our own behavior and decide right now that we are going to be in the middle of this ultimate comeback by doing the right things every day that move us closer to dominating the listings in our markets.

Verl Workman is a speaker, coach, business consultant and president of the Top 5 in RealEstate Network®.

For more information, visit www.VerlWorkman.com.

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