Do you create an actual marketing plan for your listings that works? Or do you do whatever it is that the sellers ask you to do even when you know it doesn't work?
The way you answer this question will show if you're in control of your own business or if you do and say things to and for the sellers just to win the listing.
When I go on a listing presentation, I lay out everything I do for their listing in front of them. This includes, Just Listed cards to the nearest 200 homes, Virtual Tours, Talking House, Property Water bottles, Property Candy, Reverse Prospecting through my database, and the majority of the rest is internet advertising... and you can't forget the staging of the property is included in my fees.
When I'm done, I ask if there are any questions.
Do you do open houses? NO!
Do you put flyers in my front yard? NO!
Are you present for each showing? NO!
Do you advertise in the local paper? NO!
I then have to go into detail on each of those questions as to why I don't do them and how they're not effective in our market and I do what's effective in order to sell a house. I point out, as always, I'm here to "sell" their house and not just "list" their house.
I hear more and more from people saying that Open Houses are a waste of their time as well, but they still do them to please the seller. Why?? If you can show them that they are not productive, you should not need to waste your time on this avenue. You need to walk into your listing appointments with your plan in hand and stick to it. Are there times you'll have exceptions, yes, occasionally. But overall, we are the professionals and we know what it takes to sell a house in today's market and we shouldn't be afraid to tell a seller NO!
Have I lost listings because I wouldn't do an Open House? Yes, but did I really lose anything? If that seller was going to "force" me to go outside my marketing strategy into an avenue that was going to be a huge waste of time for me, and for them, I need to be able to weigh how valuable my time is verse how badly I want to work with sellers that aren't going to respect my opinions right out of the gate.