James Tostevin provides a list of strategies for real estate agents to prosper and succeed by getting listings. The key strategies include making at least 200 prospecting calls weekly, having multiple touchpoints with prospects such as initial calls, emails, and meetings. Agents should also research competing properties and focus on their strengths such as rapport building, using a team approach, and setting clear agendas. Additional strengths include detailed notes, thorough qualifying, showcasing past success stories, follow up communications, and confidence that they can achieve superior results for clients. Key points are to know the competition, ask about them, use mini-closes, agree on timing and auctioneer, focus on value over price, and make it easy for clients to

1. LIST TO PROSPER &
SUCCEEDJAMES TOSTEVIN

2. PROSPECTING
If I’m making at least 200 calls weekly,
I am putting myself in a position to win as
many listings as possible!

3. • Initial phone call with a prospective vendor
• SMS or email confirming opportunity to present/meet
• Pre-list or Short confirmation letter
• Pre-listing strategy meeting with your colleague
• Call on the day of the meeting to confirm appointment
• Possibly SMS/email a great result between the initial call and
appointment
TOUCH POINTS

4. RESEARCH
• Bring a number of relevant recent sales to the
appraisal
• What is currently on the market that may
compete directly against the property
• Land size
• Most recent sale price/date

5. PLAY TO YOUR STRENGTHS
• RAPPORT BUILDING
• CORRECT TEAM
• SET THE AGENDA

6. PLAY TO YOUR STRENGTHS
POINTS OF DIFFERENCE :
• Detailed notes taken during the OFI
• Qualifying your buying prospects thoroughly at the OFI
• Show an example of a campaign to a prospective vendor
• Agents working the crowd and encouraging buyers to bid
• Post Auction Negotiations

7. PLAY TO YOUR STRENGTHS
• Success rate (not clearance rate)
• Market share strength
• Strong case studies
• E-bulletin/SMS
• Use of a thank you card and follow-up letters
• The ‘confrontation’
• Competitive/confident – fundamentally I believe I will
achieve a superior result

8. KEY POINTS
• Know your competition
• Ask questions about your competition
• Uses mini-closes. Are you happy with this? Are you comfortable with this?
• Get agreement on timing (proposed auction date and/or method of sale)
and the auctioneer
• We won’t be the cheapest agent but our fee will be competitive – believe in
your worth
• Don’t ever forget this important question to the prospective client – “What
knowledge do you have of commissions being charged in the local market
place?”
• Finally, make it easy for the prospective vendor to appoint you!