As a listing agent, you have learned the secret that top real estate agents have known for years. Rather than focusing upon the selling side of the business, true top producers rely on listings for the majority of their real estate commissions. It is possible to sell many more listings in a month than it is to show and sell to multiple purchasers. The balance between the two is very important; when worked properly your sellers will always translate into enough purchase business to keep the purchase side of your business strong.

The one complaint I hear from most top producing real estate agents is that they never find enough time to market. There are so many good ideas to implement, but not enough of their most precious resource to explore every possibility. That is why one key to marketing is focus. Focus involves finding one or two good ideas and carrying through on these regularly.

In my time as a leading mortgage lender, I have spoken to many real estate agents about what marketing activities they focus upon with regard to obtaining more listings. In the next several weeks I will be sending you a series of letters that talk about some of these ideas.

I hope you will find these letters and the ideas they contain helpful. My goal is to become a partner with my real estate clients and my particular focus is working with listing agents. In this industry, I find this is where the action is!