It’s not uncommon to have faced a situation with a prospective client who asked, “Why should your sales volume matter to me?” Or, “If you’re so busy with other listings and other buyers, how will you have time to devote yourself to my listing or my home search?” 

 

 

Prospective buyers or sellers may wonder why they should hire the agent who is the busiest, the highest-grossing or who is, on average, party to the most home sales in an area per month.

 

Full-time agents are the most efficient

 

Full-time agents are dedicated to their profession. That doesn’t mean that an agent shouldn’t also have a family and live the lifestyle shared by community members; quite the opposite. But it does mean that an agent who works Thursdays through Sundays will not be as tuned in to the market as the full-time professional is.

 

Given your client’s curiosity, it’s a good practice to have some explanations and personal anecdotes ready to share with clients to educate them on how a busy agent is a better agent. 

 

 

Keep it simple, but be prepared to provide examples that back up. Then incorporate those anecdotes in your brand marketing.

 

They focus on their expertise

 

The best of the busiest agents and brokerages have on-staff transaction coordinators, runners, and others to handle the minutiae of real estate so that the agents can focus on what they do best – customer service.

 

When faced with a client who’s concerned about the load of work you carry, be prepared to describe the team of experts who surround you and how those professionals help make you the best choice. 

 

 

Does your team include an office manager, a full-time transaction coordinator, a full-time listing coordinator, a marketing specialist, an in-house photographer and an intern? Introduce these people to your clients. 

 

Explain to them how, as a team, each person in the office supports one another with a single goal in mind for every transaction: A happy client.

 

Busy agents market better

 

The best agents in a particular community or area are those who are so deeply embedded in the local market that they can recite community names and descriptions without a hiccup. They can instantly explain the average time on the market along with why buyers seek out the area and the reasons sellers are moving.

 

You’ve already faced nearly any scenario a buyer or seller can imagine. While no two sales are ever the same, busy agents can draw from experience to know what works – and what doesn’t work, in a given scenario. 

 

Busy agents know what will work – and what won’t work – when marketing a listing. 

 

They not only run integrated digital marketing campaigns, but they know which channels to use for targeted campaigns that make the most – and best – impressions.

 

 

Any buyer or seller can search listings online and even find recent sales and comps. Give your clients examples of how you provide nuanced insights and data that help them make decisions. Show them how they can save time and energy in late-night internet searches by doing the work for them.

 

Show them you know the buyer pool. Show them that your marketing is measurable and resonant.

 

Busy agents are connected

 

Access to buyers, other agents and data are key to representing clients and the busiest agents have access in abundance.

 

After all, selling a client’s property or finding the perfect home for a buyer involves much more than a matchmaking session between property owner and seller. More important are networking, community reputation, marketing savvy, and ability to deliver on promises.

 

Busy agencies may send monthly email marketing campaigns to their counterparts at other agencies. And they’re just as comfortable picking up the phone or texting another agent to share ways they can help each other. 

 

 

Busy agents and brokers consider competition between agencies as a cooperative effort that benefits clients.

 

Show clients how you, as a busy, high-producing agent, leverage good relationships with other agents and brokers. Show them how common it is for busiest listing agents to meet prospective buyers through their previous transactions and to develop strong rapport with other agents representing buyers in the area.