The First 24

Remember that Show 24 with Jack Bauer?  Energy and adrenalin flowed with each tick on the digital clock that framed every episode of all eight seasons. Maybe we can apply a similar approach to our work for sellers.

The first 24 hours of a new listing are critical.  Every agent can benefit from starting a digital timer the moment the seller inks the listing agreement.  A lot can be done the first day, but what are the keys to success?  Like most of our tasks in the industry, a clearly defined system will serve you well.  An action plan in Top Producer, a spreadsheet in Google Docs, or a laminated list if you prefer old school are all forms your system can take.  The key is that you already know what to do before the clock starts.  Here are a few items for that first 24:

• Leave a voice mail on the sellers' work lines, thanking them for their engagement
• Order the sign and install
• Acquire a back up key to the home for your car (in case that lock box gets jammed)
• Order the photographer
• Order the measurements
• Email your key contacts with a photo and general information
• Instant Message your office colleagues about the property
• Don't post in MLS ... unless you have the photographs already in place
• Order your web address for the independent page you will create
• Contact matching buyer prospects from your database
• Scan your listing agreement to accompany your e-mail reviewing steps for the seller
• At the end of your first business day, report your activities and results to the seller by phone

You can add other key actions for that first 24 hours.  The point is to have a plan and execute it well.  Make sure the seller can document what you are doing - either by your phone call, e-mail, or web link showing your activities.   One last tip:  make sure you provide a positive surprise in your system.  To generate referrals, we must over-deliver on service.  Create that positive surprise by providing a cleaning service during the first week, adding a marketing piece that was not covered in your presentation, or my favorite - create a video message to introduce the home and post on the property blog.

With a proactive plan for the first 24, you launch the process with energy and give the seller security in their decision. You'll also be a hero, a little bit like Jack Bauer.