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Nina Yamaguchi, managing broker with Coldwell Banker Residential Brokerage in Cupertino, shared prospecting tips with members at a recent Silicon Valley Association of  REALTORS® Cupertino/Sunnyvale District tour meeting.

Yamaguchi said with market is changing. Inventory for the entry level market is tight and the luxury market is passed its peak. It is highly likely that the lack of inventory and a dip in sales because of it will continue.

“With that framework, it is more important than ever to get listings,” stressed Yamaguchi.

Here are some of her suggestions:
1. Don’t ignore expired listings. Check with the former listing agent about the status of the expired listing. There also are many internet sites that help find people for a fee, such as beenverified.com, peoplefinders.com. intelius.com and theredx.com.

2. Don’t ignore print. While online is popular, many people still like print, especially seniors. Silicon Valley has many senior residents. Advertise in the newspapers, send out Just Listed and Just Sold cards. Follow these up with a phone call or door knocking.

3. Tap your sphere of influence – friends, family, former co-workers.

4. Tap into your database of referrals and past clients.

5. Door knock in neighborhoods where a home has just sold, or send out “missed opportunity” mailings. It may interest neighbors to know that the house on their street sold at a good price.

6. Get with technology. Text a short video or a pre-listing presentation.

7. Use social media and post on Facebook.

8. Invite the neighbors to your open houses.

9. Farm around your successes.

10. Do the basics.

“All the basics still work,” said Yamaguchi. “You need to be consistent and show up.”

Yamaguchi said her top farmers do everything consistently, from sending out mailers, advertising in the newspapers, maintaining a strong internet presence, door knocking, to holding open houses every weekend.

“I’m a firm believer in open houses because they are a great way to get buyers and sellers,” said Yamaguchi.

In closing, Yamaguchi shared this quote from Nelson Mandela: “May your choices reflect your hopes, not your fears.”

“If you are fearful, you are not going to get anywhere. If you follow your hopes you’ll be successful,” said Yamaguchi.

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