How to Generate More Listings

By Mark Lemmons  I  November 12, 2021

Everyone wants to generate more listings. But sometimes, it can be easy to feel tapped out. If you’ve already been shaking hands, handing out cards, and generally networking, you might feel that you’ve done all you can do.

But have you?

Let’s take a look at some of the most tried-and-true methods of generating new listings.

Send an “It’s Been Too Long” Note to Your Sphere

They already know, like, and trust you. It’s time to ask them to refer you. Warm leads are the best leads.

If you’re doing your job right, you’ve been conscientiously keeping your contacts close to you. You should have a customer relationship management (CRM) suite — that includes not only contact information but also in-depth information about your engagements. Through your CRM, you can identify not only your potential leads but your best leads.

Remember always the 80/20 rule. 80 percent of your business will come from 20 percent of your leads. Focus your efforts.

Host a Client Appreciation Party

Thank your clients for trusting you with a Client Appreciation Party. And be creative. A birthday can be a Client Appreciation Party. So can a celebration of personal success — a deal that you’ve brokered. A good agent knows that there are a lot of excuses for a party and every party is an excuse for networking.

Hosting parties invites people into your life and into your sphere. It makes you more personable and “real” to them and encourages them to do business with you.

Video is King

You should be dominating your particular niche or geographic location through YouTube — and don’t forget to optimize your video. According to HubSpot, just updating your thumbnail properly could lead to a 34 percent increase in plays.

Facebook Live video and other streaming services can serve as focus points for engagement. Video is king; people look to video to get a sense of who a person is and whether they’re trustworthy. Host Q&As. Upload your listings. And engage, engage, engage.

Send Some Direct Mail

Don’t forget to send out letters direct to potential sellers. Focus on your mail zipcode by zipcode, starting at the most desirable first. You could be surprised to find out how many people are just waiting to sell their house — but don’t want to deal with it because it seems like such a chore.

This isn’t completely free, but it also costs barely anything. Check out the bulk mail rates in your sector and pay attention to the demographics you get a positive response from. Those are the ones you want to target in your messaging.

Facebook Live Neighborhood Farming

Don’t underestimate the benefits of becoming a social media area expert. Many real estate agents have made a fortune by focusing on things like “old houses” in their area, “hidden treasures,” or even “handyman specials.” Become known for something. Share your posts and join local groups where you can advertise.

Send Unsolicited CMAs to Homeowners

black laptop computer

Do your research. You can filter homes by equity, how long they’ve been in the home, etc, to find potential or motivated sellers. Your goal is to find real estate leads who are interested in selling, but they may be afraid of how much it would cost, or the process involved. You can get real estate leads by making the process seem open and simple.

Get Googly With It

person using black laptop computer

Google remains the best place for paid advertising. AdWords is your friend. You can generate a lot of real estate listing leads just by paying for advertising. And when you first start developing your website and social media accounts, Google is the perfect way to get yourself a fast boost of traffic. 

Go Facebook Fishing

Connect with your friends on messenger. Post inspirational stories on your Facebook page. And use that Instagram profile (which is now linked to Facebook). You can get an extraordinary number of free real estate leads just by using Facebook to its fullest extent.

Did you know that you can target ads on Facebook directly to people who make over $200,000 in your zip code? You can. You can find people who are at the right, prime homebuying age — and who have the money to do it. You can even target people who have just had children and consequently might need a bit of an upgrade.

Retool your Retargeting

selective focus photography of an arrow

If you’re already running ads, it may be time to retarget. Re-target your ads and make sure they’re all converting at a high percentage. Don’t forget the basics of split testing or A/B testing. Run multiple types of ads at different demographics to see which ads are the most effective for you. Over time, you’ll be able to key right into the most effective audience.

Persistence Pays

Continue to follow up with all your past leads. You never know. Someone might be intending to buy a house one year but have to delay it until the next. The first person who contacts them at the right time is likely to get their business. It often takes six or seven engagements to convert someone in the real estate industry.

Above all, it’s important to remember that real estate is a long game. Someone you meet today could become a lead tomorrow or could become a lead in three or four years. They may buy a house from you or they may refer you to their children!

Over time, your networking, connection, and leads are going to compound. Eventually, you’ll find yourself with more work than you can even handle. Then the question won’t be how to find leads — it will be what to do with all of them.

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