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How to Get Listings in Any Market (Without Breaking the Bank)

CEO Khai Intela
As a real estate agent, you know that listings are the key to success. They bring in leads and help you grow your business. But what do you do when you don't have any listings?...

As a real estate agent, you know that listings are the key to success. They bring in leads and help you grow your business. But what do you do when you don't have any listings? Fear not, because we've got you covered. With over 30 years of combined experience in real estate sales and marketing, we've compiled the best strategies to help you get listings in any market. And the best part? Many of these tips are completely free!

1. Schedule Regular Calls With Your Sphere

One of the easiest and most effective ways to get listings is by reaching out to your sphere of influence. These are the people who already know, like, and trust you, making them more likely to consider working with you. Simply call them up and have a friendly conversation about your shared interests and connections. And don't forget to mention that you're available to help if they know anyone interested in selling their home. It's that simple!

Regular Calls Caption: Regular calls to your sphere of influence can lead to valuable listings opportunities.

2. Run Facebook & Display Network Ads Targeting Homeowners

If you want to speed up the process of finding leads and potential listings, consider running targeted ads on Facebook and the Google Display Network. These platforms allow you to reach homeowners who might be interested in selling their homes. Experiment with different ad designs and offers, and don't forget to follow up with those who show interest. With some practice and optimization, you can generate high-quality leads at a price you're comfortable with.

3. Learn How to Find Hidden Listing Inventory

Finding hidden listing inventory can give you a competitive edge in a crowded market. Instead of relying on conventional methods, explore alternative sources to discover untapped opportunities. Consider targeting preforeclosures, probate listings, or rental properties. These often overlooked areas can provide you with valuable listings that others might have missed. By thinking outside the box, you can find hidden gems and help owners sell their properties.

4. Upgrade Your Follow-up Game

Consistency is key when it comes to generating real estate listings. Even if you have a bunch of leads, you need to stay in touch with them to stay top of mind. Automated follow-up systems can be a game changer, allowing you to nurture leads until they are ready to convert. Tools like Agent Legend can help you automate your follow-up process, while Homebot provides valuable monthly updates to keep your sphere engaged. Invest in your follow-up game, and you'll see the results in your listings.

5. Purchase Exclusive Seller Leads

Sometimes, it's worth outsourcing your lead generation strategy if you're short on time. Consider investing in exclusive seller leads from reputable providers. While it may require some upfront investment, just one successful closing can cover the cost and more. Services like Market Leader offer guaranteed leads on a monthly basis, allowing you to focus on converting those leads into listings.

6. Learn How to Prospect FSBOs (the Right Way)

For-sale-by-owner (FSBO) properties can be a goldmine for real estate agents. While many agents avoid them, smart agents know how to approach FSBOs effectively. Practice the right scripts and deliver them confidently. Leverage the fear of missing out (FOMO) by highlighting the advantages of working with an agent in your marketing materials. By mastering the art of prospecting FSBOs, you can tap into a market that others overlook.

7. Join a Team as a Junior Agent or Find a Mentor

Working under a successful listing agent or finding a mentor can be invaluable for your growth as an agent. You'll gain hyperlocal market knowledge and learn from someone with proven experience in generating listings. Don't underestimate the power of learning from those who have already achieved success. Consider joining a team or finding a mentor who can guide you and help you build your confidence in obtaining listings.

8. Knock on Doors in Neighborhoods Where You Want Listings

Door knocking may seem old-fashioned, but it can be a powerful way to connect with homeowners. It shows that you're confident and proactive in your approach. Learn the right language and techniques to make a lasting impression. By engaging with homeowners directly, you can establish trust and position yourself as the go-to agent in the neighborhood.

9. Pick Your Farm & Stick to It

Choosing a specific farming area and consistently providing valuable information is crucial for generating listings. Target a small neighborhood and communicate with residents regularly through print marketing and email newsletters. Get involved in community events to establish yourself as a trusted local expert. By becoming a familiar face in your chosen farm, you'll increase your chances of getting listings.

10. Focus on Your Mission, Vision & Values First

Before you even think about getting listings, take the time to define your mission, vision, and values. Understand what sets you apart and how you can offer unique value to sellers. By focusing on your strengths and aligning your business with your core beliefs, you'll attract the right sellers who resonate with your message. Building a solid foundation based on your mission, vision, and values is essential for long-term success.

11. Send Out 'Just Sold' Postcards

Don't underestimate the power of traditional marketing methods. Sending out 'just sold' postcards can be a highly effective way to stay top of mind with potential sellers. It not only showcases your recent success but also demonstrates to homeowners that you can get deals done. Target demographics like senior citizens with equity in their homes, as they are more likely to respond to this type of marketing.

12. Convert Open House Visitors

Open houses offer a unique opportunity to meet potential sellers in the neighborhood. While some agents consider them a waste of time, savvy agents know that nosy neighbors can be a great source of listings. Use open houses as a chance to connect with homeowners and discuss real estate. Remember, many buyers need to sell their current homes before they can purchase a new one, so house hunters can also be potential listing leads.

13. Use Our Listing Appointment Checklist & Scripts to Seal the Deal

Having a solid listing presentation is crucial for converting leads into actual listings. Make sure you know the property and neighborhood inside out, create a comprehensive marketing plan, and rehearse your presentation until you're confident and smooth. Anticipate common objections and have well-crafted responses at your fingertips. Shadow experienced agents to learn from their presentation skills. By delivering a persuasive listing appointment, you'll increase your chances of securing the listing.

In conclusion, getting listings in any market doesn't have to break the bank. By implementing these strategies and focusing on providing value to homeowners, you can effectively generate listings and grow your real estate business. Embrace creativity, leverage technology, and build meaningful connections with potential sellers. With persistence and the right approach, you'll be on your way to a successful career in real estate.