9 Easy Ways To Land More Listings

Now, more than ever, listings are the goal of most agents.

Author

Real Werkz
August 12, 2024

Table of Contents

Now, more than ever, listings are the name of the game.

Today, you will learn several listing lead generation strategies that will certainly help you grow your business by finding and creating more listing opportunities.

#1 Geographical Farming

Having an area where you're known as the expert is the best way for you to consistently generate listing opportunities.

This involves direct mail, cold calling, community involvement, hosting open houses, etc. in your geographical farm.

Become the expert and be omnipresent so that when someone within your geographical circles needs to sell a house, they think of you.

#2 Call Airbnb Owners

Why Airbnb owners?

When we went through the pandemic back in 2020, people flocked to getting into Airbnb investing.

It sounded like a great idea at the time for many investors, but when the reality of managing their own rentals sank in, it wasn't nearly as fun as they thought it would be.

Fast forward to today, many are looking for a way to exit their properties.

Reaching out to Airbnb owners is pretty straightforward. Some hosts post their information in their listings, or you can skip trace the property address to find the owner.

Calling these folks and just simply saying, “Hey, I saw that you own the place over on [XYZ Street] that you use as Airbnb rental. Just curious how that's going for you?”

Just let them talk, hear what they have to say. Get to know them

Questions you can use at some point in the conversation might be, “Is this something that you still enjoy?” or, “Are you considering buying another place? or, “Are you considering repositioning or just simply getting out of the business?”

Asking these questions gives you the ability to find a potential property owner who may be thinking about getting out of this business, or potentially thinking about buying an additional property, either way you can help them.

#3 Circle Prospecting Around Recent Sales

Statistics show us that roughly 15% of the time after a sale in a neighborhood, homeowners in that neighborhood consider selling their property at some point during the next 3 weeks.

That doesn’t mean they're necessarily going to sell right away, but they're at least considering that option after a recent sale in their neighborhood.

By being a resource that calls the neighbors, you can get your foot in the door before your competition.

Simply saying, “Hey, I don't know whether you saw the details or not, but your neighbor four doors down just recently sold their home. If you'd like the details, I’ll be glad to provide those for you”, can start to build rapport with the entire neighborhood.

At some point in the conversation, get this question in there:

“I would be the worst Realtor in the world if I didn’t at least ask if there is a price that you might consider selling your home?”

Sales activity in a neighborhood tends to breed more sales activity, so make sure you have yourself positioned to capitalize

#4 Start a Neighborhood Facebook Group

This is one of the most slept on opportunities that requires very little effort, but can yield very large rewards.

Simply set up a Facebook group and invite the homeowners in the neighborhood to be a part of the group.

The easiest growth hack from group growth is driving around the neighborhood and leaving a sticky note or flyer on the door. You will only have to do this once and word will start to spread.

It’s extremely important that you add value to the group. Don’t be salesy or overly aggressive. You want to come off as being genuine in why you setup the group, but use your imagination.

Quick Story: A friend of ours runs a marketing agency that teaches personal injury attorneys how to land more clients. The way they do this is by having the attorneys setup Facebook groups for motorcyclists.

Inevitably, people who ride motorcycles are going to be involved in an accident or know someone who has been hurt in a motorcycle accident at some point in their life.

Who do you think they are going to call or recommend when an accident occurs?

You guessed it! The attorney that hangs out in their private Facebook group that offers value, builds goodwill, and establishes rapport with the group.

Use this same concept in your real estate business. It’s very powerful.

#5 Expired Listings

This is not a new concept, but it is a method that is so tried and true that it’s worth revisiting.

After all, these are people who have raised their hand, saying they want to sell their home, but something has prevented them from making that happen with their previous Realtor.

You now have the opportunity to put a strategy together to get their home sold for them.

Word of Caution: Telling the homeowner to lower the price it NOT a real strategy. Anyone can do that. If that was an option, they would have already sold their home.

You need to provide new, outside-the-box solutions that are compelling enough for the homeowner to want to sign a new listing agreement with you.

You will have competition with this method, so find ways to make yourself standout. The best way to do that is with a strategy that no one else has presented to them.

#6 Strategic Social Media Posts

Let’s face it, asking friends and family to buy things from you is not the most comfortable thing to do if you’re a salesperson.

The good news with this method, you can leverage your personal connections without it seeming awkward. It’s a very small ask and most people are happy to help if they can.

This is not a method that you want to use daily, or else it loses its authenticity. Once that happens, people will start to develop blindness toward your messages and ignore them in the future.

You will want to use this method about once per month.

The strategy is simple. You will post on your social media (and/or send out text messages to contacts in your phone) saying:

“Hey friends, I could use a little help. I have a buyer that is looking to buy in [XYZ] area, 3 bed, 2 bath or larger house in [$xxx,xxx] price range. If you know of anyone that may consider selling, we might be able to have a win-win for them and my buyer, please reach out”

You don’t necessarily need to have buyers in the particular location you mention in your post for this to work. You will get opportunities from taking this action monthly and have a leg up on the competition when the time is right for the person to sell their home.

#7 Probate Listings

After someone passes away that owns a home, there will an executor of the estate that has the ability and responsibility to list the home for sale in order to liquidate assets.

In many cases, the executor will be looking for someone who can help establish an accurate value of their home and get it sold so they can distribute the assets to those who are entitled to them in the will and/or creditors.

Searching online database and county clerk office records are the best way to get lists of probates in your counties.

Direct mail, phone calls, SMS, and door knocking are the most effective ways to initially contact to begin having a conversation.

Tip: Do not mention in the conversation that you know there has been a death in the family

If you mention probate or a death, you will come off like an ‘ambulance chaser’ just looking to make a buck.

If a death in the family comes up in conversation, it needs to feel like a coincidence that you are contacting them about potentially selling a home.

#8 Divorce Clients

Statistically, over 50% of people that get divorced have to sell real estate during the process, so getting in front of this audience can be a win for you and a win for your client.

Building relationships with divorce attorneys provides a great way to receive a steady flow of referral clients once good report and trust is established with them.

If you can build a relationship by providing value to them, you are much more likely to receive referral business in the future.

Also, divorce filings are public record, so pulling these records from your local jurisdictions and forming an outreach strategy to the homeowners can also yield great results.

Over time, you can collect reviews from divorce clients and parlay your past experience into landing new divorce clients in the future.

#9 Absentee Owners

People who own real estate that they do not live in are called absentee owners.

These people are easy to identify since their mailing address on public records does not match the property address.

You can pull these records quickly from places like Remine, PropStream, BatchLeads, PropWire, and others.

Focusing on properties that have not been sold within the past 10 years typically yield better results, as there is likely a good amount of equity in the property, giving you more wiggle room during price negotiations.

By reaching out to these folks, you have the ability to be their local resource, not if, but when they decide to sell their property.

Roll Up Your Sleeves and Try Some of These!

With the changes in the real estate landscape in 2024, just being a buyers agent may become more challenging.

Equipping yourself with low-cost, simple strategies to land more listing opportunities could be a game changer for your real estate business.