“Nab That Listing” has become the unrelenting battlecry of real estate agents nationwide as they embark on the daily hunt. Armed with charming smiles, business card stacks, and fierce determination, they pound the pavement chasing their coveted prize – the exclusive listing agreement allowing them to sell residential gold.
But how exactly does an agent transform into a successful listing artisan? How does a real estate agent get listings? Real estate agents use several strategies to get listings, all of which can be summarized into one phrase: proper advertising.
How agents position themselves within the market determines not just how they get their listings but the number and quality of listings they get.
In this article, I’m pulling back the velvet curtain to reveal their top secrets to filling signed listing agreements faster than you can say mutton chops. With these inside tips, you can master the subtle art and science of getting sellers to pick you. Let the listing games begin!
Strategy 1: Build and Maintain a Strong Network
In 1848, gold discovery rocked California and helped transform it into the bustling state we know today. But if a real estate agent has struck gold, it has nothing to do with precious metals or fossil fuels. It means they have finally managed to build and maintain a strong and robust network.
The best and greatest sword a real estate agent can wield throughout their career is the ability to network and connect with clients at their point of need when they are ready to buy or sell.
But if you are to know when these seasons come, you will need a small army to keep you updated. This is what has earned a referral program, the title of the best listing procurement strategy in my books.
To begin building a strong network, there are a few starting steps:
Look Close
Start by leveraging your sphere of influence, which includes family, friends, and acquaintances. These people already know you well and can provide valuable referrals or leads to potential clients or opportunities.
Reaching out to your contacts doesn’t have to be intimidating or awkward. It’s all about how you frame the conversation. Here’s one way:
Hey [Name]! I hope you’re staying sane in this bonkers world. As I build my real estate business, I wanted to pick your brain. Do you know anyone offloading their beloved abodes to upgrade or downsize these days?
I’m on a quest to boost my client roster and would be honored to guide your peers toward profitable sales.
Remember not just to ask but also to offer something back. Reciprocity fosters stronger relationships.
But unless you hail from a long list of agents, you cannot give your referrers anything monetary as a token of gratitude. I unpacked this in an article answering who real estate agents can pay a referral fee to.
However, expressing monetary gratitude is acceptable if you are getting referrals from fellow agents.
Excellent Service is Key
The second best way to build a network is to provide genuine value. You can achieve this through exceptional service. This is what sets successful businesses apart from the rest.
When clients see that they’re valued and their needs are met with professionalism, they’re more likely to return for future transactions or, better yet, refer others as well.
Maintain Contact
Keep relations going long after transactions are completed. Following up with clients is another critical step many professionals overlook.
A simple email thanking them for their business or checking in on how things are going post-service can go a long way toward building lasting professional relationships.
Strategy 2: Use Online Marketing to Generate and Capture Leads
Online marketing, when done right, can be a powerful tool for generating and capturing leads. Let’s take Facebook and Google ads as an example. These platforms allow you to target specific demographics, say, homeowners who might be interested in selling their homes.
This is achieved by creating personalized campaigns based on user behavior, interests, and location, among other factors.
Creating compelling and engaging ads is crucial in this process. An ad should not only capture attention but also spark interest enough for the viewer to click through to your website or landing page.
A few tips include using compelling headlines that speak directly to the homeowner’s needs or concerns, high-quality images of happy clients or successful home sales you’ve facilitated, and clear CTAs that tell users exactly what they need to do next.
Once potential leads are on your site or landing page, it’s important not just to let them browse around aimlessly. You want them hooked!
Achieve this by offering lead magnets like e-books, guides, or newsletters that provide valuable information about their situation (like “How To Get The Best Price When Selling Your Home”).
By providing these resources in exchange for contact information such as email addresses, you’re adding value and building a database of potential customers with whom you can continue the conversation long after their initial visit.
Strategy 3: Become an Expert and Authority in Your Niche or Area
Choosing a niche or area that aligns with your skills, experience, and personality is the first step towards becoming an expert and authority in your field. This choice should be guided by careful introspection and analysis of where you can provide the most value based on your unique strengths.
For instance, if you’re a real estate agent with extensive knowledge about high-end properties and a flair for upscale living, focusing on luxury homes could be an ideal fit. You can learn what it takes to be a luxury real estate agent right here.
Alternatively, if you have great patience and enjoy educating others, catering to first-time buyers might suit you best.
The benefits of such specialization are manifold. By concentrating on specific niches like luxury homes, first-time buyers, or even particular neighborhoods, you can tailor your services more precisely to meet client needs. It also allows for focused marketing efforts, which often yield better results than broad-brush strategies.
Create Quality Content
Establishing yourself as an expert in your chosen niche involves consistent effort over time. One effective way is through creating content relevant to this audience. Blogs, videos, or podcasts discussing related topics can showcase your expertise and help build trust with potential clients.
Hosting events centered around issues pertinent to your niche provides another platform for demonstrating competence while engaging directly with prospects.
Join a Real Estate Association
Joining professional associations related to your specialty area further underscores credibility. It shows dedication beyond individual practice and offers networking opportunities that may lead to collaborations or referrals down the line.
Thus, through strategic selection of a suitable niche combined with ongoing initiatives aimed at building expertise within it, one can establish themselves as an authoritative figure in their respective field.
Strategy 4: Door Knock and Cold Call With a Twist
As the search for listings continues, traditional methods like door-knocking and cold calling can still bear fruit, particularly in a low-inventory market.
However, to make these strategies effective requires more than just showing up at someone’s doorstep or dialing their number. It’s all about how you approach homeowners and provide value that sets you apart from the competition.
When knocking on doors or making calls, it’s essential to have a clear purpose and offer something of tangible worth. This could be an informative market report or even an engaging listing presentation.
For instance: “Hello! I’m calling to share some recent data about property values in your neighborhood.” Or perhaps: “I’ve been analyzing local real estate trends and thought you might find this market report useful.”
But here comes the twist: adding an extra layer of uniqueness to your approach can significantly boost its effectiveness. Inject humor into your conversations where appropriate; laughter is a universal language that can help establish rapport quickly.
Testimonials also work wonders. Sharing success stories from satisfied clients not only builds credibility but also instills confidence among potential clients regarding what they stand to gain by working with you.
However, call and knock with caution. Be careful not to irritate potential clients through excessive persistence or unwanted intrusions. Respect for personal space is paramount in any interaction.
Every homeowner’s situation is unique and should be approached with sensitivity and understanding. Coupling creativity with genuine value offering, door-knocking, and cold-calling can prove fruitful in securing new listings.
Strategy 5: Partner With Local Developers and Businesses
Building effective partnerships with local developers and businesses is a strategic move that can open up numerous listing opportunities. The first step towards this involves identifying potential partners who share your business goals and values and then reaching out to them with a proposition that benefits both parties.
For example, you might partner with a developer working on new construction projects. They need to sell or rent their properties quickly while you are in the market for fresh listings. By providing them access to your network of prospective buyers or renters, you streamline their sales process while simultaneously expanding your own portfolio.
Similarly, local businesses could be valuable allies. A company planning to relocate its offices might require assistance finding suitable commercial spaces. Here’s where your expertise comes in handy. Or perhaps there’s an established firm frequently sought after by newcomers to the area; they could refer clients looking for residential properties directly to you.
However, creating these relationships is only half the battle. Maintaining them requires continuous work and communication. Regularly update your partners about relevant market trends or any changes that might affect them. This helps keep everyone informed and reinforces your value as an expert resource.
Keep channels of feedback open. Letting partners voice concerns or suggestions fosters mutual respect and paves the way for successful collaborations.
It’s about nurturing mutually beneficial relationships built on trust, collaboration, and shared success.
Cultivating Listings Is an Art
In the fast-paced world of real estate, getting listings is a game-changer. It’s not just about putting up ads or making cold calls; it involves strategic networking, providing excellent service, and becoming an authority in your niche.
Next Steps:
Ready to get started? Try these steps:
1. Identify: Find five individuals within your sphere of influence who could potentially provide referrals or leads.
2. Create a simple ad campaign: When you create an ad campaign, ensure you are targeting homeowners on Facebook or Google using compelling headlines, high-quality images, clear CTAs, and lead magnets.
3. Decide on a niche: Based on where you believe you can offer the most value, then start creating relevant blog posts or videos showcasing your expertise in this area.
4. Plan door-knocking/cold calling: Consider what tangible information you can share that would benefit homeowners.
5. Partner up: Research local developers/businesses who might benefit from partnering with you.
I’d love to hear more about how these strategies work for you! Share any successes (or challenges) in the comments below so we can learn together.
