19 Ways To Get More Real Estate Listings

As a real estate agent, you have probably heard the phrase “List to Last.” Getting listings and working with sellers is a real estate agent’s bread and butter. Why? While helping buyers find their dream homes can be rewarding, it can eat up a pretty big chunk of your time.

You see, most agents who primarily work with buyers are constantly bogged down by the amount of time that they are spending prospecting for new leads, filtering those leads, driving buyers around, showing homes, and putting in offers.

Although these are all income generating activities, they are also tasks that are extremely time consuming and low-leverage (meaning you can only do them by yourself and one at a time). An agent only has so much time throughout their day to drive buyers around and show houses, so by being a buyers agent, you are limiting your income and scalability because you can only work with so many clients at a time.

Of course, when working off a commission-based model, the more clients and transactions you can balance the higher your annual earnings will be.

Listing agents also have more control over their business. As a buyer’s agent, you must be able to match your work schedule up with your buyer’s for showings and open houses. As a seller’s agent, you get to better control when you work and what you work on. Instead of going on showings, you set up systems for buyer’s agents to schedule showings, instead of writing and submitting offers, you set up systems to take and review offers.

Because of this, many agents (seasoned and new) opt to work with sellers. But how can you attract sellers and load your pipeline with new listing opportunities?

In this article, we’ll cover the ways to get more real listings and build a consistent pipeline of seller clients. Here are 19 ways to get more real estate listings.

Digital Strategies

Online and Social Media Marketing

If you’re looking to get more real estate listings, organic social media marketing is the way to go.

By creating and sharing engaging content on social media channels, you can reach a larger audience of potential sellers. And since you’re not paying for ads, you can save money while still getting your name out there.

Plus, organic social media marketing allows you to build relationships with your audience, which can lead to repeat business down the line.

YouTube Video Marketing

YouTube is a powerful tool that real estate agents can use to reach a larger audience and attract more listings. By creating engaging, educational, and informative videos that educate homeowners on how they can sell their home, agents can reach potential sellers who might or might not be actively looking for an agent. In addition, video marketing can be used to create a connection with potential clients and build trust. By sharing your knowledge and expertise through videos, you can demonstrate that you are an expert in your field, which will make potential clients more likely to list their property with you.

In a competitive market, YouTube video marketing can give you the edge you need to attract more listings and seller clients.

SEO Marketing

Search engine optimization (SEO) is another effective way to get more real estate listings. By optimizing your website and content for the search engines, you can increase your visibility in the search results which will lead to more traffic to your website.

In addition, SEO can help you rank for key phrases that potential sellers are searching for such as “list my house for sale” or “sell my house fast.” By ranking for these key phrases, you can position yourself as a valuable resource for potential sellers and increase the chances that they will contact you to list their property

While SEO takes some time to implement, it’s a long-term strategy that can provide valuable results year over year.

Out-of-the-Box Strategies

Host Property Tours

One way real estate agents can get more listings is by actually working with and connecting with buyer clients looking for specific properties.

Most of the time when a buyer is looking to purchase a new construction, high-end, or gated community property they are looking to upgrade from their current home. It’s safe to assume that most higher-end real estate buyers are not first time buyers.

By offering property tours in model homes, new neighborhoods, and new developments, agents can actually connect with potential buyers of new homes who will want to sell their current home to finance the new purchase. The agent can offer their services as a listing agent while referring them to another agent either on their team or a partner for the buying process.

Referral Systems

There are a number of ways to get listings, but one of the best is through referrals from other businesses.

Divorce attorneys and estate managers are a great source of referrals because they often deal with clients who need to sell their property quickly. These clients are usually motivated to sell and less likely to be price sensitive. As a result, they can be an excellent source of business for real estate agents.

If you’re looking for more listings consider reaching out to local businesses that deal with motivated sellers.

Agent-to-Agent Referrals

Another great way to get more real estate listings and seller clients is through agent-to-agent referrals. By connecting with other agents outside of your market area and letting them know what you’re looking for, you’ll be able to tap into their network of potential sellers.

So if you’re looking to expand your real estate business, start talking to other agents in different cities and states (especially the ones who like to work with out-of-state buyers) and ask for referrals.

Seller Demographics to Target

Target Expired Listings

A real estate listing that has expired is still a potential lead for an agent. Just because a property didn’t sell doesn’t mean that the owner isn’t still interested in selling. If fact, an expired listing is a great opportunity for an agent to get a new listing

Pro Tip: Go back to the MLS and find old expired listings that other agents missed.

This is one of the least-contested niches you’ll come across. While many agents will chase new expired leads right, left, and center, old expired listings are a much less prospected group of sellers. Very few agents are interested in them.

Start looking for homes that were listed 3 to 6 months ago and go as far back as 2 or 3 years to find old expired listings. The seller might be getting ready to get back on the market and finally sell their home with your expertise.

Next, reach out to the owners of expired listings and let them know that you’re interested in selling the property.

Be sure to emphasize your experience and success in helping sell similar properties. You will want to make sure that you can offer sellers something that their previous agent couldn’t.

Finally, offer to provide a market analysis or some form of free value or service to show them your confidence, eagerness to help, and the specifics of how you can help them.

Target FSBOs

One of the best ways to get listings is to target homeowners who are trying to sell their property without the help of a realtor. These “for sale by owner” (FSBO) sellers are usually motivated to sell quickly.

This isn’t always “instant gratification,” but if you reach out to an FSBO that’s been on the market for 2+ months they may be more receptive to what you have to say.

With FSBOs, you may have to stay in contact for a few months, but if you don’t give up on them and keep offering valuable information and tips, you will be the agent when they decide to list on the MLS.

Ctto: hsh.com

Contact People Who Recently Inherited a Home

67% of inherited homes have the mortgage paid off. The people who have inherited the property are often eager to sell. They do not want to pay property taxes on a home they don’t live in. So when you come around offering to help, the odds are good they’ll be open to listing with you.

The best way to find inherited home listings is through probate court records, which are most likely on your county courthouse website. You can usually find the information with a simple Google search, like “Bluffton, South Carolina, probate cases.” 

Inherited homes can take a bit more effort. It will take time to find inherited homes. However, more time could mean less competition for you. Most agents want quick listings so they won’t take time to search for these listings.

Look into Property Taxes

Check your local county clerk’s website to research homes that are behind in paying their property taxes. These houses can give you an enormous opportunity. Did you know that over 23% of homes that are sold in any given year have some type of back taxes to pay?

The fact that these many sellers are behind on property taxes is a critical determining factor in finding motivated sellers. You can prospect for these buyers in several ways. Launch a niche SEO campaign for keywords related to property taxes and selling your home. You can also send mail to individuals you find on the clerk’s website. You can create a series of mailers to send to people who are behind on their taxes.

Sell Your Services

If you ask the average real estate agent what’s more important, buyers or sellers, they’ll typically say sellers. But when you look at their websites the first thing highlighted is a home search. Stop sending the wrong signal, start selling your services. Every real estate website should have a page that sells its services to potential home sellers. Selling a home is a daunting process for sellers, so give prospective clients the peace of mind that you have a tried and true plan to list, market, and sell their home.

Partner Locally

Small local banks, builders, mortgage providers, plumbers, electricians, mortgage counselors, dentists, etc, etc, etc, are all looking for business just like you. And most of them wouldn’t mind a real estate agent giving them referrals. Why not find a business in each major category to be your recommended provider?

Now, this won’t help if you just spend one hour one time talking with that person. Be sure to put them into your CRM and follow up with them every month. Maybe even have coffee with them. Figure out concrete ways for the two of you to work together.

Pro Tip: One of the best ways to get more listings is to work with builders and developers. Builders and developers are often looking for agents who can help them market and sell their properties making this an excellent source of seller clients.

Work with Flippers and Investors

Flippers and investors make their money by purchasing run-down homes and renovating them to sell at a higher price. If you can become the go-to listing agent for a flipper or flipping company in your area, you are likely to get a lot of business from them as they are constantly looking to dispose of their deals quickly for a return of their investment.

Picture from: goerie.com

Market to Senior Homeowners

According to the National Association of Realtors, people aged 55 and older made up 26 percent of recent homebuyers. This age group is also increasingly interested in selling their homes. In a recent survey, 42 percent of seniors said they plan to sell their homes in the next five years.

There are a few key things to keep in mind when marketing seniors. First, many seniors are downsizing as they enter retirement, so they’ll be looking to move into retirement homes or senior living communities. Second, seniors often have different priorities than other sellers, they may be more interested in things like a quick and easy closing process and getting the equity out of their homes quickly so they can finance their retirement lifestyle.

Source: zillow.com

Look into Helping Community Banks Sell Their REOs

Another overlooked niche is the REOs (Real Estate Owned). Try to get some REO listings from banks and asset management companies. An REO is a property owned by mortgage lenders after owners have defaulted on their loans and the lender couldn’t sell the house at a foreclosure auction.

There are several ways to find bank-owned properties:

  • MLS – Most lenders list their REO properties on a Multiple Listing Service (MLS) so you can easily find listings in your area.
  • Bank Websites – Some banks have a dedicated department that sells REOs, and sections of their website are dedicated to their listings.
  • Zillow Lists Foreclosure Listings for Free – You can find foreclosure properties by using search filters of Zillow’s search and maps page.

Target Yard Sales and Garage Sales

If you see ads for “Garage Sale,” “Moving Sale,” or Mega Yard Sale,” stop by those homes and offer a complimentary home valuation.

By taking the time to chat with people at yard sales, you can get a sense of their circumstances and whether they might be interested in selling.

Photo credit: corefact.com

Send “Just Sold” Postcards

Send “Just Sold” postcards to 200 to 500 nearby homes. Include time on the market and how close it sold to the asking price. We recommend doing this when you have a true success story. For example, “1313 Mockingbird Lane sold in the first weekend for $22,000 over the asking price!” Something like that is going to garner attention. Also, drive them to your website where they can get complimentary home valuation.

Door Knocking Before Your Open House

Pick 100 homes that surround your listing and knock on their doors to invite them to the open house (or just let them know you have a new listing coming up). It’s a great way to connect with others in the neighborhood. Be sure to share your home flyer with them and keep the focus on your current listing, but as you walk away, turn back and ask them if they are planning to sell in the future.

Start with Your Sphere of Influence  

One of the most effective ways to get listings is just to start with your sphere of influence and the people you already know and have a relationship with.

Your sphere of influence is made up of your current and past clients as well as your family and friends. These are people who know, like, and trust you, and who are more likely to do business with you.

If you’re looking for more listings, reach out to your sphere of influence and let them know you’re looking for sellers. You may be surprised at how many people are willing to list their property with you, or know a neighbor or friend who is looking to sell.

Image from: blog.homesnap.com

Bonus – Leverage Your Current Listings

If you are an agent who already has some listings, one of the most effective ways to get more real estate listings is to leverage your current listings.

By leveraging your listings you can generate more seller clients. When you have a large portfolio of properties, potential sellers will see you as a more credible source and will be more likely to list their property with you. As a result, leveraging your current listings is an excellent way to get more listings.

Get More Listings!

These are just a few of the ways to get more real estate listings. By using these tips you can start generating more leads and listing appointments. So if you’re looking for ways to grow your business and get more listings, be sure to use these tips.

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