In the dynamic real estate industry, securing listings is a critical element of long-term success for agents and brokerages. Beyond a mere transaction side, listings represent success, signal expertise, and demonstrate credibility and relevance. This article explores best practices of acquiring listings and maintaining a consistent pipeline, which can pave the path to sustained growth and prominence in a competitive market.
How to get real estate listings: 8 tips
From leveraging digital marketing prowess to mastering the art of networking, these essential strategies can bolster your listing inventory and elevate your professional standing in the market.
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1. Tap into your existing network
Reaching out to the people you already know is the smartest way to find potential clients and secure more listings. No matter where you are in your career, your network—or sphere of influence—is your most valuable asset.
Leveraging your sphere also happens to be one of the most cost-effective real estate lead generation tactics in your arsenal. The key is to make sure everyone you know considers you the go-to real estate expert. Here’s how:
- Make regular touchpoints with your network; don’t be afraid to ask directly if they have any real estate needs or know anyone who does.
- Offer advice about the real estate industry through a regular newsletter.
- Maintain relationships with current and former clients—invite them to events and congratulate them on anniversaries and milestones.
- Keep notes on your contacts in your CRM. When it’s time to make your regular call or send a check-in text or email, you’ll remember their kids’ names and their favorite sports teams.
2. Expand your sphere of influence
To expand your professional network and forge valuable connections, consistently attend local industry and community events. This not only establishes your presence in the community but also cultivates relationships that could yield future real estate listings.
Continue to nurture relationships with various local professionals, including real estate developers, attorneys, lenders, and interior designers, as these connections not only provide valuable resources for clients but also increase the likelihood of receiving referrals.
Finally, foster alliances with fellow agents, thereby gaining insights and potential partnerships that may bolster your listing inventory. Actively seek out opportunities through in-person networking, email conversations, or social media messaging.
3. Try Luxury Presence Leads Pro
Busy agents need every tool available to generate and convert new listing leads. In addition to the strategies in this article, we offer proprietary lead generation tools in our Leads Pro package.
Leads Pro uses precise targeting to get ads in front of your ideal clients and then drive traffic back to landing pages that capture lead information. We take it a step further by fleshing out a lead’s profile with our Lead Intelligence tool, adding details such as social media accounts, family information, previous employment, and more.
When a lead engages with an agent’s site, asking for more information, our AI Lead Nurture kicks into gear no matter what time of day it is, engaging the lead with astounding human-like intonation and skill. Once the leads are warm, they’re handed off to the agent.
And agents are seeing serious success using the Leads Pro package. Taylor Lucyk, for example, used targeted ads and AI Lead Nurture over a three-month period, resulting in a $1.5 million dollar listing, as well as 40 warm leads.
4. Cold call the right people
A foundational tactic of proactive prospecting in real estate, cold calling involves reaching out to potential clients or leads without any prior contact. Though some shy away from this direct approach, cold calling remains a vital component of a real estate agent’s toolkit that can rapidly expand one’s client base and listing roster.
Most often, the object of a cold call is to get an in-person meeting. Invite leads or those you want to network with to coffee, lunch, open houses, or other events to lay the foundation of a professional relationship.
When using this tactic to get more listings, be sure to target for sale by owner (FSBO), expired, and canceled listings. Check out our list of cold calling scripts to get started.
5. Leverage your current listings
Your current real estate listings are powerful examples of your capabilities, demonstrating your expertise in marketing, negotiation, and property presentation.
To get the most out of your current listings, post glossy photos of your listing on social media, write a post on current market trends and how they affected your recent sale, host open houses or housewarming parties for new owners, ask for and publish client referrals, send postcards that highlight recent listings and sales (with a powerful call to action), and cold call prospects in that listing’s neighborhood.
6. Stay active on social media
Smart social media marketing strategies help you connect with your target market, demonstrate your expertise, and secure new real estate listings. Try out these post ideas:
- Highlight neighborhood favorites, and give insider tips and secrets. These establish you as a local expert and provide value, especially for people considering moving to the area.
- Use high-quality photos and videos to post your current listings, showing off your marketing skills and branding.
- Share industry and market news, establishing your industry knowledge and authority.
- Answer frequently asked questions and host Q&A or ask-me-anything (AMA) sessions.
- Share client testimonials and company milestones.
- Foster relationships and build trust by replying to questions and comments on your posts and liking and commenting on others’ posts.
Making the most out of your social media takes time and careful strategy. Consider hiring a team to boost growth, engagement, and credibility, all of which can lead to new real estate listings.
7. Run marketing and advertising campaigns
In the fiercely competitive realm of real estate, advertising and marketing campaigns are crucial to securing new listings. But simply buying ad space won’t cut it anymore. In today’s digital age, where potential buyers and sellers are inundated with options, the ability to craft compelling campaigns is essential. Effective marketing strategies amplify an agent’s reach and showcase their unique value proposition, solidifying their position as industry leaders.
You can target your ideal audience with strategic social and paid search ads, generating more leads. You can also easily measure and track the success of these ads, constantly making adjustments to find what works.
As you gather contact information and leads, nurture those relationships through email marketing campaigns. Postcards and other formats of real estate mailers are also excellent ways to spread awareness, eventually leading to new listings.
8. Apply real estate farming tactics
Real estate farming refers to establishing a strong brand reputation within a specific geographic location. To get more real estate listings, become the go-to expert in your area. For successful real estate farming, follow these tips:
- Become an expert in the area you want to farm. Knowing the market gives you great insight into how to get real estate listings in that neighborhood.
- Regularly send valuable information to residents of your farm, from mailers to emails. Provide information that is of value to people in the community, including recent home sales, free home valuation offers, market intel, and local event calendars.
- Attend community events and demonstrate that you are invested in the community.
- Partner with local businesses and offer sponsorship opportunities.
- Knock on some doors to introduce yourself to the area and offer your real estate services.
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Schedule a complimentary strategy call and demo today to discover how our innovative strategies can propel you to the forefront of the market, attracting more clients and securing coveted listings like never before.
