51 51 Ideas To Get Listings
Inventory is tight, but low inventory doesn’t mean no inventory if you know where to look. But listings aren’t going fall in your lap. You have to go out and get them before your competitors do! Block time every day on your calendar for prospecting and try these ideas. You may be surprised what you uncover!
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Touch base with everyone on your sphere of influence list (calls, notes, popby’s, face-to-face). Provide relevant content about the market.
Circle prospect on all current listings and Just Solds, even if they aren’t yours. When there is one listing in the area, there is a good chance more will follow.
Offer your past clients or sphere an “annual update”(PTA - Price TrendAnalysis) on their property. Send at least one a day. Follow up with text, email or phone to schedule a review.
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Send a PEAR – Professional Equity Assessment Report and call all past clients and your sphere.
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Sign clients up for ProPower Follow-up Program available from The Personal Marketing Company. Stay in touch with clients over 5 years. 21 total touches for just $5 per year.
Leverage qualified buyers to attract sellers (“I have qualified buyers looking in your neighborhood”). Send a hand addressed, hand stamped letter to potential clients.
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Call into neighborhoods where you or another agent in your office have an active legitimate buyer.
Create your ‘Top 50′ list of the people in your network who have the greatest potential to bring in one piece of business and meet them face to face every quarter.
Challenge yourself to hand out 5 business cards with your personality bar every single day. That’s how Jim Weichert did it. It still works today!
Host an Open House (even if the home is under-contract) and do some circle prospecting with the neighbors prior to the event. Plus, you might meet a potential Seller at the open house half of all buyers have a house to sell!
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Work FSBO’s and Expired’s. Consider working expired listings that aren’t “recently” expired (off the market 6 months or more).
Call Sellers you had previously listed (withdrawn or expired) and see if they would want to re-list.
Send a letter to out-of-town landlord owners who mightbe tired of managing their rentals or wanting to sell.
Create email campaigns to your sphere for holidays, birthdays & anniversaries to stay top of mind. Set reminders in myWeichert and use it to track and notify you when to give them a call.
Farm a neighborhood. You must be consistent in your efforts.
Get a “Do Call” list from a Cole Realty Resource (or similar provider) and make phone calls using the Weichert Just Dial it Guide.
Direct Mail Idea #1! Send “I have a buyer looking in your area” that targets a particular neighborhood. (Make sure you really do have a client looking in the areaor it could feel like “bait and switch”).
Direct Mail Idea #2! Use the AutoMail campaign in Weichert iMail. Select one of the “Boost Your Home Value” series and set up automated mailings for the next 12 months. The cards give tips on ways sellers can boost the value of their home and have several calls to action to drive them to a local market snapshot. You can even change the card to point people to your website. Upload your current database and/or create a new geographic area to mail to.
Direct Mail Idea #3! Use Leadlink to send “Just Listed Cards” for all your listings. Follow up with all leads and calls to those who received them
Go door knocking! You may not “like it”, but you’ll probably meet some actual Sellers! Walk the neighborhood to do courtesy visits around just listed/just sold and open houses, even if they aren’t yours. Ask them if they’ve considered selling. Use one of our many doorhangers available to leave your card for those not at home.
Door Knocking Idea #2. Walk a neighborhood and leave hand-written sticky notes on doors – “please call me about your home” with your business card.
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Use BombBomb (in myWeichert) to send an email video campaign. Discuss the amount of appreciation in your local market. Explain what it could mean to a potential seller’s property value.
Send out a market update newsletter to your own neighborhood or one that you’d like to have listingsin!
Post real estate content or tips to LinkedIn. There’s less competition for content and LinkedIn will recommend relevant connections.
Use Instagram and FB story polls to engage potential clients, i.e. “Are you living in your dream home?”, “What is a must have in your next home?”, “Have you thought of selling your home in 202X?”; send personal DMs to those that answer.
25 Pay attention to, and interact with, people on social media who are experiencing “change” in their lives. Post valuable content about real estate online.
Join FB groups for the towns in your service area. Comment and engage with posts. Offer neighborhood advice, contractor recommendations, and note real estate trends in the area.
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SOI Seller Squeeze Text/Email – Send a text/email to your database that you sold a home to stating that the market is hot and you thought they might be interested in seeing their updated home value. Include a link to the a seller squeeze for the area where they own their home. Your contact clicks on the link to see the valuation and you are notified so that you can an follow up and start a conversation.
Seller Squeeze Pages – Create seller squeeze pages for different areas for your market and post to your social media channels, do this weekly and select different areas and price points to increase traffic. 29
Mass text/emails – Just reach out using the mass email/text functionality in myWeichert. Make sure your database is properly organized by using the hashtag functionality. Label your contacts based on the information that you would like to share with them. This will allow you to easily filter for those contacts so you can reach out with an appropriate message.
Landing Pages – Create a landing page around increasing the value of your home/tips for sellers/free home valuation. Post the landing page to your social sites. Also, distribute to your database via email or text, so you can gauge interest in your current contacts that might be thinking of selling.
Open HouseApp – Use it for every open house. It makes it easy to capture your guests’ information and feed it directly into your myWeichert CRM, so they can be attached to an open house campaign.Aside from the open house campaign, you can reach out to see if they have a home to sell. Many of your visitors will.
Coordinate a neighborhood event — garage sale, spring clean up, safety night or Easter egg hunt. Getting to know people and mingle with them is a great way to meet potential Sellers!
Email market statistics to farm, sphere and follow up with phone call (Relay market activity, share statistics, value their home, complete equity reports).
Network through neighborhood and community organizations – get exposure. 35
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Be visible. Wear your name tag or Weichert gear with your brokerage logo. Don’t Doordash, Uber Eats or shop online. Go out to local stores where people are!
37 When you list a property, market to a “move-up” neighborhood as well as the current neighborhood with aJust Listed postcard. Direct mail works!
Work with local company HR departments to be their company “Professional Realtor” for when employees are moving in and out of community. Hospitals are great candidates. Take prospects on tours of the city, find special lenders for docs, sponsor the local MedicalAssociation. 38
Write a blog about the shortage oflistings and why it’s a good time to sell. Post to your myWeichert website. 39
Be an expert in the market. Understand the statistics (daily) and preview as many properties as you can to know what’s happening in the marketplace.
Host an event or class for people in the community or your sphere of influence, “Secrets of Selling Your Home” is one idea. Weichert has a basic Seller Seminar presentation deck available on Weichert U that you can build off of.
Work foreclosure and distressed properties to see ifyou could help those owners!
Call attorneys, CPA’s, investment advisors andinsurance agents to see if you can assist with their client’s listings.
Introduce yourself and make connections with assisted living or nursing home directors. They could be a good referral source of listings for you!
Contact vendors (plumbers, roofers, electricians, etc.) tosee if they know of anyone thinking of selling who might be preparing their home for sale. 45
Attend a community event or get involved in a local committeeto meet potential homeowners! Go armed with some type of leave behind flyer or promo item.
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Present a market update at a networking event orservice club and highlight the drastic inventory shortage. Go armed with some type of leave behind.
Contact non-owner occupied’s to see if they might wantto do a 1031 Tax Deferred Exchange.
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Look around the area for people making significant improvements totheir home. They may be getting ready to sell!
Go to garage sales. People cleaning out and consolidating may be preparing to sell their home.
REMEMBER: Everyone you meet who owns a home is a potential Seller. Even if they don’t think they want to sell “right now”.
If you join your local chamber of commerce, you can get your name and business listed in newsletters and websites, get referrals and make valuable connections to those who are well established in your area.