It is no secret that getting listings might be tougher than in the past. With record low inventory levels, there is more competition than ever. But it might just take some out-of-the-box thinking.
12 Ways to Get Listings without Cold Calling:
1. Reach Out to Friends and Family
2. Choose a Farm Area and Get Involved in the Neighborhood
3. Create a Live Facebook Monthly Neighborhood Update or Short Videos.
4. Send Out Unsolicited CMAs
5. Network
6. The Power of Business Cards
7. Reengage with Past Clients.
8. Find a Niche
9. Promote Yourself and Your Brand Through Social Media
10. Start a Podcast
11. Send or Deliver Unique Things
12. And, Lastly, Have a Plan
1. Reach Out to Friends and Family
Make sure your sphere of influence is reminded often that you want their business. Check out: What Does a Typical Day Look Like as a Real Estate Agent?
2. Choose a Farm Area and Get Involved in the Neighborhood
Targeting a specific area and working it to get leads, known as farming, can be a very successful strategy. Once you have chosen your farm area, do whatever you can to get involved, including hosting events or working with local schools. Maybe get a golf cart and a giant rabbit costume and visit families before Easter, or a red suit and beard for Christmas. Get creative.
You should also do as many open houses as you can in that neighborhood-- it is a great way to meet neighbors, while learning more about the homes and floorplans of the neighborhood. Learn about other Low-cost (and No-cost) Ways to Grow Your Real Estate Business.
3. Create a Facebook Monthly Neighborhood Update or Short Videos
This could be about a farmed neighborhood, the real estate market in the city, architecture, etc. You could cover important sales in the last 30 days or anything interesting in the area, such as a grocery planned for a few blocks down. Need additional information? Look to Redfin. Redfin provides research that you can pass on to your clients. Search Neighborhood Updates in Facebook for examples. You might enjoy: Turn Your Passion for Social Media into a Successful Real Estate Career.
4. Send Out Unsolicited CMAs
A comparative market analysis (CMA) is a report use to estimate the value of a specific property; it evaluates similar homes that have recently sold in the same area. You could send CMAs out to a farmed neighborhood, or one that you are wanting to farm. Maybe do a video where you could include pictures of the neighborhood and discuss the comps. Then be sure to follow up with those who showed interest! You might be interested in: Can I Start Real Estate for Just “Extra” Income?
5. Network
Networking has to be in a discussion of how to gain more listings. But have a plan—maybe how many people you plan to reach (such as a joining the Chamber that has 100 people per event), or how many events a month you want to add to your schedule. Find Networking groups in the area, join clubs, find where people are and join them.
6. The Power of Business Cards
Any successful businessperson in most any industry should have business cards with them at all times. But, how many times have you talked to someone and asked if they have a business card because you were interested in their company… Suddenly, they are patting down their pockets or rummaging through their purse right before they announce that they don’t have one with them. Don’t let that be you.
But, you don’t have to just give them out when asked or at a networking event. Give them out all the time. Consider making it a goal: I will give out ___ cards each day. Are you a big tipper at a restaurant, leave a card. Chatted with the cashier at a grocery? Leave a card. Do they look too young to be buying or selling real estate? Maybe their parents are getting ready to sell.
And, don’t make it difficult to get to, so they can say they don’t need one. Get it in their hand before they even know that they were getting one. Have them in an easy pocket, or maybe get one of those pockets on the outside of your phone. Don’t miss: Top New Agent Choices: Assistant v Team v Solo
7. Reengage with Past Clients
Great real estate businesses are created from referrals and repeat customers. And, even though 87% of consumers report that they would work with their real estate agent again, only 12-14% actually do. Why? Often, it is a lack of follow up from the Agent.
Has it been awhile since you talked to them? Well, that's a good place to start. Send a quick note that says “It’s been awhile!". You can then provide something of interest, like a zoning change down the street, or recent sales in the neighborhood. If possible, make sure you follow your clients on social media so you can know what they are up to. Then, it gives you information to start a conversation. If you don't follow your client on social, or they don't have social, you can send a similar email or text that's a bit more vague. You might like: How Much Do Real Estate Agents Make.
8. Find a Niche
Find a niche market that is large enough to be worth your time. Then start learning that niche as quickly as possible. If you niche is of an area, be there as often as you can to meet people, attending faith services, join the chamber, visit every open house, etc. Maybe the niche is historic homes in a neighborhood. Then learn what homeowners can and can’t do to historic homes, the history of the neighborhood, maybe the architects, etc. Perhaps your niche is horse property… Well, you get the idea. You might enjoy: The Future Job Security For Real Estate Agents
9. Promote Yourself and Your Brand Through Social Media
Research Facebook groups that involve interesting homes—some of these groups can become quite large. Create a social media account which includes each of your listings and post other interesting listings or homes. As your followers increases, so does your exposure.
It is important to note, with social media, the word to remember is CONSISTANCY. Be consistent with your message, be consistent with your branding and be consistent on your timing – post at a regular pace. Enjoy working with social media? Don’t miss other Ways to Make Money with a Real Estate License (Without Selling a Home)
10. Start a Podcast
Clients are looking for an agent who is an expert in their field. Consider starting a regular real estate podcast for the local market. Once again, besides discussing current housing trends, you can get a lot of information from Redfin. Be sure to check out: What Can You Do with a Real Estate License?
11. Send or Deliver Unique Things
A mailer is just going to get thrown away. If you’re serious about getting new listings, you should think about sending or delivering something out that’s a little more creative. When you purchase things in bulk, you might be surprised at how cheap they actually are. You could deliver pumpkins in the fall or poinsettias for the holidays. Another common item is a pen. Logo pens vary widely in price. If you can find one that is special enough to become someone’s favorite pen—then you really have something.
12. And, Lastly, Have a Plan
Building a strong marketing strategy takes time and planning. Disjointed actions, and less than timely activities will not give you the results you would like. Read more on How Do You Start a Successful Real Estate Career