In this market, you don’t need to be working with buyers—you need to be working with sellers. Here are 13 ways to get more listings for your business:
1. Expired listings.
2. For Sale By Owner listings.
3. Sphere of influence (SOI). According to the National Association of Realtors, an agent’s SOI typically accounts for 65% of their business, and for their listing business, that percentage is closer to 70%. You need to be reaching out to your SOI, educating them about the market, and letting them know you’re here to help them sell houses.
4. “Mega” open houses. I’m not talking about the old open houses where you put your feet on the coffee table and waste three hours. I’m talking about the ones where you go up and down the neighborhood, engage the community, and invite them to your open house with all kinds of incentives. If you do this right, you’ll get a ton of business.
5. Distressed sales. When the market starts wavering, you need to be prepared for it by reaching out to these types of sellers.
6. Geographical target market. This means becoming an area expert or taking the subdivisions around your area and making them part of your SOI via great branding.
7. Buyer internet leads. I know what you’re thinking: “Steve, why would I want to do a buyer internet lead?” It’s because half of all buyer internet leads need to sell a house first. Going after buyer business through internet leads is a great way to get seller business.
“Remember: People work with who they know, like, and trust.”
8. Home valuation landing pages. These work like a charm; all you have to do is drive traffic to them.
9. Postcards. These are working like you wouldn’t believe right now. If you send out 3,000 postcards, I think you’ll be very impressed with the results (just make sure you have a strong call to action). I think the iBuyer angle is worn out; nevertheless, the genie is out of the bottle, and you need to communicate with potential clients that you can handle their iBuyer needs.
10. Cold calling. About 5% of all people you reach out to will be buying or selling soon, so now more than ever, you need to be reaching out to anyone and everyone and playing the numbers game. All you need is a good dialer and a great script.
11. Other target markets. Remember: People work with who they know, like, and trust. Start canvassing groups with which you have a connection. If people in those groups know, like, and trust you, they’ll probably want to do business with you.
12. Garage sales.
13. Estate sales.
Now let’s go get some seller business! If you have questions about this or any other real estate topic, don’t hesitate to reach out to me. I’d love to help you.
