The question of how to get listings in real estate is decisive for anyone seeking success in brokerage. But, attracting homeowner leads –– and winning them over –– is not always easy in a competitive real estate market. No wonder successful lead generation is an art form in and of itself. Whether you are a new realtor hoping to score your first few listings or an experienced real estate professional looking to up your game in 2023: here are six ideas, from traditional to online marketing, to drive your success.

1. Be accessible

The best real estate agents know how to create trust and build a strong brand that helps them attract real estate leads. In order to build such a solid reputation, accessibility and visibility are vital.

The goal is to become the first name that comes to mind when property owners in your area think about selling their houses. So make sure your contact information (phone number, email address, etc.) is easily accessible, and emphasise your expert knowledge of the local real estate market. Position yourself as an accessible and trusted partner for real estate transactions by working on your online presence. Start using social media cleverly and build a clear and appealing real estate website. Don’t underestimate the importance of search engine optimisation, particularly local SEO (search engage optimisation), which can enhance your impact on the local community.

2. Build your network

Networking is not only essential but also purposeful when you have the goal of attracting potential clients. Be active in your vicinity, never hesitate to network, and do not underestimate the importance of word of mouth. As evidenced in the National Homeowners Association annual survey of the US real estate market, among sellers who used a real estate agent, 36% decided on a realtor via a referral by friends or family. The situation is very similar in Europe, as many sellers seek recommendations and referrals from friends and family.

Networking is essential to connect with potential clients and to competition, i.e. other realtors in your area. Use LinkedIn, community and professional events to open the lines of communication. This can allow you to forge partnerships, learn from fellow professionals’ best practices, and help you avoid unnecessary clashes over shared target markets.

3. Target your local community

As mentioned above, most real estate businesses are, by definition, local. To get the most out of your sphere of influence, be clear on who and on which local market you are targeting. Social media platforms can be invaluable tools for strategising and executing such strategies.

An exciting avenue to explore might be FSBO properties –– houses for sale by owners, especially if homes have been listed for a while (maybe due to an overly ambitious asking price). Would-be sellers could be just about ready for professional assistance. Keep an eye out for signs in your neighbourhood and relevant Facebook groups. Tip: don’t shy away from skilful cold calling to identify seller leads.

Apart from telephone calls, the tried-and-tested method of dropping printed flyers into mailboxes may work wonders in catching homeowners' eye when considering a sale. If you have a list of email addresses, use email marketing to reach out.

To make these approaches worthwhile for potential clients, try our next strategy: offer added value through a free high-level property valuation.

4. Offer added value from the get-go

Your online presence is an essential element of your digital marketing strategy. Offer added value to first-time or returning visitors by providing practical and valuable information. For example, free initial valuations for potential home sellers tend to draw interest even in the early stages of the decision process leading up to a real estate transaction. Most homeowners are curious about their properties' worth on the current market. For example, such valuations, performed by PriceHubble’s Lead Generator, can lead to an interaction you can follow up on.

Remember to be aware of the importance of the content you are putting out there. Instead of promoting existing real estate listings, offer educational videos on social media or topical articles on your website. Tailor your content so that it appeals to your target group. Anticipate and answer questions typically from property owners and home buyers in your area. This way, you can establish yourself as an authority on all matters of real estate.

5. Invest in your skill set

Level up your expertise and income potential by participating in training by trusted industry leaders with proven track records. That being said, investing in your skill set doesn’t necessarily require money. Sometimes, the most valuable investment is time. Set aside a few hours of dedicated time each week to learn. Start by checking out our blog; it contains many specialised articles covering branding, marketing strategy, and prospecting ideas. While learning might not score new listings immediately, they enhance your long-term outlook and success.

6. Leverage your existing network for new listings

Don’t forget to stay in touch with previous clients. Doing so will keep you top-of-mind and help you remain a trusted source of advice. Word-of-mouth marketing is critical to a successful referral business. Maintaining contact with former clients will help position you as the go-to for their next real estate decision. Check-in with homeowners regularly to keep the conversation going. But, be sure to provide exciting and valuable information each time you reach out, such as an analysis of local housing prices or an overview of how the price of their property has developed over time. With PriceHubble’s Property Tracker, retrieving such data is only a click away.

Set yourself up for success

If there is one point to take away from this article, it’s this: getting new listings does not have to be a constant battle. By adopting the right approach, choosing the right tools and designing processes that fit your business goals, you will set yourself up for success. Be accessible, forge connections within your network and community, and give yourself space to grow –– then, new clients will be your well-deserved reward.