How to get more listings in 2023: 6 top ideas for real estate agents

Listings are critical to success as a real estate agent. 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 6 ideas 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 that 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 by using social media cleverly and by building a clear and appealing real estate website. Don’t underestimate the importance of search engine optimisation and particularly local SEO, which can enhance your impact on the local community. Here are some ideas to get you started, both on- and offline:

• Set up and optimise your Google My Business page.
• Design a landing page on your website for each of the different types of clients you are targeting: One for property owners, one for homebuyers, etc.
• Be sure to have a business card on hand to make the most of in-person encounters even in social situations.
• Depending on your budget and your target audience, consider using paid advertising, e.g. Facebook ads or Search ads.
• Use CRM software to track interactions and be sure to provide potential sellers or buyers with the information they need, when they need it.

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 also seek recommendations and referrals from their friends and family.

Networking is important to connect with potential clients as well as to competition i.e. other realtors in your area. Use LinkedIn, community and professional events to open the lines of communication. This can give you the opportunity 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 both for strategising and executing such strategies.

An interesting 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 as well as 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 the eye of homeowners in the process of considering a sale. If you have a list of email addresses, use this medium to reach out as well.

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

4. Offer added value from the get-go

Your online presence is an important element of your marketing strategy. Offer added value to visitors, whether first-time or returning, by providing information that is practical and useful to them. For example, free initial valuations for potential 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 what their properties are worth on the current market after all. Such valuations, performed by PriceHubble’s Lead Generator for example, can lead to an interaction which you can follow up on.

Remember to, be aware of the importance of the content which you are putting out there. Instead of simply 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 that both property owners and home buyers have in your area typically. This way, you can establish yourself as an authority on all matters real estate.

5. Invest in your skill set

Level up your expertise and income potential by participating in a training held 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 off by checking out our blog, it contains a lot of specialised articles covering topics such as branding, marketing strategy, and prospecting ideas. While learning might not score you new listings right away, 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 key to a successful referral business, and keeping 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 information that is both interesting and valuable 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 listings will be your well-deserved reward.