Sunday, April 14, 2024

get more listings series

    Ah, spring. Unfortunately, this one looks a lot like last spring, with tons of buyer demand and a small supply of homes for them to buy.

    Homeowners who do decide to sell are the big winners while buyers and real estate agents are hungry for more homes to hit the market.

    Getting listing leads quickly in this market may seem impossible, but it’s not. No, it isn’t easy, but it is possible.

    1. Go after starter homes

    Starter homes are not only in high demand right now, but, as you know, they’re in very short supply.

    Sure, a homeowner’s reluctance to sell has a lot to do with the shortage, and many of them are afraid they can’t afford their next home. Would they feel the same if they had an idea of how much equity they’re sitting on?

    Farming, via direct mail, is the best way to reach out to and educate these homeowners. Start by narrowing the audience to those who’ve owned their homes for more than 10 years.

    Then, create a very simple direct mail piece that highlights the equity these owners have accumulated. The ProspectsPLUS! Call To Action Series has a postcard that offers a “Free Home Equity Analysis”, an ideal marketing piece for this situation.

    Call to Action Series, see more HERE

    For instance, Maurie Backman at fool.com (quoting stats from Black Knight) says that “At the end of 2021, home equity grew to $9.9 trillion on a national level. That’s a 35% increase from the previous year. It also leaves the average homeowner with $185,000 of tappable equity.”

    If you can localize those stats, all the better. But, overall, don’t you agree that $185,000 sounds good right about now to a lot of homeowners?

    2. Do more socializing

    With the weather outside no longer frightful, and millions of Americans have had, or will receive, the anti-COVID jab, it may be time to consider a client appreciation event.

    This one, however, will have a twist: it will be a potential client appreciation event.

    The goal here is to extend your brand recognition to those potential sellers in your farming area. Hold the event outdoors, preferably in a park near their homes.


    The Get More Listings II Series is shown above. To send a one-time mailing, Click Here. To send a recurring campaign, Click Here.


    Agents we’ve spoken with offer up the following ideas:

    • A barbecue 
    • Movie night
    • Ice cream social
    • Block party
    • Outdoor concert
    • A day at a sporting event (this is best for your two or three most promising leads)
    • Seller seminar

    The invitation sent to your farm should be, again, simple yet attractive. If the event is family-friendly, let them know.

    3. Take a dip into your CRM

    When was the last time you went fishing in your CRM? It’s a rich source of possibly quick business that too many agents ignore.

    Since warm calls are always easier than cold calls, start with past clients and call each of them. Explain the lack of inventory and ask if they know anyone who is thinking of selling.

    Then, dive deeper into old leads, especially those for whom you supplied a listing presentation and they ended up not selling. All seller leads in your database, regardless of age, should get a phone call.

    Finally, call everyone in your SOI to see if they know anyone who is thinking of selling.

    End this project by ensuring that everyone you’ve spoken with is put on a scheduled campaign.

    Yes, these are old-school techniques, but they are also tried and true. If you need listings relatively quickly, try one. What have you got to lose?


    PLUS: When you have time…below are some marketing tools to help support your success.

    1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

    Homes & Life Magazine is a customizable magazine, with rich, full-color content, and a sharp, professional esthetic. It includes compelling, direct response-driven articles written by real estate industry experts, combined with engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.

    Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and, it costs less than sending a greeting card!Click Here


    2. The Free 12 Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

    3. The BusinessBase, SOI building system

    The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks all of these boxes, but it is a business building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. – Click Here

    4. The Free Interactive Real Estate Business Plan

    The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

    5. The Become a Listing Legend Free eBook 

    This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

    6. The Take a Listing Today Podcast

    Watch the ProspectsPLUS!, Take a Listing Today Podcast for actionable content to help you get more listings. – Click Here


      So, here we are, finally nearing the end of the year, and what a year it’s been!

      COVID-19 disrupted many of the normal ways that agents do business. From completely virtual showings to drive-through closings in some areas, it’s hard to imagine the industry ever getting back to “normal.”

      What does this mean for your 2021 marketing plan?

      When talking to agents about their 2021 plans, the majority said, social media marketing will definitely play a role in their marketing strategy.

      If you’re among them, make it easier on yourself by creating a section in next year’s marketing plan devoted to everything digital.

      Get More Listings Series
      The best digital marketers fish where the fish are

      When researching where to spend your digital marketing dollars, it’s important to remember that:

      • You are a B2C marketer, not B2B. User statistics aimed at B2B marketers are useless for real estate agents.
      • You have a very specific target audience (Millennials and gen x, age 32 to 56 for buyers’ agents and gen x and baby boomers, age 45 to 75, for listing agents).
      • Your target audience of buyers earns a median household income between $102,800 and $110,900, depending upon age and location.
      • Your target audience of sellers has a median age of 58 and earns a median household income of $128,800.

      Courtesy: NAR 2020 Generational Trends Report

      The fish are hanging out on social media

      If we had to choose just one digital marketing medium to spend the bulk of our time and money on next year, social media would be our choice. We will, however, be talking about some of the other strategies in upcoming blog posts.

      Which social media platform does a real estate agent’s “fish” hang out in? For the past few years, Facebook was hands down the best place to drop your hook. And, not much has changed in that regard.

      • The platform is popular with Americans in the homebuyer age bracket (“79% of 30 to 49-year olds use Facebook,” according to SproutSocial.com.)
      • Listing agents will be glad to know that 68% of those age 50 to 64-years old and 46% of adults age 65 and older use Facebook. 
      • Finally, Facebook users hit the sweet spot in household income as well, with 74% earning more than $75,000.
      Instagram, Twitter, LinkedIn and Pinterest

      We’ve mentioned before that the time it takes to be and remain active on Instagram doesn’t typically translate into the number of leads and deals most agents need and want.

      Get More Listings Series

      At least not now.

      This could be due to the fact that the platform’s demographics just don’t fit your target audience. Instagram is most popular with users between the ages of 13 to 29 years of age.

      Twitter is similar in that it is most popular with younger folks, especially those in the 18 to 24 age brackets. As ages rise, the platform’s popularity decreases.

      Listing agents especially, should understand that just 17% of Americans in your target audience’s age range use Twitter.

      Buyers’ agents may find spending time at LinkedIn lucrative. Join some groups, post some content, because the site is quite popular with 30-to-49-year-olds.

      Pinterest is another time and labor-intensive platform, but its demographics fit tidily with your target audience. “The median age of a Pinterest user is 40,” according to Salman Aslam, founder and CEO of Omincore.

      Check out these boards to help you decide if Pinterest is worth your time:

      Consider hiring a social media manager to do the heavy lifting, freeing you to focus on other parts of your real estate business.

      Get More Listings Series

      Send the Should I Stay or Go postcard from the Get More Listings Series to your Farm or an area where you’re currently prospecting.

      PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

      1. Become a Neighborhood Brand

      Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

      2. The Free Real Estate Mailing List Guide

      This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

      The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here

      3. The Free 12 Month Done-For-You Strategic Marketing Plan

      This image has an empty alt attribute; its file name is 2020-Planner-3D-999x1024.jpg

      The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

      4. The Free One-Page Real Estate Business Plan

      This image has an empty alt attribute; its file name is Business-Plan-3D-Book-New1-270x300.png

      Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan.  – Click Here

      5. Become a Listing Legend Free eBook 

      This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

      Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

      6. The Free Online ROI Calculator

      This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

      Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

      7. The Free Real Estate Marketing Guide “CRUSH IT” 

      This image has an empty alt attribute; its file name is CRUSH-IT-Guide-3-d-298x300.jpg

      The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here