Being the local expert isn’t just about knowing the stats and trends that will get your agents to the closing table with the best offer. It’s also about promoting yourself as the number one resource that local sellers can rely on to tell it to them straight. The next time you uncover a fascinating market stat, consider sharing it in a brand-new way that’s bound to drive in seller leads. Here are 13 ideas to get you started.
Plus: Want to see FIFTY ways you can identify, capture, nurture and convert seller leads? Download this comprehensive seller guide to learn how top-producing agents became dominant listing experts.
THIRTEEN WAYS TO SHARE MARKET TRENDS WITH SELLERS:
1. Send a monthly market update video via BombBomb, then point users to a landing page where they can sign up to learn even more about the local market.
2. Post a Just Sold ad on Facebook for a recent high-earning listing. Include the text, “You’ll never believe how much this house sold for!” and link it to a blog post detailing how you helped the seller earn top dollar.
3. When you receive an Expired Listing notice, look in your MLS for a similar listing (or select one that you’ve recently listed and sold). Format a short letter with images showing how the homeowner may be able to take advantage of today’s market to sell for more than they expected — and how you’d love to bring them all the way to the closing table.
4. Capture the names and emails of everyone who attend your open houses, then follow up with a local market trends email a few hours after the open house is over.
5. Hire a designer to create a monthly infographic template where you can input some top stats including:
Median sales price
Days on market
Inventory trends
Change out the colors each month to keep it fresh, then share across Facebook, Instagram and to your email list.
6. Follow up every CMA request with a short paragraph about the general nature of the market, and offer to share even more specific pricing and selling information with them in person.
7. Offer to be a market trends resource for FSBOs. Agent Leonard Antonelli shares how he keeps in touch and brings value to For Sale By Owners:
I offer [a Market Snapshot] to FSBOs as a free service to keep them in the know so they can "stay ahead of their competition". It’s a way to stay in front of them. I call and ask if they have any questions or if they saw any properties nearby that surprised them in terms of price. Last, I ask them if they feel they are ready to be one of the solds.
8. Put today’s market in context -- but have some fun with it. Share a unique market trend, then use pop culture to reinforce how long it’s been since the market behaved that way. Here’s an example:
“The last time sellers held this big an advantage over the market, men were sporting Zubaz as formalwear! I can’t believe inventory is even lower today than it was in 1992. Call me to take advantage of this wacky market!”
9. Did you just finally win a listing in a coveted neighborhood where you want to expand? Send a Just Listed flyer to local residents showing photos of the interior condition and a few local market trends that support your list price. Invite the neighbors to an exclusive event before your next open house.
10. At the neighbors-only open house, talk openly with attendees about why the home is listed at its price, then show other local listings you’ve worked on to defend your price and educate your potential seller base.
11. Find a local news report that supports what you see going on in your market and share it via email or text with long-term nurture prospects. Include a quick intro like, “This is just what we were talking about! I’m so glad everyone sees why Libertyville is such a perfect place to raise a family.”
12. Use Instagram’s Hyperlapse app to draw out a few trends that are benefitting local sellers. Here’s a great example of how real estate firm Edina Realty shared news about the high rate of multiple offers in their area.
13. Go big or go home! After you receive a request for a CMA, consider sending an aspirational listing price to motivate the home sellers to improve their property’s condition and sell for top dollar. While some agents find this tactic too risky, agent William Wells has succeeded by showing potential clients he’s in it for the long haul:
Once a lead comes into the lead generation system, we send a Market Snapshot for the property that holds the greatest value in the area. If the home is the worst house on the best block, we highlight the neighborhood value to show that the home could have great resale value if the work is put in.
Want dozens more ideas on how to capture and convert seller leads?
We gathered proven tactics from more than FIFTY top-producing agents, who shared how they capture, nurture and convert their listing leads.
Download the full guide to dominating seller leads here.
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