Cost-Effective Marketing Tips for Attracting Home Sellers

By
Education & Training with Market Leader

The following is an excerpt from Market Leader's Complete Guide to Home Sellers. This free 28-page guide helps agents improve their ability to generate seller leads, turn them into clients, and sell their homes. You can download the full version here >>

 


 

“When you list, you last,” or so the old real estate industry saying goes. But how is an agent expected to last when finding a homeowner who wants to list with you is like trying to find Waldo?

Many experts recommend returning to the basics in this changing market if you hope to attract homeowners who want to sell. Other experts disagree, instead advocating for cutting-edge marketing strategies. Let’s take a look at some cost-effective ways to market your services to sellers.

Start With Your Warmest Leads

Download your copy of the Complete Guide to Home Sellers!Start with the warmest contacts in your database and work your way to the coldest prospects. This means starting with your sphere of influence - reaching out to family, friends, and past clients with the age-old question: “Do you know anyone who is planning on selling their house?” Even if the answer is “no” right now, the story may be completely different next week, and you’ll be top of- mind for them because you reached out.

In her efforts to find homes for her buyers, St. Paul, Minn. agent/broker Teresa Boardman struck on an interesting idea. She went through her database and pulled out the names of homeowners she’d given a listing presentation to within the last three years. After checking to ensure they hadn’t sold with someone else, and crunching some numbers to determine if they were underwater, she started contacting them.

“Some of them were unrealistic,” she explains, “wanting $275,000 for a house that’s worth $200,000.” Out of the few calls she’s made so far, however, the plan seems to be working. “One I’m going to list for sure, and another one looks like a real strong possibility, and another is trying to decide if he should rent out the house or sell it,” she said.

Revisit Cold Leads

Another technique that typically works during low inventory periods is to go after expired, cancelled, and withdrawn listings. Real estate trainer Tom Ferry suggests choosing the worst year to be on the market out of the past three years and aggressively marketing to the homeowners with these types of listings. Even if these homeowners don’t want to list right now, you can put them on a drip email marketing campaign; chances are good that they’ll reach out if they sell their homes in the future.

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Enjoying this article?

Read the rest of it - and get more tips for generating seller leads, turning them into clients, and selling their homes - by downloading Market Leader's free Complete Guide to Home Sellers.

This guide will teach you how to ...

  • Generate more seller leads
  • Turn listings into sold homes
  • Impress during listing presentations
  • Make your seller clients happy
  • Sell luxury real estate
  • And more!

Download your copy of the Complete Guide to Home Sellers

 

 

Posted by

Andy Fulton

Marketing Manager, Market Leader

110 110th Ave NE, Suite 700  Bellevue, WA 98004

p: 425-952-6531

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Rainmaker
864,116
Les & Sarah Oswald
Realty One Group - Eastvale, CA
Broker, Realtor and Investor

If we follow up with our leads, they will come, and steadily our business will continue to prosper.

Jun 03, 2016 10:51 AM #1
Rainmaker
3,139,254
John Pusa
Berkshire Hathaway Home Services Crest - Glendale, CA
Your All Time Realtor With Exceptional Service

Andy Fulton These are very good cost effective marketing tips to attract home sellers.

Jun 04, 2016 07:54 AM #2
Rainmaker
207,307
John Herman
Property Up Inc. - Barrington, IL
Licensed Illinois Managing Broker- Property up Inc

Great guide on real estate marketing. Excellent job. 

Jun 04, 2016 05:14 PM #3
Rainmaker
891,400
Jennifer Mackay
Counts Real Estate Group, Inc. - Panama City, FL
Your Bay County Florida Realtor 850.774.6582

Thanks for sharing that marketing guide

Jun 05, 2016 10:02 PM #4
Rainmaker
149,184
Esther Preston
Heartland Realty - Redmond, OR

Great marketing guide.

Jun 05, 2016 11:45 PM #5
Rainmaker
1,106,326
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

I do it for less $.

Jun 06, 2016 02:54 AM #7
Rainer
9,152
Jon Albert
THRIVE California - Sherman Oaks, CA
Real Estate Agent Serving the San Fernando Valley

Thanks so much for posting this. Free information is always a great thing for any Real Estate Agent. I am forever looking for new ways to attract new leads!

Jun 06, 2016 05:37 AM #8
Rainer
154,221
John Lemos
Movement Mortgage NMLS# 39179 - Fullerton, CA
Mortgage Loan Officer, NMLS 613321

there is fortune in follow-up as they say! Thank you for the article!

Jun 06, 2016 06:14 AM #9
Rainmaker
2,433,114
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

Keeping in touch with past clients is very important.  I hadn't thought about the people who I had appointments with that didn't list with anyone.  I will dig into those!

Jun 06, 2016 09:42 AM #10
Rainmaker
784,412
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

But if we get so good at getting our own leads, we won't need to buy them from Market Leader!

Jun 06, 2016 12:51 PM #11
Ambassador
4,308,044
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Andy Fulton - indeed, reconnecting with cold leads will generate business (and listings, too!)

Jun 06, 2016 03:19 PM #12
Rainmaker
1,106,326
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

This can be cost effective but time consuming chore to flush a seller out. It may lead to other real estate business.   I got a call from a home seller who went with a discount agent. I was going to hang up. He asked about movers so I did him a favor. It turned out that guy never did anything the home was off the market. So may be I will have a chance.

Jun 16, 2016 01:24 PM #13
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