6 Insider Strategies Using Market Reports to Win Listings

By
Real Estate Technology with Top Producer®

Even if you prefer to work with buyers, having an inventory of listings gives you a lure to start buyer conversations so almost all agents will benefit by getting more listings into their inventory.

 

Past customers and referrals are always the #1 source for listings, but there are opportunities to prospect for new listing business as well.  The tried and true is to offer market reports on what is selling, how process are trending, and homes that have sold near your target seller’s home. In years past this offer to provide stats, reports and pricing info was most frequently offered in post cards and print ads, now there are more options.

 

We recently polled some of our top Market Snapshot® users to learn how they are specifically marketing to potential sellers using a free market report and SOLD alerts to initiate contact. Here are 6 unique insider strategies that are working for some of them:

 

#1. Online Forums 

Participating in active local blogs and groups is a good way to start because you will likely be networking with community members who have common interests and it is not hard to engage and find relevant moments to interject what is happening in the market.  From online parent groups to community job boards and more, one survey responder recommends joining the conversation and sharing a link to sign up for your market report to gain visibility as the go-to expert in the neighborhood.

 

#2. Newsletter Capture

Another popular response to our survey was to share the link to your market report in communications to your database connections. This can be via a quarterly newsletter, a specific email campaign targeting sellers, or in an old-school paper mailer to your farm.

 

#3. Nosy Neighbor

One of the more unique responses to our survey was a “Nosy Neighbor Invite”. This agent creates an invitation —complete with a link to their market report landing page— that invites the neighbors to view their listing and others that pop up as alerts when they come available in the target neighborhood. You’re not only promoting your listing, but are educating potential sellers (neighbors) on other market activity in their neighborhood.

 

#4. Anniversary Date

When you sell a home, record that date. Another survey respondent sends a market report to their clients on the anniversary of their home purchase to let them know how the market is doing and what their home is worth now. This may spur conversations about whether or not it’s time to sell.

  

#5. Social Media

Many agents in our survey reported success when they posted a link to their market report on social media asking homeowners if they were curious about the value of their home. This strategy can be even more successful when the agent sponsors the post or runs a Facebook ad containing this information with a lead form.

 

#6. FSBO Interest 

Access to current information can be difficult for FSBOs who don’t have an agent in their corner. One of our survey respondents recommends providing FSBOs with a complimentary market report to “keep them in the know” and to be top-of-mind should they decide to partner with an agent.

 

What are You Doing? 

With so many different ways to implement market reports into your lead generation strategy, what have you found to be the most effective in your market? We’d love to hear from you!

 

Share your insider tips for winning listings in our recent survey, and you’ll be entered to win a free year of Market Snapshot®. Take the survey here. And, here’s to winning listings! 

Comments (20)

Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

I am keeping in touch with my SOI and they are telling their SOI about me.

Jun 29, 2016 12:00 PM
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

All these suggestions are good mother hood statements to stay in touch with prior clients hoping to get them come back. Some home owners only go with the lowest service cost which may not be best deal. Often one gets what he paid for.

Jun 29, 2016 12:51 PM
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

Very detailed report.  I am following most of the items in your list and believe my  highest return is from past clients' referrals.

Jun 29, 2016 03:15 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Top Producer® - A division of Move, Inc. - I remember getting listings from Nosy Neighbors -- and that's why I welcome them at the open houses...

Jun 29, 2016 04:02 PM
Carol Lynn Johnson
Re/Max Elite Realty - Franklin, NC
Residential Specialist

I do a snail mail newletter and have had many listings due to it.

Jun 30, 2016 12:15 AM
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
& Host of Postcards From Success Podcast

I like the landing page you created. Good tips too.

Jun 30, 2016 12:21 AM
Terri Osher
Baird & Warner - Naperville, IL

Well Written!  Concise and Easy To Follow!  Thanks

Jul 01, 2016 01:01 AM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

All good ideas. Doing market reports is also a great way to stay on top of lots of good numbers and stats for a particular community. I love market reports!

Jul 06, 2016 09:29 AM
Laura Filip
Laura Filip Broker , Opening doors for All Seasons of Life - Whitesboro, TX
What can we do for you today?

Thank you for sharing great plan of action on all items listed. 

Jul 11, 2016 10:52 AM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Top Producer® - A division of Move, Inc. - I remember, that nosy neighbor has helped me in past...

Jul 11, 2016 01:18 PM
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Thank you for sharing these great tips. I will try some of them.

Aug 06, 2016 09:17 PM
Ella Reape, Realtor 603-821-1140 ~ Selling Homes Throughout Southern New Hampshire
Keller Williams Realty Nashua NH - Nashua, NH
Luxury Homes Division, Keller Williams

Thank you so much for this quality post. A recent study from the National Association of Realtors revealed that 92% of buyers use the internet to house hunt. If marketed properly, the Listing Agent should receive numerous inquires on their listings from these potential buyers.  Put your Listings to work for you by Marketing , Marketing, Marketing!!!!!!

Aug 07, 2016 06:22 AM
Jennifer Mackay
Counts Real Estate Group, Inc. - Panama City, FL
Your Bay County Florida Realtor 850.774.6582

Thanks for sharing your tips and insights

Aug 21, 2016 01:08 AM
Jessie Cochran
Counts Real Estate Group, Inc. - Panama City, FL
Panama City Realty Group

Thanks for sharing your ideas - an interesting list

Aug 21, 2016 01:35 AM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Top Producer® - A division of Move, Inc. - well, the simple answer to all this is - Market Snapshot - isn't it?

I love all the enhanced features.

Aug 23, 2016 03:19 PM
Kat Palmiotti
406-270-3667, kat@thehousekat.com, Broker, eXp Realty - Kalispell, MT
The House Kat

These are all good ideas! Thanks for sharing.

Aug 26, 2016 12:06 AM
Stephen Arnold
HomeSmart Elite Group - Scottsdale, AZ
CRS, GRI, SFR

Solid Post!  Some credible nuggets here that certainly deserve one's time and energy!  In the end...it is all about building your database.

Aug 26, 2016 03:22 AM
Mike Cooper, Broker VA,WV, MD
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Great suggestions, and definitely some worth trying out. Thanks for the info.

Aug 28, 2016 04:59 AM
Sussie Sutton
David Tracy Real Estate - Houston, TX
David Tracy Real Estate for Buyers & Sellers

Great post! I like the ideas and need to start using some of them.  Easy to read and follow.

Sep 07, 2016 08:29 AM
Richard Bazinet /MBA, CRS, ABR
West USA Realty - Scottsdale, AZ
Phoenix Scottsdale. Sellers, Buyers & Relocations

Thank you for your post, and sharing some great ideas. I agree that one of the keys to buyers are listings.

Sep 07, 2016 10:16 AM

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