Ready to sell: Five new ways to identify pre-list prospects

Real Estate Technology with®

Sellers are elusive, and finding them before they’ve signed on with another agent can seem impossible. But as FSBOs and Expireds become less and less common, and just 12% of sellers use their previous agent* to buy or sell a second time around, it’s important to get in contact with new listing opportunities before they meet with a competing agent.

Active Rain agents are the cream of the crop and several "Rainers" recently shared with us their top tactics for identifying and drawing in seller leads in today’s fast-paced real estate landscape. What we heard was a mix of new and updated ideas that ranged from title company referral partners to smart, seller-focused content that gives homeowners a reason to offer up their contact information. 


1. Target local sellers with Facebook ads

"By using Facebook ads targeted towards a seller-heavy demographic and landing pages to capture lead information, I have grown seller leads by 10x over last year. Facebook ads are so easy to set up and they are quite effective when they’re specific enough to catch the eye of a potential seller.

With landing pages that capture lead information such as first name, last name, email address, address, and/or phone number, it has become easier to get quality leads. When taken to these landing pages, the prospective seller gets an offer such as “Free Home Valuation,” “How Much is My Home Worth?” or a free guide – I use “9 key words that help sell homes faster and at top dollar.” He/she fills out the contact form, which can be as basic as first, last name, address or more detailed to include email and phone number. In order to get that information, you have to make your offer seem genuine and stand out."

-- Sean Scullion, Novato, CA


2. Write and share seller-focused original content

"For sellers leads, what works for me is to post content like 'Top 5 mistakes sellers make,' 'How to get
your home sold in easy three steps,' and 'Top 10 ideas to get your home ready before showing.'

-- Beth Atalay, Clermont, FL


3. Be yourself and draw in people with common interests

"I have Facebook business pages -- "Kathy Schowe" for real estate, "Kathy's Kitchen" for cooking and recipes, and "365 things to do in Palm Springs" for sharing current events and promoting local businesses and news. The key is to not bombard your followers with real estate, but don't be afraid to share your successes and your challenges. Keep their interest with your interests... and be interested in them!"

-- Kathy Showe, La Quinta, CA


4. Show off your love for the industry (and chat with strangers!)

"I love real estate and I talk about it to everyone I know and a ton of strangers I meet daily. And I ask for referrals to anyone they may know in New Mexico and anywhere in the United States who wants to sell their home in the next year. I ask for their name and/or address and I immediately follow up. It is that simple."

-- Emily Medvec, Santa Fe, NM


5. Build trusted parterships

"I’ve also been really fortunate to have worked with a Probate Attorney who moved down to my area; I helped him and his wife purchase a home. He and I became great friends and he’ll refer business to me as often as he can."

-- Jeremy Cupp, Bentonville, AR


Want to learn more than 30 ways to identify, capture and win over seller clients? 

The above examples are all straight from a new eBook that details how top agents win over sellers in today's fast-paced, tech-first world. Download the ebook for free right here.


*Source: 2015 National Association ofREALTORS® Profile of Home Buyers and Sellers



Comments (11)

Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

You certainly interviewed some of the best agents here in the Rain. THsnks for the suggest

Aug 31, 2017 04:42 AM
Andrew Mooers | 207.532.6573
Northern Maine Real Estate-Aroostook County Broker

Good advice here!

Aug 31, 2017 06:08 AM
Dave Halpern
Dave Halpern Real Estate Agent, Inc., Louisville, KY (502) 664-7827 - Louisville, KY
Louisville Short Sale Expert

These are good tips and strategies. Also, ABC - Always Be Closing.

Aug 31, 2017 06:44 AM
Randy Hilman REALTOR® Associate Broker
Randy Hilman Homes in partnership with Bean Group - Moultonborough, NH
Guide & Mentor to Home Buyers & Sellers

Tips to better business are always welcome in my camp.  I was unaware that building trusted relationships was a "new" way to identify potential sellers.  I love learning in the Rain.

Aug 31, 2017 08:31 AM
Les & Sarah Oswald
Realty One Group - Eastvale, CA
Broker, Realtor and Investor

Great tips from some of our very own AR members. Kudos to all for sharing what is working for them.

Aug 31, 2017 01:08 PM
Gregory Manns
HomeSmart Elite Group - Palm Springs / La Quinta, CA - Indio, CA
Palm Springs Area Realtor with HomeSmart Elite

Thank you to those AR members who shared these great tips.

Aug 31, 2017 07:02 PM
Dorte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Good ideas.

Aug 31, 2017 08:35 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I'm I'm hearing some good things about the ads on Facebook. Love and light!

Aug 31, 2017 11:47 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

All really, really good ideas across the board that we can use all year round Dörte Engel

Aug 31, 2017 11:49 PM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

What a terrific resource, and from great agents here in the Rain. Thanks

Sep 01, 2017 02:26 PM
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • GRI • HAFA • PSC Calabasas CA

AR is a great resource to reach out to many incredible agents who share their success and secrets. 

Dec 03, 2017 10:16 PM