I was recently delighted to see the following question posted in a real estate agent group I participate in. The question was, “Where did your last listing come from?”
There were over 400 answers! It is a wealth of information about how Realtors® get business today. Since you’re not in the group, I wanted to share the most common answers with you here.
If you’re not doing these things, you’re missing out! Why not get listings in the same ways that work for other agents?
Sphere of Influence
The hands-down winner was sphere of influence (SOI) and referrals from the sphere of influence. Very simply, building and expanding your sphere is the most impactful thing you can do for your business!!
What are some ways agents said their SOI came through for them?
- Referral from another Realtor®
- Referrals from friends and family
- Direct listings from friends, family, or associates
- Past clients working with them again
- Referrals from past clients
If you’re not networking (don’t worry, it can be fun!) then you need to start today. If you haven’t reached out to your network or SOI in a while, take the time. You don’t need to do everyone at once, but set a goal to reach out to at least five folks a week.
You can use email, the phone, text, social media, or mailed notecards to send a personal note and reconnect with someone you know. Ask how they’re doing, offer to get together, and ask if they know anyone who might need a Realtor®.
Follow Up With Past Leads
One agent shared a client source that almost made me fall over. “An open house visitor from two years ago.”
Two years ago!
That, my friends, is the power of follow-up. Other folks shared that they had a sign call 18 months ago and continued to follow up. Another gave advice to an FSBO and then followed up for weeks, eventually winning the listing.
If you aren’t persistent, you’ll never serve all the clients that need your help.
Trust me, there’s no reason to give up. Continue to reach out regularly, whether that means weekly for a recent lead or monthly for an older one. Don’t let them forget you! If you don’t let anyone fall through the cracks, you’ll be richly rewarded in your business.
How should you stay in touch? Why not add folks to your monthly farming postcard mailing? That way, they’ll hear from you regularly all year long.
Rocking That Marketing
Besides sphere of influence and consistent follow-up, the biggest category where folks got listings was good old-fashioned marketing.
One agent shared they talk to buyers who place offers on the listing they represent. They ask that buyer if they need to sell a home in order to purchase, and sure enough they said yes!
Others shared that they called FSBOs, contacted expireds, talked to folks at open houses, sent direct mail, and got business through their website. Some folks even asked their buyer clients if they also needed to sell a home.
Having a strong SOI and being absolutely persistent in your follow up will help your traditional marketing pay off. With traditional marketing and networking as the foundation of your business, all you need is tenacity to succeed.
How did you win your last listing? Share in the comments!
This post originally shared on PrinterBees' Real Estate Marketing Magazine.