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If hours spent cold-calling has you feeling burned out, you’re not alone. Searching for and landing new listings is one of the most time consuming and exhausting parts of being a real estate agent. The good news is that, as technology advances, you can generate leads without ever making a cold call again.
There are plenty of proven marketing strategies that agents can use to get more listings while making better use of their time. Not sure where to start? We’ve got you covered with some simple yet effective strategies for success.
You’ve probably already heard of reaching out to expired listings to convert them, but this isn’t the “traditional” strategy that many other agents are already using. Rather than reaching out to leads who have just taken their listings off the market (often after a failed sale), the true potential lies in “old expired” leads. “Old expired” is a term coined in the real estate industry for failed listings older than six months to a year. Homeowners of these expired listings are not being bombarded by other agents asking them to relist. Instead, they’re likely “waiting” for the market to change so that they can relist and have better luck the next time around. Meanwhile, they may also be making some improvements to their homes. Real estate agents who capitalize on these types of leads often go on to make profitable sales simply because there is little to no competition from other agents, and the homeowners are ready to sell. To gather a list of potential contacts, use your MLS to filter leads based on their expiration date and how long they’ve been inactive. When you reach out to these home sellers, discuss with them what the market currently looks like versus what it looked like when they previously tried to list — and be sure to inspire confidence in the homeseller that you’re the right agent who can make the sale.
Sending out “Just Sold” postcards is a standard print marketing tactic for real estate agents to demonstrate their ability to make sales in a local market and gain more leads. These postcards often include addresses of local listings that the agent just sold and sometimes even the prices for which they sold (depending on the state in which the sale took place). The idea here is that when prospective leads see that their neighbors are listing their homes for a certain price point, they may feel more motivated to list their own homes with that same capable agent.
However, the magic is the story you paint to market those sold homes. Rather than just listing many local addresses with their sale prices on a postcard, agents should instead consider telling a story. You could, for example, explain how neighbors John and Jane sold their home, why they sold it, and how much you ended up selling the home for (especially if it was above initial list price). You can also feature testimonials from the homeowners themselves, a great thing to include if you went above and beyond throughout the course of the transaction.
Likewise, adding a unique QR code to your postcards can make it easier for your prospective leads to reach out and get in touch with you. Tell a compelling story that helps potential clients envision themselves listing with you. Meanwhile, you’ll get the most out of your “sold” postcards if you’re using them in conjunction with other marketing strategies and a quality direct mail marketing company to help you create them.
From reaching out to “old expired” leads to rethinking the language on your real estate postcards, there are a lot of different strategies you can implement to get more listings as a real estate agent. Remember, the key is to always work smarter, not harder.
REAL Marketing is here to help you dominate your local neighborhood and build your brand as the community’s trusted, go-to real estate agent.
We offer a wide range of print marketing services, including direct mail postcards, custom property brochures, and more. With more than 25 years of experience, we can help you build your real estate business by providing quality direct mail marketing materials that will outshine the other agents in your market.
Reach out today to our experienced and knowledgeable team to learn more about what we can do for you.
This will be completely turnkey for you. This means you’ll only need to approve the initial design and first mailing! Each month after that these will be prepared with new data and sent for you at the same time every month.
BECOME THE DOMINANT FORCE in your community. By presenting homeowners with quality and relevant information, we position you as the hyper-local expert. The impact is immediate — your marketing and professionalism showcased.
Whether you are just starting out or have an established brand, the Personal Sphere is a great piece to maintain your personal connection to clients, friends, and family. Our Personal Spheres can be selected as a one-time mailing or be developed as a year-long marketing campaign.