If you are in real estate, this can be one of the most frequent thoughts that comes to mind, where is my next listing coming from?
If you have been in real estate for some time, it is easy to forget how you started out - you would have had boundless energy and there would have been no stone left unturned.
Over time, you may have let your prospecting activities slide, which is completely understandable. You may have become time poor, because you have been caught up in other areas of your business, or your enthusiasm may have waned.
Now is the time check your get back on track. Check the below lead source list and tick the boxes to make sure you are exhausting every avenue to give yourself the best opportunity to list and sell more homes.
In this article, I would like to share a short lead source shopping list with activities you may have forgotten. I am sure this will refresh your memory or, if you are an agent just starting out, give you the ammunition to go full steam ahead.
Your lead source shopping list:
1. Vendor referral sites This may not be your ideal listing, because you will be giving away a fair chunk of your commission, however this is an easy lead and you should be able to nail it. Take into account this kind of lead is handed to you on a silver platter.
2. Vendor Advocates Do you know the vendor advocates in your area, have you built a relationship with them? If they are good at what they do, they will bring you opportunities. Again, for a price, however one listing can lead to another and any way you can get some runs on the board, if stock is low is worth looking in to.
3. Expired Listings In the current property market, homes are not moving as quickly as they did in recent years. Vendors are still awaiting that perfect price, based on an appraisal held months ago, or the previous year, which is no longer realistic. Keep your eye out for any expired listings, and approach the owner, they may be ready for a fresh approach.
4. For Sale By Owner You will often see a property listed by an owner pop up in your area. They may not realise how difficult it can be to sell your own home. I know many top real estate agents who have handed over the sale of their home to another agent. Approach them in the right manner, and that listing may become your own. How good are they at negotiating? That should be the main question.
5. Leased Properties There is nothing worse than a call that says one of your leased properties is begin sold by another agency. If you have not approached all of your landlords personally, to check where they are at, now is a good time. Offer them an appraisal and promise little disruption to the tenants. If they are looking to sell in the future, you do not want them to be approached by another agency.
6. Neighbours Over the next year, you can bet 2-5 properties will be listed in a short vicinity of your home. Have you approached your neighbours and introduced yourself, do they know what you can do and that you can help with any of their real estate needs. This activity definitely needs to be ticked off the list if you do not like the thought of driving past other agents sign boards in your area. What can you share with your neighbours that they will keep? A shopping list notepad?
7. Third party suppliers If you have not built a list of partnerships with local service providers, now is the time to begin. The last thing you want, is your clients sourcing their own cleaners and painters, etc. The more service you can provide, the more chance you have of being referred by them in the future, as well as being refereed by the third party suppliers that you are passing on genuine leads to. Ensure all of your relationships are mutually beneficial.
Have any of these activities prompted you to act? Will you be adding some new tasks to your to do list?
Please feel free to request access to my Positive Prospecting Facebook Group here, where we share helpful ideas, tips and strategies to help you increase engagement and inspire you along the way.
Julia Dyer, creative marketing strategist, and social change influencer is here to help ‘star quality’ real estate agents prospect more effectively so they can list and sell more homes. She is the author of Positive Prospecting - 7 steps to attract new enquiry and become the agent of choice more often.