How To Get More Real Estate Listings In 2024 [NO COLD CALLING]

1. Network Strategically and Ask for Referrals

Don’t underestimate the power of networking and word-of-mouth referrals. Building a referral base may seem basic, but it remains one of the most reliable ways to grow your business. Many agents overlook this simple yet effective method by not timing their referral requests right. Ask for referrals or testimonials during the transaction – particularly once a client goes under contract or is thrilled with a deal. When clients feel positive about their experience, they’re more likely to recommend you to others.

Consider hosting appreciation events for past clients, where you can reconnect with them and remind them of the excellent service you provided. These events don’t have to be extravagant; they just need to show that you value your relationship beyond the transaction. Additionally, keeping in touch with clients by sending birthday or anniversary cards can reinforce this connection over time.

Also, find opportunities to connect with people in the community by attending local events, joining clubs, or finding social spaces where you can build relationships without pushing your services. When you’re genuinely interested in the people around you, it often leads to organic referrals. Remember, relationships build loyalty, and that is worth more than any paid ad campaign.

2. Build a Strong Online Presence

Having a powerful online presence is essential. Real estate buyers and sellers start their searches online, which means you need to be visible and active on digital platforms. One of the most effective ways to do this is through Google Business Profile (GBP). When your GBP is optimized, you have a better chance of showing up in local searches. This is a cost-effective way to get in front of potential clients when they’re searching for services in your area. For a step-by-step guide on optimizing your GBP, check out my online course or watch my free YouTube videos on this topic.

Beyond GBP, creating a strong presence on social media is a must. Use platforms like Facebook, Instagram, and YouTube to share valuable content, highlight local events, and establish yourself as an expert in your area. Paid advertising, such as Facebook ads, can also help attract buyers who may need to sell their current home before buying. A client’s journey often begins with a search for a new home before they’re ready to list their old one, so capturing buyers can lead to seller opportunities down the line.

3. Modernize Your Farming Techniques

Farming remains a powerful tool in real estate – but modernize it to maximize your reach. Traditional farming involves focusing on a specific area or neighborhood, but today’s tech-savvy agent can do even more. In my podcast, I discussed how top-producing agents have taken traditional farming and amplified it by using social media. Start by creating a Facebook group or page dedicated to your neighborhood. Use it to promote local events, share community news, and offer value without hard-selling your services.

In addition to online groups, consider creating useful content specific to your area, like blog posts on local events or neighborhood highlights. If someone in a group asks about family-friendly activities, for example, share a link to a blog post on your site that covers that topic. Over time, your presence will help establish you as the go-to expert in your area.

One agent I know even created a Facebook page specifically for her neighborhood and held seasonal giveaways, like pumpkins for a carving contest, which built goodwill and positioned her as a community-oriented agent. She also put a sign in her yard indicating that she was the “local neighborhood realtor,” which led to increased visibility and recognition.

4. Host Open Houses and Attend Local Events

Open houses and local events provide prime opportunities to meet potential sellers and buyers. Yes, open houses traditionally attract buyers, but don’t discount them as a source of listing leads. Many visitors at open houses have properties they need to sell before buying. You can easily ask prospective buyers at the open house if they need to sell their current home, opening the door for you to become their listing agent.

Additionally, participating in local events or hosting your own community events allows you to engage with people in your area. Sponsor a local sports team or set up a booth at a community fair. These in-person interactions build trust and rapport and can often lead to future listing opportunities as people start to recognize your name and associate it with someone actively involved in their community.

5. Offer Webinars and Workshops

Educational webinars and workshops help you reach people who are serious about learning and ready to take action. Hosting webinars on topics like “How to Sell Your Home” or “Real Estate Investing 101” allows you to provide value, position yourself as an expert, and capture leads through event registrations. If you record these sessions, they can serve as evergreen content on platforms like YouTube or on your website, continually attracting leads even after the event has ended.

Consider topics like selling a home by owner (FSBO) or navigating the home-buying process as a first-time buyer. These sessions not only educate but also help you build rapport with participants, many of whom may choose to work with you after realizing how much value you offer. Add a call to action at the end of each webinar, encouraging attendees to reach out for a personalized consultation.