Struggling to get listings in your market? You’re not alone.
The truth is, the only thing holding back many willing and able sellers is just plain old hesitancy.
And while there isn’t a snap-your-fingers solution to today’s inventory shortage, there are simple steps you can take to get more clients.
Recent data from Realtor.com found that today’s housing market has almost half of what we usually see this time of year. It also means that although there’s 50% less inventory, you’re probably going to have to work twice as hard to beat out your competition and get the listing.
The best and easiest way to do that is to educate the seller every step of the way. And if you want them to really trust you, you have to back it up with facts, data, and insights.
When you do that, you’ll get listings. Here’s how to pull it off.
Personalize Your Prospecting
Whether you’re a seasoned real estate agent or new to the industry, prospecting for leads, and in turn listings, is the same game.
For agents, there are two types of prospecting: active and passive, and they both have their advantages.
Today’s sellers have a lot of questions. Remember that hesitancy we talked about? It’s still very much impacting their decisions. A recent survey found that 1 in 4 people still believe home prices will depreciate.
That makes your active and passive prospecting great places to combat any market anxiety with cold hard facts.
Here are a couple of good places to start:
Fill your social media feed with expert quotes & market insights
Use local hashtags to reach new people
Create videos for social media & email that highlight hot real estate topics
Restructure and refine your email follow-up campaigns
It may not seem like a lot but sometimes the smallest tweak can make the biggest difference. Having a successful prospecting strategy means offering a little bit of everything.
Don’t Underestimate Your Listing Presentation
If you’ve made it to the Listing Presentation stage of the sales process, you’re 30 minutes away from securing the sale.
Therefore, take a long hard look at yours and ask yourself these questions:
Does it start and end strong?
Is it focused on the sellers needs?
Does it explain your value?
Does it develop trust?
If you answered no to any of these questions, it’s time for a listing presentation refresh. And we have just the thing to help you do that.
With our ready-to-go Listing Presentation you get a professionally designed template that’s packed with the latest insights. That way you have the knowledge and materials you need to win this season. Get your free template today.
Enhance Your Lead Follow-Up
People make purchases based mostly on one factor: value.
Now value doesn’t mean commission. It means what you bring to that listing presentation table.
So, when you’re selling yourself to potential clients, ask yourself this: what do you offer that’s bigger and better than what other agents are offering?
Your lead follow-up is the KEY place to do this. Sending the standard “Still thinking of selling?” email won’t do the trick.
But if you send an email filled with relevant real estate articles, a Seller Guide and market data or insights, you are proving your expertise, and therefore providing value.
Every step of your lead follow-up should answer this question: How can I (as a real estate agent) help you? And beyond that, how can I help you better than every other real estate agent in the area?
This is where data and market insights become your best friend. People trust credible sources. They trust news articles, charts, and graphs. They don’t need to hear what you think about where the market is headed. They need to hear what experts predict is going to happen in the market.
From your prospecting to your lead follow-up and listing presentation, every step of your customer journey should be filled with hard data and market insights.
This not only provides value, it establishes trust, and that’s the most important commodity a real estate agent can offer.
The key to getting sellers to list comes down to confidence.
There’s been a lot of confusion about what’s happening in the market. By filling your lead prospecting and follow-up with real estate insights, you can not only help potential sellers trust the market, but also your expertise as an agent.
The best place to tackle this is in your sales strategy. Whether it’s social media posts, your emails or listing presentation, you can use your marketing to boost confidence in sellers and get more listings today.