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4 Fresh Ideas for Winning the Listing
By Alexis Petersen
Being a real estate professional is competitive, and it can take thinking outside the box to stand out and get listings. While there are common methods to winning business, there is no set rulebook of tactics when it comes to real estate. Thinking creatively opens the door for your expertise and overall appeal as a real estate agent to shine, effectively earning you the business you deserve.
 
4 Ways to Get Real Estate Listings
Here's how to go the extra mile to earn more business.
 
1. Sweeten the deal.
When putting together a pre-listing package, pay close attention to detail. The little extras can be the final push you need to seal the deal and get real estate listings. Here are some suggestions of final touches to bring your pitch to fruition:
  • Offer to pay for a full deep-clean of their property before showings commence.
  • Offer a free staging service.
  • Let clients know you'll cover the cost of a hotel stay on the weekend of a major open house you plan to hold.
  • Coordinate free services such as Salvation Army furniture pick-up.
  • Include minor home repair, like repainting a room, for free.
  • Use your owned media channels to heavily advertise the property until it sells.
  • Offer to organize and host a party to advertise the listing of the property. 
2. Host an event and invite local guests to attend.
Hosting an event is a great way to meet people in your local real estate region as you strive to get real estate listings. If prospective customers see how flawlessly you execute your event, that could translate into a positive perception of your work ethic and ability to host successful open houses.
 
Here are some different kinds of events you could host:
  • Cocktail party
  • Community picnic
  • Industry mixer
  • Coffeehouse meet-and-greet 
When formulating an invite list, consider inviting both prospective clients and other industry professionals to form lasting relationships.
 
3. Use your social media following.
If you have strong social media channels, make sure you're using them to their full potential. Try posting images of your previous work on Instagram or Twitter and adding relevant hashtags. Follow local business people and community leaders, and comment small yet succinct phrases. This way, when people in your area go to list a property, you will come to mind as the most prominent and trustworthy REALTOR®. An example of a positive comment you could leave on a local social media page could be: "Loved visiting your store! Let me know if you'd ever like to move to a bigger space. I'd be happy to work together."
 
4. Reconnect with previous clients.
According to a 2007 Census Survey, the average American will move about 11.7 times in their lifetime. Because of this, past clients could be a great asset when it comes to getting new listings. Go through your past work and send letters out to former clients thanking them for their business. If you include personal details and let them know you'd be interested in listing their current property, they might surprise you and get in touch to work up a contract.
 
Keep in mind, handwritten notes on stationary are harder to ignore than a generic, computer-typed note.
 
How to Ace an In-Person Meeting With Clients
Once you go the extra mile to find potential clients, it's worth it to take all the necessary steps to lock in the business and get real estate listings confirmed. Here are some tips to ensure that you impress the client once you get in the door:
 
1. Arrive on time.
It might go without saying but arriving on time is a must for any business meeting. In real estate especially, being on time to someone's home shows that you respect their time and value them as clients. Consider giving yourself extra time in order to check out a local coffee shop before your meeting. It offers a great conversation-starter and shows that you care about the surrounding community.
 
2. Dress to impress.
You can base what you wear to a client meeting off of the kind of property you're looking to list. You can make your appearance a little more casual if that fits the demographic of the person looking to list the property. When in doubt, wearing a more formal outfit is a good default option.
 
3. Present a powerful pre-listing package.
There are a lot of articles online that give helpful advice for putting together an unforgettable pre-listing package. Since you leave it behind with the potential clients, a powerful pre-listing package is a great opportunity to make a lasting impression.
 
4. Do your research.
Having knowledge of the area in which you're hoping to sell is a given, but researching the clients as much as possible before entering the meeting is a great idea, as well. These days a simple social media search can bring up a lot of information and could give you valuable insight into a client. Take note of any information you can find, from their alma mater to their favorite sports teams, as it could come in handy later.
 
5. Add personal touches to your pitch.
As we mentioned earlier, personalizing your pitch as much as possible is always a great idea. You can even slap a nice-looking name tag on the front of the pre-listing package. When it comes to personal touches, the possibilities are endless.
 
6. Follow up afterward.
Clients usually appreciate a text, call or email after a meeting. Doing so emphasizes your work ethic and reminds clients that you will treat potential buyers for their listing the same way.
 
Now that you know how to find a listing, ace your in-person meeting and lock in the deal, you're ready to get started! Remember to think outside the box when it comes to finding new real estate listings. Creativity could end up being your greatest asset.
 
Alexis Petersen is the director of Content at Real Estate Express, a national leader in online learning for pre-licensing, continuing education and professional development. For the last six years she has been educating real estate professionals on how to successfully launch and advance their career. She's also a seasoned marketing veteran, with nearly 15 years of experience.

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