Finding sales listings is one of the real estate agents' most essential and challenging tasks. In today's podcast, we share some strategies you can apply to your prospecting processes for new listings, particularly sales activity.
You cannot generate leads, show properties, or close deals without listings. But how can you find listings in a competitive and saturated market? Here are some ideas that might help you:
- Ask for referrals. One of the best ways to find listings is to ask your past and current clients for referrals. People who have worked with you and trust you are more likely to recommend you to their associates looking to sell their commercial properties. You can also offer incentives or rewards for referrals, such as gift cards, discounts, or free services.
- Use social media. Social media is a powerful tool for marketing yourself and your listings. You can use platforms like Facebook, Instagram, Twitter, or LinkedIn to share your listings, showcase your expertise, and connect with potential sellers. You can also join groups, forums, or communities related to real estate in your area and offer value and advice to the members.
- Network with other professionals. Another way to find listings is to network with other professionals who have access to potential sellers. For example, you can partner with attorneys, accountants, contractors, or building inspectors who might know people going through a divorce, bankruptcy, foreclosure, or renovation and need to sell their commercial or retail investment property. You can also attend events, seminars, or workshops related to real estate and meet new contacts.
- Prospect expired listings. Expired listings are properties that have been on the market for a long time and have not sold. These sellers might be frustrated, disappointed, or desperate and might be open to working with a new agent who can offer a fresh perspective and a better strategy. You can use tools like MLS or Zillow to find expired listings in your area and contact the owners with a compelling pitch or marketing strategy.
- Farm your niche. Farming your niche means focusing on a specific segment of the market that you are familiar with and can serve well. For example, you might specialise in shopping centres, industrial warehouses, office buildings, bulky goods retail, or development sites. By farming your niche, you can establish yourself as an authority and attract more listings from sellers looking for an expert in their field.
