Let’s face it, if you’re active in the world of real estate, then the chances are you’re constantly looking for ways to get more listings. For a realty agent, more listings mean more commissions, and more profits to put in your pocket.
The only problem is, many of the experts in the home-selling market are still stuck in the past when it comes to interacting with and nurturing their prospective customers. Instead of building reliable relationships for the age of customer experience, they’re simply sticking to the same old cold-calling tactics that annoyed and frustrated their clients from years-gone-by.
In today’s article, we’re going to take the first step in helping real estate agents to evolve for 2018. A new year means a new chance to build your brand, and if you follow the advice we offer in this post, and check out some new real estate prospecting ideas, you might just find that you end up making a serious amount of money.
Let’s get started.
How to Get Listings: The Problem with the “Old” Way
In the past, the only real way to get listings was to wait for someone to come to you, or cold-call everyone you could find on a huge list of potential prospects. As you might imagine, that meant a lot of wasted time and energy from agents speaking to customers who had absolutely no intention of selling their home.
As time passed by, of course, we encountered a few new options that could generate better chances of success, for instance:
- Targeting Divorcees: Around 31% of people going through a divorce will list their homes within a year of their marriage ending. This could be a huge opportunity for real estate agents, who could potentially get two new customers out of any divorce.
- Inherited homes: Over 1 million people inherit a new property every year. This is a great opportunity for agents who want to tap into the possibilities that arise when homes change hands.
- Sending Letters to the FSBO: Like cold-calling, sending letters basically involves reaching out to customers who might want to do business with you. Since you need to make about 12 different types of contact with a client before they do business with you, the more points of communication you can initiate, the better.
- Access Vacant Homes: According to the Census Bureau, there are potentially millions of vacant homes out there just waiting for a buyer. If you can access the opportunities of an uninhabited home, then your real-estate agency can start to grow.
- Considering property taxes: By speaking to the county clerk, you can research homes that might be falling behind in paying their property taxes. This allows you to find even more people who may be willing to sell.
While all of these techniques have their value in the right circumstances – they’re not exactly the strategies of sales masterminds. These “outbound” marketing efforts all require you, the real estate agent, to push for sales, rather than drawing new customers to your door. Today, if you want to know how to get real estate listings, or you simply want to become better at business, then you need to start taking the “inbound” approach to marketing.
Inbound marketing is all about entertaining, engaging, and informing your audience, so that they come to you.
Imagine you were a would-be seller looking for a simple way to unload a new property into the market. What would you do? The answer for most people would be to go online and type a few searches into Google. Suddenly, you start to see individual agent websites popping up, not only with information about how you can sell your property but tips on how to make the process go smoothly.
Maybe you start reading some of the blogs posted by different real estate agents in your area, and the more you read, the more you begin to trust one company over another. That’s what today’s real estate prospecting ideas are all about. You’re not just shouting into a void and hoping that someone will shout back. Instead, you’re taking a targeted approach to attracting the right customers to your brand.
The New Home for Real Estate Agents: Going Online
So, how do you get started with inbound marketing?
Instead of spending all your time brainstorming about how to get more listings, think about how you can deliver more value to your customers with your online presence. There are plenty of benefits to getting online, but the first thing you’ll need to do, is create your real estate website:
Building the Website
When you’re creating your website, you’ll want to make sure that you’ve chosen a stunning, and professional design. There’s nothing less trustworthy than a poorly-designed website. Make sure that your customers know how to find information that they need on your website, from details on how to get in touch with you, to data about the latest listings.
You’ll also want to focus on creating content that’s carefully suited to the needs of local customers. One of the best ways to do this is to create neighborhood pages where you can not only produce listings, but you can also share blogs about what to look for in specific homes and so on. This will help you to build your SEO ranking – something we’ll look at in a few moments.
Capturing and Nurturing your Real Estate Prospects
Another thing you’ll need to think about when figuring out how to get listings online is how you’re going to capture, and nurture leads for your business. This simply means not only creating content that’s likely to draw more people to your website but also taking steps to push them into getting touch with you so that they can list their home on your website.
For instance, you might write a blog post that encourages someone to find out more on what you can do for them in regard to home sales, but how can you make sure that they do what you want when they finish reading? That’s where newsletter subscriptions, call-to-action buttons, and landing pages come in handy.
With the right online strategy, you can begin to build an almost unlimited list of potential prospects to speak to whenever you need to build your business.
When it comes to real estate prospecting ideas, getting online could be the easiest way to expand your reach to astronomical levels. Most of the time, when you’re wondering how to get real estate listings, you’re looking for ways to connect with just a few people at a time. When you’re online, you can target campaigns specifically to reach out to people in target areas that might be looking to sell.
In fact, if you can get involved with social media channels, your advertising opportunities become even more significant. For instance, on Facebook, you can create look-alike audiences based on your existing customers that help you to find new leads. You can even target the people your advertisement is shown to according to things like whether they just got divorced, or married.
Why Content is Key to the Real Estate Journey
If you learned anything from the section above, it should have been that discovering how to get house listings in today’s modern era starts and ends with online content. Whether it’s the advertisements you use on social media to attract people to your company, the content you write on your website or the information you share to nurture prospects, everything comes down to what you create online.
While selling is the ultimate job of the real estate agent, most experts in this space simply haven’t figured out what it takes to sell themselves using non-traditional forms of marketing. Despite this, statistics constantly show that content plans are crucial to real estate success.
In fact, Google searches for terms related to real estate have increased by 253% in the last four years.
So, what do you need to know about content when it comes to real estate prospecting ideas?
A Great Blog is Key
Blogs give websites up to 97% more indexed links, and 434% more indexed pages. People actively use the internet to guide them through the buying and selling process. By creating a blog that answers the questions your leads are asking, you can eventually draw more traffic, and prospects for your business.
Strong Presence Boosts Conversions
Did you know that that website conversion rates are 6 times higher for people who take part in content marketing? Most realtors aren’t thinking about content production when they’re wondering how to get more listings. However, the stats prove that content marketing can help you to generate way more interest than you might think. It makes sense to create a web presence that sets you apart from the crowd.
Content Creates Relationships
60% of customers feel more comfortable with a company after they’ve read some custom content on their website. Around 39% of all new buyers are unaffiliated with any other real estate agent, and if you can transform someone into your client, it’s likely that they’ll stick with you for the long-term. Since people naturally feel more attuned to marketers that share content online, it makes sense that a blog or article would help you to make more sales.
Content Establishes Credibility
As well as strengthening your relationship with your customers, content is also essential to helping you to build your credibility as a real estate agent too. According to a poll by Trulia, the most important thing for a person choosing a real estate agent, is the presence of credibility and honesty. Creating content allows you to show your stripes as a brand, and give your customers an insight into what you’re all about. Additionally, when you post blogs and other forms of information, you also convince your clients that you care about keeping them informed.
The Strength of SEO
Of course, in any conversation about content marketing, it’s hard not to draw at least some attention to the power of SEO. 90% of homebuyers use the internet to search for information during a home hunt. Since content creation is the ultimate way to improve your ranking in the online world, the more you produce, the more likely it is that your customers will find you.
Ultimately, if a little extra marketing scares you, it’s worth keeping in mind that the most successful real estate agents spend around $10,000 a year on marketing, but they also earn about $100,9000 back too. Just like a good home, if you want to know how to get real estate listings and boost your sales online, content marketing is a great investment.
Selling More by Going Social
Of course, there’s more to being online than just creating content. While having a website, posting blogs, and improving your online presence are all key aspects when it comes to figuring out how to get more listings, you should also be considering your social strategy too.
After all, today’s online social channels are more popular than ever, as countless numbers of people spend more time sharing their thoughts and feelings on everything from Twitter to Facebook. As a real estate agent, there are countless opportunities out there for you if you want to benefit from inexpensive, wide-ranging opportunities to harness new listings.
With social media, you can:
- Directly build relationships with customers and clients, assessing their needs without having to meet them in person. This saves a huge amount of time and money and allows you to tailor the experience to suit your customer, and gather information for when you do eventually meet face-to-face.
- Share your opening and closing times, so that people know exactly how and when they can get in touch with you when they need more information on how you can help them sell your house. This reduces the risk that your potential clients will go to your competitors instead.
- Target your ideal market with carefully-structured marketing and advertisement opportunities, so you can stop wasting time and money on campaigns that aren’t specifically suited to the right customers.
Social media also has incredible power when it comes to building your online reputation. While what people think about your company might not be top of mind when you’re looking for real estate prospecting ideas, it’s worth remembering that buying and selling homes is a very emotional process for most customers. If you want your clients to trust you well enough to give you their business, then you need to convince them that you’re worth the effort.
Before you make any post, remember to think about how you’re delivering value with your content. If you can bring your social and content marketing strategies together, then you could create the ultimate online presence for your real estate business.
It’s Time for Something New
Now that we’re officially entering 2018, it’s time to make a change to the way you market your real estate business. While the old-fashioned real estate prospecting ideas might work in some cases, the truth is that they don’t have the power, or reach that they once had.
If you want to know how to get real estate listings that really make a difference to your business, then the first thing you need to do, is figure out how you’re going to start building your opportunities online.
Start with a website, then build your name with content and social media channels. You’ll find that the more value you share with your customers, the more you benefit from their loyalty, and their increased interest. In no time, you’ll end up with more listings, more sales, and more opportunities to get ahead of the competition.