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Real Estate Marketing Ideas: 4 Ways to Get More Seller Leads

Posted by Jessica Schweppe

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Apr 30, 2015 7:00:00 AM

Editor's note: This blog was originally published in July of 2014. It has been updated for accuracy and comprehensiveness. 

If you’ve been in the business for a while, you’re probably well aware that there are some key benefits to working with real estate seller leads.

  • You have more control over your time
  • You can take on more clients at a time
  • You have the opportunity to represent both sides of the deal
  • Bidding wars in a low inventory market can mean higher commissions

for_sale_computer

The 2014 NAR Profile of Homebuyers and Sellers states that 64% of all sellers work with their prior agent or they are referred to an agent (up 3% from 2012). The takeaways from this statistic are twofold:

  1. Referrals are incredibly important as they represent a huge opportunity for new business
  2. 39% of sellers are going through other channels to find an agent (for example, 4% of sellers found their agent on a real estate website, 4% met an agent at an open house, etc). which means that there are plenty of additional real estate marketing avenues to explore when it comes to attracting new seller leads.

Not surprisingly, highly coveted seller leads can be difficult to come by, but we can help.

Try these 4 proven seller lead gen real estate marketing ideas: 

In this article we’ll present you with four real estate marketing ideas to help you capitalize on these opportunities and get more seller leads. 

    1. Leverage Your Buyers
      To generate solid referrals, strike while the iron is hot! After you hand over the keys, show your buyers you appreciate them and provide great follow-up to help solicit referrals.

        • Offer your buyers a small congratulatory closing gift (and be creative!)

        • Include a small stack of your business cards and ask your buyers to share them with anyone who may be in need of an agent

        • Since closing is a hectic time, follow up with your buyers in a week to thank them again - and remind them that you’d love any referrals

      Referrals from past clients may not guarantee you seller leads, but this is a great way to open that channel with minimal effort.

    2. Go After For Sale By Owner (FSBO) Listings
      90% of sellers who attempt to sell their own property aren’t able to complete the transaction. This is typically due to some combination of inexperience, limited resources, poor marketing and overpricing.

      Trying to sell a home is extremely stressful, especially when you don’t have a background in real estate – presenting a great opportunity for you to come in and save the day! Look up FSBO listings on Craigslist and reach out to offer your services – perhaps a free consultation – to take full advantage of this technique.

      Use our free, customizable listing presentation template to help seal the deal:
      Download Your Listing Presentation Template!
    3. Contact Sellers with Expired Listings
      Why do listings expire? Much like we discussed with FSBO properties, it’s typically because the expired listing is overpriced or is not being marketed well. Once again, you have the opportunity to step in and save the day.

      In contrast to the FSBO method, you’ll need to rely on your MLS to pull a list of expired listings. Sellers with expired listings may already be working with another agent – but considering that the listing is still on the market and unsold, they may be motivated to explore all options.

      Reach out to the seller to let them know that you can help them with their stalled listing. Come up with a game plan on how you will generate exposure for the listing. If the plan is good and pricing is in line with expectations, you may well find yourself representing the seller moving forward!


    4. Search for Leads on Facebook
      Facebook has done a lot to improve their search functionality – specifically in building out the detail with which you can search for people, places and things from your profile page. Did you know that you’re able to look up keywords and locations in the search box at the top of your Facebook profile? Give it a try! If you type in your city along with a few keywords associated with selling a home – things like packing, house hunting or moving – you may very well find individuals in your extended network who could qualify as seller leads.

      Want to give it a try?
      Download our free Facebook Graph Search How-To Guide for complete instructions.

      (PRO TIP: To source buyer leads, you can also look up things on Facebook like ‘recently engaged’ or ‘recently married’ – two key life events that can signal that a couple is getting ready to purchase their first home.)

Which techniques work best for you? Let us know in the comments.


Prefer to leave seller lead generation to the pros?

Learn More About Zurple's Facebook Seller Lead Generation Program

Topics: Lead Gen & Engagement

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