How do I get listings when my sphere is mostly buyers and renters?

Asked by Andy Ogorzaly, Chicago, IL Fri Aug 3, 2012

Should I do niche marketing, cold call cancelled/expireds, etc?

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Michael Cheng, Agent, San Jose, CA
Sat Aug 4, 2012
Since we're in a seller's market, those clients are the easiest to get. Getting listings has always been harder and depended on one key factor: good relationships. So, if you don't have listings now, go out and build some relationships.

Or, if you can try the dumb money approach: go spend a ton of money on ads and hope that you catch an interested seller.
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2 votes
You're very welcome. With the second half of the year packed with holidays, you have many opportunities to pick up listings for next year.
Flag Mon Aug 6, 2012
That's very insightful. Thanks!
Flag Sat Aug 4, 2012
Judi Monday,…, Agent, Green Valley, AZ
Sat Aug 4, 2012
Pick one or two neighborhoods that you want to target and begin farming them. Direct mail is a great way to get your name out there but it must be effective (why should they choose to work with you) and have a call to action. Blog about those neighborhoods and let the residents know you are looking for stories to add to your blog.
1 vote
Don Tepper, Agent, Burke, VA
Sat Aug 4, 2012
Consistent marketing--postcards and occasional letters--to specific targeted neighborhoods is often effective.

One other thing: Leverage your strengths with buyers and renters. With buyers, stay in contact with all your buyers. They've bought, right? Well, one day (statistically, it's probably about 7 years, but that means many sell earlier) they'll want to sell. And you already have an "in." They already know and presumably like and trust you. Use that to get listings.

And the renters are an absolute goldmine. Many/most renters some day will buy. Stay in contact with renters you've placed. Remind them that if and when they decide to buy, you can help them. And here's another tip for coming up with renters. Go into your MLS and pull up properties that were rented 7 months ago, 19 months ago, and 31 months ago. Experiment with the time frame a bit. But someone who rented 7 months ago is having an expired lease in 5 months. That means they'll soon be deciding whether to renew their current lease, find a new place to rent or . . . purchase a place. That's the same cycle for 19 and 31 months. Then try regular mailings to those people every 4 weeks or so.

Hope that helps.
1 vote
John Souerbry, Agent, Fairfield, CA
Sat Aug 4, 2012
I support mandatory prison sentences for agents who cold call ANYONE, not just the numbers on the Do Not Call list.
Recommend direct mail, community outreach activities (volunteering), and contacting other professionals for referrals (divorce attorneys, financial planners, etc.).
1 vote
Akil Walker, Agent, Upper Marlboro, MD
Sat Aug 4, 2012
Hello Andy,

Eventually, your buyers become sellers. you can also market to potential FSBO as a buyer agent to possibly get them to list with you. also, send out postcards for recent transactions you have had in the various developments, which may lead to somene potentially wanting to sell.

Good luck
0 votes
Annette Law…, Agent, Palm Harbor, FL
Sat Aug 4, 2012
1st, you would be well advised to ignore any instruction telling you what not to do.
Every single approach can succeed if the audience is known and your message is in alignment.

What is best for your situation depends solely on the opportunities that exist in your area and what assets you have created. SO WHAT DO YOU HAVE THAT ANYONE WOULD GIVE A WHIT ABOUT?

Every citizen makes FIVE important decisions every year. Wrap you headline around one of those decisions. 40% of the population who sees your headline(s)will be a homeowner concerned with selling their home, OR KNOW SOMEONE WHO IS.

THERE IS NO WRONG WAY. There are only ways you choose to handicap yourself. It is the long list of IDWDT that others would willingly impose on you wrapped neatly in "don't disturb me," "That SOOOOOooooooo unprofessional" and may favorite, "Raise the bar" babble that you must guard against.

Now, here is another reality. That which you receive freely is seen of little value. That for which you must pay will be tended to by you with greater diligence. If you want real actionable data, you need only look at the myriad or resources available through your brokerage or any number of books full of ideas. The only limitation is the false barriers you construct around yourself.

But you already know of of this didn't you?

Best of success to you,
Annette Lawrence, Broker/Associate
Remax Realtec Group
Chat real estate on:
0 votes
Scott Hulen, , 64068
Sat Aug 4, 2012
I prefer direct mail with a targeted approach to upper middle income areas (our area of the country 300-500k) of about 500-1000 homes. This direct mail campaign should not be a 1 shot wonder but have a strategy and commitment of mailings once a month for a six month period. You can offer a fixed cost marketing plan for listing homes in a specific neighborhood to attract attention, give monthly updates on the status & prices of sold homes in the area or simply introduce yourself as the marketing expert for the area. The trick with direct mail is repetition, and staying on message. The cost for a campaign which I describe is about 1200-2400 depending on your ability and skills at design & negotiation. Post offices in our area have specific routes which they will deliver to thus you can save money by working with them directly. Good Luck!
0 votes
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