Tag: real estate

Using social media in your real estate business is a must if you want more listings. Agents who effectively use social media get more leads, go on more appointments, and close more deals. It’s one of the best ways to stay top of mind with your audience while seamlessly generating leads for future business. But a lot of agents get stuck on what to post. So whether you’re just starting out on social media, or are looking to grow on what you have, use these social media post ideas to get more business.

29 Social Media Post Ideas for Real Estate Agents

10 Facebook and Instagram Post Ideas
6 Instagram Reel Ideas
7 Facebook and Instagram Story Ideas
3 Facebook and Instagram Live Ideas
3 Instagram Guide Ideas

10 Facebook and Instagram Post Ideas

1. Post New Listings and Properties

On visual platforms like Instagram and Facebook, you’ll want to have eye-catching and impressive visual content. Keep your followers engaged and up to date on what you’re currently working on by showing your listings!

2. Share Local Favorites

Your local followers will love to know what you like, dislike, and swear by because, as the local expert, you must have some great recommendations, right? So, bring your followers on your adventures around the city and show them your favorite places.

3. Show Off Testimonials

Testimonials are a powerful way to build credibility with your followers. Whether you grab them from your website, through email, word of mouth, Google, etc. be sure to post them regularly to show that you’re good at what you do. 

4. Celebrate Accomplishments

Whether you win an award, achieve a certain goal, or your brokerage hits a milestone, posting these accomplishments on social media can help show your followers that you’re not just an average agent.

5. Post About Yourself

No one on social media only wants to see pictures of houses. Show there’s more to you than just your career! Don’t be afraid to share your hobbies, family photos, and interests! The more people get to know you, the more likely they are to hire you as their agent.

6. Educate with Market Tips

You have a lot of expertise and knowledge about the market that your followers are looking for. Bring value to your followers by giving them relevant updates on the market that they should be aware of. Interest rates, inventory, or median sales price are great places to start!

7. Announce Events

Next up, events! Use social media to let people know about an open house, a client appreciation event, or a neighborhood gathering. This is a great opportunity to meet locals, build your sphere of influence, and become the well-known real estate agent in your area!

8. Post Closing Pictures

There’s nothing quite like the happy face of a client who just closed on a new home! Share that excitement with your audience by posting closing pictures. Express your gratitude to your past client, and remind everyone what their lives could look like if they hired you!

9. Share Your Recommendations

Your followers need to know that you’re the expert in all things real estate. Consider posting recommendations and tips about their homes. Whether it’s how to properly spring clean, the best way to clean out gutters, or some seasonal decoration tips, share the best advice on how to keep homes clean and appealing.

10. Inspire Your Audience

Sharing inspirational quotes and messages on your feed is a great way to help inspire you and your audience. It keeps you top of mind, but also communicates that you are someone your followers can trust to be a hard worker.

6 Facebook and Instagram Reel Ideas

What are Reels?

On Instagram and Facebook, you can create short videos under 2 minutes that reach more than just the people who follow you. You can use this short time period to create videos about limitless topics for people in your area or that are interested in the topics you share.

1. Boost Popularity with Sounds or Music

Sounds on Instagram are files used as backgrounds to a video. They can be any sampled audio files taken from other videos, audio from your own videos, or music provided by Instagram. Facebook offers reels as a feature, but doesn’t offer the ability to upload any audio that isn’t a song provided by them. Get creative and see what sounds and music you can add to your reels!

2. Generate Leads with House Tours

Make reels of homes you’re trying to sell. Sell the lifestyle that comes with buying that beautiful home. Not only will people perceive you as the real estate expert, but it could bring buyers to your listings and motivate sellers to make a move.

3. Let Others Join A Day in Your Life

A great way to let others see into your life and build your reputation is to post a reel of your day as a real estate agent. Try showing snippets of your routine, shots of your listings, your daily prospecting session, and more!

4. Recreate Popular Reels to Promote Your Business

Social media thrives on trends. So recreating popular Reels that you can mold to fit your business will boost your reach and get you in front of more people. Watch what other people are doing, how well their content did, and try it out. And remember, it doesn’t have to be perfect the first time.

5. Share Quick Tips about Real Estate

Making reels about quick tips or information that buyers and sellers are interested in has the power to generate a lot of business for you. Make sure to talk about relevant market news, tips for sellers, brief informative explanations, and more!

6. Answer Frequently Asked Questions

Starting your reel with a commonly asked question will be sure to gain interest from your audience quickly. Think about the questions that buyers and sellers ask you on a daily basis and make a short reel giving the answer!

7 Facebook and Instagram Story Ideas

What are Stories?

Stories are posts on Instagram that only last for 24 hours so you can share even more valuable content than what’s on your feed. Their short shelf life allows you to share more snippets about you and your business without bombarding someone’s feed.

1. Share Real Estate Tips

Make the best use of stories by creating quick and specific tips about real estate. Whether it’s a quick note about the market, what homeowners should be doing with their homes, or any other valuable information, be sure to bring value with every post.

2. Let Others Join in a Day of Your Life

Similar to reels, you can also share your day through stories. Since stories are designed to be bite-sized and temporary, you can make shorter and condensed versions of videos you may have posted on your profile.

3. Post Your Hobbies and Interests

Add a bit more personality to your stories and involve your followers in the things you like to do! Like mentioned before, your audience wants to see more than just real estate. Let them in on the things that make you who you are!

4. Share a Snapshot of Your Hard Work

Your audience (and future clients) want to hire an agent who works hard. Don’t be shy to show you prospecting, going on listing appointments, and selling homes. They’ll see that you work hard for your clients and will want to hire you when they’re ready to sell.

5. Announce Upcoming Events

Just like sharing what events are happening in your profile posts, you can share them in your stories for multiple reminders. Post a few stories leading up to the event, and then one the day of! Only posting it to your feed doesn’t get it as much attention as multiple stories will.

6. Recycle Past Posts for More Exposure

If you made a post to your feed a while back and it’s still relevant, repost it on your story to get more people to see it! This way, you don’t have to create any new content and you optimize your past content!

7. Boost Engagement with Story Features

There are a lot of great features that you can use for your stories that you can’t elsewhere. You can create polls, ask questions, make quizzes, and more to allow your audience to engage with you. This will allow your audience to feel a part of your content and allow you to build a reputation.

3 Facebook and Instagram Live Ideas

1. Host a Q&A about You and Your Business

Going live on Facebook or Instagram is a fantastic way to get in front of your audience and sell yourself and your brand. Try hosting a live Q&A where people can ask questions about you and your business. And if you’re worried people won’t ask questions, prepare some ahead of the live.

2. Host an Enlightening Q&A about the Market

As a real estate professional, your audience will expect you to be the expert. Jump on a live Q&A where people can ask you anything about the market. Be prepared to help people understand why it’s a good time to buy or sell and how you can be the agent to help them.

3. Give Valuable Information Live

Giving your audience value for free is one of the best strategies to get more listings. Your audience will look to you for information and in turn give you their business in the future. Try going live and talking about something relevant to homeowners and real estate. A few ideas might include “What to look for in an agent,” “Why renting is costing you money,” “5 things to look for when buying a home,” and more!

3 Instagram Guide Ideas

What are Guides?

Guides are a feature in Instagram that allow you to create mini blog posts. There are three types of guides you can create: Places, Products, and Posts. Within each category, you have the option of choosing where to get your photos: Search (any public photo with the same geo location), Saved (places you’ve saved in the past), and Your Posts (all past posts with a location tag).

1. Create a Location Specific Guide

Creating a location specific guide helps people in your area find you. To create a guide like ‘The Best Townhouses in Los Angeles,” you can search Los Angeles in the search bar when creating a guide and find pictures of all posts anyone has made that have been tagged Los Angeles.

2. Organize Your Past Posts Into A Guide

Using the Posts category, you can combine your own past posts into a Guide. So whether you want to show off your listings and give a guide on how to get your home ready, or what to look for in an agent, use your own posts to grab their attention and provide value.

3. Create a How To Guide

Use your own posts to create a How To guide that can help your audience. Try creating a guide on how to find the best neighborhood. Add valuable captions that could help someone in their home search. This way, you position yourself as the expert by giving value.

Time to Get More Leads From Social!

Whether you’re just starting on social media or want to grow your following, these 29 tips are sure to gain more followers, respect, and leads. Next up is to experiment and build your brand! Remember to stay consistent and be creative! If you try the ideas in this blog, you’ll soon become a master at digital prospecting and be able to consistently generate leads from social media.

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

With more Expired Listings coming on the market every day, now is the time to call them if you want to close more listings in less time. Expireds are the hottest lead type you can call because they need a skilled agent like you to help them sell their home. Use the tips in this article to know where to find these leads and how to prospect to them effectively for endless expired opportunities.

8 Ways to List More Expired Leads in 2024

1. Get in the Shoes of an Expired Listing
2. Find the Best Expired Leads
3. Have the Right Script
4. Know Your Objection Handlers
5. Use the Right Tools
6. Run a Social Ad Campaign
7. Send a Direct Mail Campaign
8. Don’t Forget to Follow Up

1. Get in the Shoes of an Expired Listing

First things first, you need to get in the shoes of an Expired Listing and understand where they are coming from if you’re going to re-list their house. These leads are angry and they have a right to be. They wanted to sell their home, but their agent couldn’t get the job done. So odds are their plans have been halted and now they need to find a different solution.

That’s where you come in.

A lot of agents fear calling Expired Leads because they’re frustrated and hard to talk to. However, if you come from a place of empathy and understanding, you can break down the walls they’ve put up towards agents. Saying things like, “I’m sorry. This whole process must have been so frustrating” allows you to connect with the homeowner and allows them to trust you.

2. Find the Best Expired Leads

The competition for Expired Leads is tough. Many agents know that the best and quickest way to get listings is to call these leads. Which is why having the best data and most accurate contact information is crucial in beating out your competitors. With the best data and the right tools, you’ll get to the lead before other agents and have an opportunity to sell yourself as the trusted agent first.

While there are many providers that offer Expired Leads, they don’t all have the best data. For example, REDX has a researched-backed, proprietary algorithm that checks the data before it gets to you. Which is a fancy way of saying… ALL your leads and data are the best possible match for the homeowner’s information.

This means you’re more likely to get a hold of someone with the first number you dial, so you spend significantly more time talking to your future clients. By choosing a lead company that prioritizes the right leads, your prospecting session will reap significantly more results.

3. Have the Right Script

What you say on the phone to an Expired Lead could mean the difference between getting the appointment and getting hung up on. The script you use matters. And while there are a lot of different scripts from a variety of different coaches, trainers, and brokers, you need to find one that works best for you.

If you think using a script feels forced or makes you sound unnatural, don’t worry. With enough practice, you can make any script your own, while positioning yourself as the homeowner’s hero. Don’t forget to be empathetic to the homeowner’s situation. They are frustrated because another agent couldn’t get the job done. Be the agent who will.

For a more classic approach, use this Expired script from REDX:

Be sure to check out this blog with 10 more Expired scripts to choose from.

4. Know Your Objection Handlers

While a script helps you ask the right questions, you will still get objections along the way. Not to worry! With the right objection handler, you’ll be able to speak to their concerns, position yourself as the expert, and land the listing appointment.

Here are the 3 most common Expired objections and how to overcome them:

Don’t let the worry of objections get in the way of calling these hot leads! Practice your objections handlers with another agent to gain confidence in your ability to get the appointment. You’ll get the hang of it in no time.

5. Use the Right Tools

You have the best leads and scripts so now it’s time to get equipped with the right tools. If you want to make your prospecting more efficient, top-producers recommend using a dialer. Having a dialer such as the Power Dialer from REDX cuts your prospecting time in half and allows you to reach more homeowners in less time. 

Another useful tool is a lead management system like Vortex®. This allows you to keep all of your leads, notes, dispositions, and details in one place. It’s easy to let your leads fall through the cracks if you don’t have somewhere to manage it all.

The right prospecting tools help you be more efficient in your prospecting so you can spend more time talking to potential clients!

6. Run a Social Ad Campaign

While calling Expired Leads is the fastest way to get a hold of these homeowners, reaching out through different avenues could help you land the listing. 

A popular method to get in front of these leads is launching a social ad campaign on Facebook and Instagram. This method can be an incredibly effective way to get your name in front of expired listings. Make sure your ads speak to the specific frustrations and pain points of an Expired and make it visually appealing so when someone scrolls through their feed, they stop to look at your ad.

Use this article to discover how you can export your REDX Expired Leads and put them into Facebook to target them. This way when you give them a call, they’ll already know who you are!

7. Send a Direct Mail Campaign

Another great way to get your name in front of these leads is to send a direct mail campaign. Top agents have identified mailers as one of the top ways to maintain constant contact with your target market. Mailers allow you to build credibility without even being in front of the homeowner. 

If you’re a REDX user, you can use the mail merge tool within Vortex to create custom mailer templates to send directly to your leads. You can also use companies like ProspectsPLUS! or Postcard Mania to create and manually send mailers to your leads.

Check out this article for more mailer strategies to spread recognition for your business and land more listings.

8. Don’t Forget to Follow Up

All of these tips won’t help you if you forget to follow up with your leads! Most listings don’t come from the first call, but rather the 4th, 5th, or even the 9th call from a trusted agent. Plus, most agents won’t follow up more than twice, which means you can outlast the rest and convert more leads if you stick with it.

Be sure to ask leads for their preferred method of communication whether it’s over the phone, texting, or email. This way you know exactly how they want to be contacted. 

Then all you need to do is determine your follow-up regimen. You can use helpful tools like crmgrow to help you systemize your follow-up and make it easier to keep track of all your contacts and leads.

Now It’s Up to You!

Top-performing real estate agents who use REDX agree: calling Expired Leads is one of the most effective ways to find, list, and sell properties. Now it’s up to you to determine whether or not you implement the tips in this article!

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

Many homeowners assume they’ll save time, hassle, and money by selling a home themselves instead of listing with an agent. But for real estate professionals, the evidence is clear: For-Sale-By-Owners need you. Your knowledge and expertise on pricing, marketing, and paperwork (just to name a few) goes a long way when helping FSBOs get the most out of their home sale. Keep reading to discover the scripts, strategies, and solutions that will help you prospect FSBOs effectively to turn these leads into listings.

The 6 Step Guide to Convert FSBO Leads into Listings

1. Find the Best FSBO Leads
2. Understand the Mindset of a FSBO
3. Know Why FSBOs Need an Agent
4. Communicate the Value You Provide
5. Use FSBO Scripts that Convert
6. Overcome Common FSBO Objections

What is a For Sale By Owner (FSBO) Lead?

For sale by owner (FSBO) homes are sold by the homeowner without the help of a listing agent or broker. Sellers typically choose to sell their home FSBO to avoid paying the real estate agent a commission. FSBO Leads is a skip-tracing service that provides real estate agents with contact information for FSBO properties. Top FSBO Lead providers typically include multiple phone numbers and email addresses associated with the FSBO property owner(s).

1. Find the Best FSBO Leads

A For-Sale-By-Owner is one of the hottest lead types available. These leads are homeowners who have raised their hand and said “I want to sell my home.” They are planning on completing a real estate transaction within the coming months and that’s where you come in. 

These leads give agents more “now” business that give you commissions within weeks instead of months or years. When you are able to connect with homeowners who have a need, you have the most success. FSBOs need an agent who will help them price their home right and take all of the hard work off their plate.

Agents who prospect this hot lead type can expect some of the most accurate names and phone numbers. Most FSBO aggregators get their data from owner provided public information, which plays a key role in the accuracy of the data. REDX’s FSBO product takes a step further by providing additional phone numbers just in case you run into a gatekeeper (an automated phone system designed to vet callers).

2. Understand The Mindset of a FSBO

If you want to effectively prospect FSBOs you have to put yourself in their shoes. Most FSBOs hold at least one (but often more) of these beliefs:

1. I will make/save more money by not paying a commission
2. I can handle the transaction on my own
3. I don’t trust real estate agents
   

The key in approaching FSBOs is to not take these beliefs personally. A lot of FSBOs may come across as defensive or standoffish, but only because they don’t see the value in your services. As long as you try to help them understand the facts, it’ll clear up misconceptions and position you as the real estate professional.

Remember, it’s not about you – it’s about helping FSBOs achieve the best result possible. This way, they understand what you offer as an agent and get more money in their pockets without  the hassle.

3. Know Why FSBOs Need an Agent

According to a recent report from the National Association of Realtors®, the typical FSBO home sold for $217,900 compared to $295,000 for agent-assisted sales. That’s a $77,100 difference! Even after a 6% commission, sellers are still able to make nearly $60,000 more when they list with an agent.

In 2020, FSBOs only accounted for 8% of the 6.46 million home sales. This shows that most sellers understand and appreciate the value of hiring an agent, even if it’s not right away. That still leaves a pool of over half a million FSBOs who need your help to get their money’s worth.

All this data makes one thing very clear: FSBOs need you. Use this information to tactfully handle FSBO objections and carefully craft your conversations during listing presentations. After showing them the facts, who wouldn’t want to hire an agent to take all the work off their plate and net them the most amount of money?

4. Communicate The Value You Provide

Think back to the common FSBO beliefs mentioned earlier; money, hassle, and trust are often at the core of FSBO assumptions (and objections) that agents hear all the time. Here are a few things that agents bring to the table that a FSBO needs to know when it comes to the process of selling a home. 

Pricing it right

Properly pricing a house isn’t guesswork. Agents understand this, but FSBOs usually underestimate the level of expertise that goes into maximizing the return on their most valuable investment. Here are some key reasons why it’s best to leave pricing up to the experts:

• An underpriced listing will decrease a homeowner’s future buying power, deter skeptical buyers who might think something is wrong with the property, and undersell the home’s true value – ultimately leaving money on the table. 

• An overpriced listing is the most common problem agents see with FSBOs. Overpricing can lead to price drops, which sends the wrong message to potential buyers. It also makes buyers hesitant to negotiate down an inflated price, causing them to skip over the listing entirely. 

When properties are accurately and expertly priced by a real estate professional, they’re able to sell faster and for more money than most FSBOs would be able to accomplish on their own. 

Experience and Education

According to this article by the Economist, homes have recently become America’s most valuable asset class. So you shouldn’t be surprised when many individuals decide to keep that asset close to their chest and sell on their own. 

Homeowners should come to the conclusion that they need to sell with a real estate agent because of the immense value their asset holds. However, they need to see why your education and experience in selling real estate is their best best of a profitable and smooth transaction.

As an agent, you have sold more homes than the average homeowner. When you connect with a FSBO on the phone, don’t be shy to share your experience and success in selling homes. 

Be sure to stay informed about market trends to position yourself as the market expert. This way, you can display your experience and education to the homeowner to help them understand who’s hands their valuable asset should be in.

Contracts and Negotiations

The sale of a house may have unexpected twists and turns, but one thing is to be expected: enough paperwork to overheat a home printer 10 times over. Regardless of who homeowners sell their house with, property transactions are a complicated process. Having a real estate agent who can handle the paperwork and ensure homeowners cross their t’s and dot their i’s in the negotiation phase will relieve tremendous pressure.

While homeowners might know some basic negotiation skills, it cannot measure up to the skill it takes to negotiate the sale of a home. Once you get an appointment set to speak to a FSBO, discuss the parts of contract negotiation that will make the biggest impact on their home sale.

5. Use FSBO Scripts that Convert

Scripts are never a “one size fits all” option for effective prospecting. Some agents might prefer an aggressive approach to prospecting, while others may want to be more relaxed and inquisitive. Use these scripts as an outline for your FSBO calls and then adapt it to your own style and voice.

“The Classic”  FSBO Script

Sometimes simple is better. Getting to the point without beating around the bush will set the tone of your conversation. Use this script to get information quickly and effectively, and then look for ways to provide value.

No matter the objection, it’s all about helping FSBOs understand the benefits of your real estate knowledge and expertise. REDX’s industry-leading FSBO data, coupled with this simple script, will have you converting FSBO leads in no time.

Authentic FSBO Voicemail Dialogue (for a 50% Callback Rate!)

Do you leave voicemail messages when calling FSBOs? A lot of agents don’t because their only goal is to talk to someone immediately. Power coach Darryl Davis offers an alternative solution. He uses this powerful FSBO voicemail message to get as many as 50% of prospects to call him back:

Darryl’s coaching centers around serving rather than selling which is what makes this the perfect script for difficult FSBOs. While it may not be as effective as having an immediate conversation face to face or over the phone, it will get you more conversations than if you hadn’t left a voicemail.

Brian Icenhower’s Three Qualifying Questions

Brian Icenhower, founder of TheRealEstateTrainer.com, identifies three questions you should ask your FSBOs to know if they are the right fit for your services.

By asking these questions after you have built rapport with the FSBO, you are able to understand what they expect from an agent. There is nothing worse than wasting your time on a lead that isn’t serious about working with you and this script will help you get to the point quickly.

6. Overcome Common FSBO Objections

Objection 1: I had a bad experience with a different agent

How to handle: First seek to understand what happened in their past experience with an agent. Asking questions will help you know exactly what not to do if / when you become their agent! Show empathy and address their concerns with using an agent as they come. Then respond with unique ways you can bring value and ensure they will have a much better experience with you.

Objection 2: I don’t want to pay commission 

How to handle: This is probably the most common objection agents hear when speaking with FSBOs. Most homeowners go FSBO because they want to make the most amount of money on their home. What they don’t know is how you can net them the same amount of money while also taking all of the hard work off their plate. All you have to do is communicate that to them in a way that makes sense to them.

Objection 3: Will you reduce your commission?

How to handle: This objection just comes down to the homeowner not recognizing the value you bring as an agent. When responding to this objection, speak to their desire to keep as much money as possible. Keep it short and get the appointment quickly so you can tell them how you will net them the most amount of money in the transaction.

Objection 4: You are a new agent / don’t have enough experience to sell my home.

How to handle: As a new agent, it can seem hard to position yourself as the expert when you haven’t sold a lot of homes. All you need to do is use it to your advantage. When talking to homeowners, focus on what experience you do have and why they should list with you. Be sure to articulate the value you bring as someone who will work hard and give all of your attention to selling the home. 

Objection 5: The market is hot so I can sell it on my own.

How to handle: A huge reason why someone decides to sell a home on their own is because of a hot seller’s market. They know it will sell so they try to save money by avoiding an agent’s commission. However, 90% of people end up listing with an agent because of their expertise. All you need to do is communicate your value so you save the FSBO the headache in the future.

Objection 6: If we did list, we would use a friend.

How to handle: When it comes to this friends and family objection, it’s important to tell the homeowner to explore their options. As you know, not all real estate agents provide the same amount of service. Be sure they know how hard you would work to sell their home for the most money and ask to interview for the job. This will help the homeowner find the best agent to sell their home and give you a chance to show your individual value and expertise.

From Leads to Listings

With how hot and motivated these leads are, prospecting to FSBOs is a no-brainer if you want quick listings. By using the strategies mentioned in this article, you will be well equipped with the tools, scripts, and objection handlers to help FSBOs understand why they need to hire you. Click here to learn more about REDX’s industry leading For Sale By Owner data, so you can get started and pack your pipeline with more listing appointments than ever before!

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

As a real estate agent, you know how important it is to have quality leads. So it’s frustrating when you run into wrong numbers and bad information that waste your time. And with all the different companies who claim their leads and data are the best, it can be difficult to know where to put your hard-earned money. To make sure you get the best real estate leads for your area, keep reading to discover what makes some lead companies better than others and where to find the best information.

Where to Find The Best Real Estate Leads (And Why It Matters)

1. Beat Your Competition With The Freshest Data
2. Get The Most Leads to Have The Most Conversations
3. The Best Leads Match You With the Right Homeowner
4. A High Connection Rate Will Increase Your Appointments
5. The Best Results Come From Improved Products

1. Beat Your Competition With The Freshest Data

One of the most important things your leads can be is fresh. Leads that are even a few days old can put you behind your competition and at a serious disadvantage when you try to get the listing. The sooner you get the lead, the quicker you can make the call, and the better your chances of getting the appointment.

So how do lead companies get the freshest information as soon as possible? They work around the clock. For example, the REDX data team works 24/7/365 to provide data on time, every day. These people combine multiple data sources and add a human element to ensure you have the best leads at the earliest time, saving you the hours it would take to do it yourself.

Calling that lead as soon as you wake up can make all the difference for your business. It gives you the first chance to talk to the homeowner and make a lasting impression. When choosing a lead company, make sure they give you the freshest data as possible so you can focus on making the calls.

2. Get The Most Leads to Have The Most Conversations

Did you know that some lead companies choose which leads to give you and which to hide? Some lead companies will only deliver the phone numbers they are very confident in. This means if there is any doubt that you can’t connect with a homeowner, they won’t even give you the information. While your connection rates will seem fantastic, there are a lot of leads you won’t ever see. This could mean you miss out on a ton of leads without even knowing.

As a prospecting agent, you know the amount of conversations you have is directly correlated with the amount of listings you close. So if you want more deals, it’s important to choose a lead company that will give you all of the information instead of just a piece.

If you’re spending your hard-earned cash on leads that will help you generate business, you want to get the most phone numbers, with the most accurate contact information, so you spend the most amount of time talking to homeowners.

3. The Best Leads Match You With the Right Homeowner

How do you know if the numbers you’re calling are the best numbers? The last thing you want is to get on the phone only to find wrong information that leads to dead ends and wasted time. Your time is valuable and the leads you call should be the cream of the crop.

For example, REDX has a researched-backed, proprietary algorithm that the data is run through before it gets to you. Which is a fancy way to say ALL your leads and data are the best possible match for the homeowner’s information.

This means you are more likely to get a hold of someone with the first number you dial so you spend significantly more time talking to your future clients. By choosing a lead company that prioritizes the right leads, your prospecting session will reap significantly more results.

4. A High Connection Rate Will Increase Your Appointments

Running into wrong numbers and voicemails is inevitable in your prospecting session, but they shouldn’t be the only thing you experience. Different companies have different connection rates that determine how many people you have to call to get someone on the other line. For example, if you have to call 25 people to have 1 conversation, the lead quality is poor and you will put a lot more energy into mediocre results.

So on your next prospecting session, calculate your connection rate to determine if the time you’re spending is worth it. With REDX’s standard product, you can expect the average connection rate to be 10:1. This means every 10 phone numbers you dial, you will connect with one homeowner.

If you use a dialer, you could dial up to 80 leads in an hour and with a connection rate of 10:1 you have the potential to speak with 8 or more homeowners in a single hour. A connection rate that high beats other lead generation tactics that take months (and a lot of money) to find qualified leads.

REDX also offers upgraded PLUS products for Expireds, FSBOs, FRBOs, GeoLeads, and Pre-Foreclosures. PLUS leads give you an even better connection rate of 6:1. That means you could speak to 13 or more homeowners per hour! Imagine how quickly your pipeline will fill up with a connection rate that has you talking to more people instead of listening to a dial tone.

5. The Best Results Come From Improved Products

When choosing a lead company, you want to make sure they are always trying to improve their products and data. They should be continually updating algorithms, testing phone number quality, and putting in the work to make sure you have the best connection rate for your prospecting sessions.

To help illustrate what this looks like, the REDX data team recently completed a comprehensive study. They made more than 10,000 outbound calls and tested the products against other companies. With the goal of making sure you connect to more homeowners than ever before, they used this study to upgrade the algorithm and data to ensure every agent spent more time talking to potential clients.

The changes implemented at REDX resulted in a 30% increase in conversations. By just being a customer of REDX, their data was automatically upgraded allowing them to talk to 30% more people every time they pick up the phone. See the new data in action when power agent Kent Brown prospects live!

Find a lead company that will do the work for you so you can focus on what’s most important: building your pipeline.

The Leads You Choose Determine Your Success

There are a lot of things that go into determining which lead company will be the best for your business. You want to find one with the best numbers, a high connection rate, and that is continually improving their processes to make your job easier.

You work hard each day to help your clients succeed so it’s only fair to find a lead company that will do the same. Time is money in real estate so the amount of transactions you do every year largely depends on the tools you use to find them. 

Choose a lead company that will help you find those clients quickly so you can spend more time being a reliable real estate agent.

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes a skiptrace service for seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about skiptrace products for Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

One important habit shared by every successful prospecting agent is a powerful pre-prospecting routine. Following a consistent routine before you get on the phones will help you build and maintain positive momentum during (and after) your call sessions. Because as a real estate professional, you can’t always control what happens during your day. What you can control are healthy habits that promote a positive mindset starting the second you get out of bed. Keep reading to discover eight points to a powerful pre-prospecting routine from REDX power agent, Kent Brown.  

8 Points of a Powerful Pre-Prospecting Routine

1. Your Day Starts the Night Before
2. Exercise
3. Eat Something Healthy
4. Prepare your Numbers
5. Review your Goals & Business Plan
6. Roleplay
7. Recite your Affirmations
8. Visualize the Entire Process

1. Your Day Starts the Night Before

A few minutes of prospecting prep before bedtime can streamline success for tomorrow. Set out your clothes, prepare your call lists, and review tomorrow’s schedule so you can get up and GO without any unnecessary distractions. 

Most important of all… get a good night’s sleep! Avoid TVs, computers, and phone screens for at least two hours before you go to bed, and aim for about eight hours of sleep every night. Better sleep will increase prospecting productivity and dramatically reduce stress.  

2. Exercise

Wake up your body to wake up your brain! A daily morning exercise routine will give you more energy and focus for a productive day of prospecting. Hit the gym, go on a morning jog, or do some simple at-home yoga. It doesn’t have to be intense – just get moving! Aim for an hour, but know that almost any amount of exercise will help clear your head, improve your mindset, and alleviate anxiety.

3. Eat Something Healthy

No one wants to talk (or list) with a “hangry” agent. Fuel your mind by fueling your body with a healthy, well-balanced breakfast. Something quick and easy like whole grain avocado toast or a few scrambled eggs will fortify your mind for a focused prospecting session. And if you’re not a “breakfast person,” that’s alright! Just make sure you’re prepared with a good selection of healthy snacks to munch on in case you get hungry during your calls. 

4. Review Your Business Plan & Visualize Your Goals

Every day before you get on the phone, review your weekly, monthly, and yearly goals. Make sure they’re realistic and still aligned with your business plan. Make any necessary adjustments, and most importantly… always remember your “WHY.”

One of the best ways to do this is with a vision board. Fill your board with images and quotes that remind you of your goals and what you’re working toward. Keeping these things in mind while you prospect will keep you motivated to push through your toughest calls. 

5. Prepare Your Numbers

Every successful prospecting agent knows exactly how many daily dials, contacts, and appointments they need to reach their goals. If you’re new to prospecting or aren’t sure where to start, commit to calling for at least 90 days (3-4 hours per day) so you can set a realistic baseline. Not only will this help you set attainable daily call goals, but it will help you get a better grasp on the reality of real estate prospecting. 

Power prospector Kent Brown doesn’t stop prospecting for the day until he’s reached at least 25 contacts and one listing appointment. When Kent first started prospecting, he had to call for at least four hours to reach his daily goals. Now, after two solid years of consistent prospecting, it only takes him a couple of hours to reach (or exceed) his daily numbers. 

6. Roleplay

After you review your goals and prepare your numbers, make sure you set aside 30-60 minutes every morning to roleplay your calls. Daily roleplay practice is the best way to internalize your scripts, practice tough objections, and get constructive feedback from other agents. You can find good roleplay partners through your team or brokerage, in online real estate groups, or if you’re a REDX customer, you can call (801) 418-9480 between 12-4pm MT, Monday through Friday to roleplay with someone on our REDX support team.

No matter who you practice with, make sure you roleplay every day  as part of your pre-prospecting routine. It will help you warm up and get those first few awkward conversations out of the way before you start calling REDX leads. 

7. Recite Your Affirmations

After you’re done roleplaying, cleanse your mind and give yourself an extra boost of confidence by reciting positive, personal affirmations. It might feel cheesy, but reciting affirmations before you prospect is an excellent way to solidify your mindset and alleviate anxiety toward making calls. 

Make sure your affirmations are directly correlated with your prospecting goals and habits. General affirmations aren’t bad, but they won’t be quite as effective at getting you into a prospecting-centric mindset. Over time and with enough repetition, daily affirmations will become second nature and will strengthen your prospecting attitude. 

8. Visualization

The last point on our pre-prospecting routine checklist is to visualize the process of getting a listing. This doesn’t mean visualizing your commission check or what it will buy. It means focusing on the details of each step it will take to get there. 

Right before you start prospecting, close your eyes, take a few deep breaths, and start by visualizing a successful cold call where you nail your script and handle every objection. Visualize setting a listing appointment and delivering a successful listing presentation. Visualize the process of listing a property or helping a buyer find their dream home. And finally, visualize signing a contract and closing the deal. 

Invest in Your Success

Studies show that it takes an average of 66 days to fully adopt a new habit or routine. So if you’re going to adopt a pre-prospecting routine like this one, we recommend making a three-month commitment to solidify this routine as part of your daily schedule. Set a new goal today: commit to this eight point process before every prospecting session and drastically improve your mindset, conversations, and client satisfaction.  

And more a deeper dive into the powerful pre-prospecting routine in this blog, check out this podcast with REDX Power Prospector, Kent Brown:

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

At REDX, our goal is to help real estate professionals develop and grow sustainable businesses. When it comes to lead generation, we know that cold calling is one of the most effective ways to connect with qualified homeowners. But the reality is… every agent needs multiple sources of business to be successful. No one should rely on a single lead source to bring them results. So whether you’re an avid prospector or an agent looking for prospecting methods that don’t involve calling strangers, keep reading to discover 10 ways to get listings without cold calling!

10 Ways to Get Listings Without Cold Calling

1. Contact Your Sphere
2. Re-Engage & Follow Up with Past Clients
3. Attend Community Events
4. Build Your Social Media Following
5. Digital Prospecting with Facebook
6. Strengthen Lead Referrals through LinkedIn
7. Send Mailers
8. Go Door Knocking
9. Open Houses
10. Enhance Your Email Marketing

1. Contact Your Sphere

Let’s kick off our real estate cold calling alternatives with one of the best (and most fulfilling) sources of business: your sphere of influence. Whether you’ve been in the industry for one month or 20 years, you should consistently contact the people who know you best. This will result in easy repeat and referral business for your entire career. If you’re not sure who belongs in your sphere, here are some guidelines on who to include, what to say, and how often to contact them:

• Your sphere should consist of people who already know, like, and trust you (family, friends, past clients, business connections, etc.)
• Conversations with your sphere should be casual, natural, and non-invasive or “salesy”
• Talk to everyone in your sphere at least twice a year, and aim for at least once a quarter for your most important relationships 

A good conversation with your sphere can be accomplished in three easy steps: ask, listen, and engage. And the script is simple! Just ask, “How are you doing?” then listen and respond with empathy and plenty of follow-up questions. Eventually they’ll ask how you’re doing. When they do, you’ll have an opportunity to tell them about your family, hobbies, and your real estate ventures. Keep the conversation casual, but always look for organic opportunities to offer up your services and find out if they (or someone they know) might want to buy or sell. 

2. Re-Engage & Follow Up with Past Clients

Past clients are one of the most important (and often overlooked) groups of people you can contact without cold calling. Not only are they a great source for repeat business, but the referrals they can send your way will keep your business booming for years to come. 

If it’s been a while since you reached out to your past clients, don’t worry. It’s never too late to re-engage them with a quick call, text, or direct message through social media. You can always get the ball rolling by offering them a home value update via text, email, or social media with this simple script: 

With more recent clients, call or text them every three months or so and ask how they like their new house. Here are some great follow-up text scripts you can use to touch base with recent clients:

After you reconnect, add them to your regular sphere follow-up system. Before you know it, they’ll be sending you oodles of repeat and referral business.

3. Attend Community Events

If you want to fill your pipeline, go where the people are! Hosting and attending community events is a great way to meet new people and tell them about your real estate business. Networking events, church meetings, farmers markets, and volunteer events all offer endless opportunities to find and meet new people to add to your pipeline.

Attend these events with one goal in mind: meet new people and have amazing conversations. Some agents worry about coming across as inauthentic or “salesy” when they bring up real estate at an event. You can easily avoid this by asking each person you meet about themselves. Ask about their career, where they live, what they do for fun, and let the conversation lead itself. 

As long as you’re polite and engaged, there will be plenty of opportunities to exchange contact information, add them on Facebook or Linkedin, and discuss real estate when the time is right.  

4. Build Your Social Media Following

More than 90% of home buyers begin their search online, and 47% of Realtors cite social media as the best tool for generating high quality leads. So if you aren’t popping up on their social media feed, you could be missing out on thousands of leads and connections. And don’t worry if you don’t have a huge following! Social media is all about playing the long game to consistently generate leads and listings over time. 

Real estate podcaster Greg McDaniel recommends starting off on two social platforms that you enjoy using, then expanding to others as your following grows. Greg’s favorites are Facebook and Instagram. He recommends posting twice a day – one personal post and one professional post. Here are a few ideas if you’re not sure what to post:

The idea is to let your audience see who you are through a healthy balance between personal and real estate related content. As long as you post consistently, you’ll stay top of mind while providing value and building your audience. As Greg says, “If you vanish from social media, your business will vanish too.” 

*PRO TIP: As your social media following grows, consider running paid ad campaigns to market your services to more people and further expand your audience. Watch this podcast with Travis Thom to learn more.

5. Digital Prospecting with Facebook (from Dan Elzer) 

Even if you don’t have a huge online following, there are other ways to actively engage your social media connections to get more listings. Real estate coach and trainer Dan Elzer calls it Digital Prospecting, and there are a couple ways to do it. 

Dan’s first digital prospecting method uses your Facebook friends list to seek out and meet up with potential clients. Most people have hundreds (if not thousands) of friendly Facebook connections who post life updates several times a week. A lot of those posts indicate a need to move, which is where you come in: 

The problem is, Facebook algorithms don’t show every post on your main feed, which means missing out on plenty of potential movers. Luckily, there’s a simple workaround: scroll through everyone’s Facebook profile one-by-one. Sound like a lot of work? It doesn’t have to be. 

Start at the top of your friends list and scroll through 10 Facebook profiles every morning. It should only take about an hour, and can easily be worked into your morning routine. Look for posts that indicate a need to buy or sell a home, and drop a comment with the intent to meet up in person.  

Avoid passive, generic comments like, “Hey! Looking to sell? I’d love to help…”
Instead, leave comments that will open the door for a face-to-face interaction and show them that you’re genuinely interested in reconnecting. Offer to buy them lunch, meet up for coffee, or go out for drinks. 

This approach opens the door for an intimate conversation and shows other people on their page that you’re willing to go the extra mile. When you do meet up, listen to their life updates, ask about their needs, and wait for an opportunity to find out if they’re ready to move.

At 10 profiles a day, five days a week – you’re looking at 2,500+ potential interactions every year! Imagine how many opportunities for listings and referrals are waiting for you on Facebook – all without a single cold call. 

6. Strengthen Lead Referrals through LinkedIn (also from Dan!)

Dan Elzer’s second digital prospecting method utilizes LinkedIn business connections to strengthen lead referrals. According to Dan, “LinkedIn is a business network – not a social network.” And he’s right! 

A lot of agents hesitate to bring up business on Facebook or Instagram because it makes people uncomfortable. On LinkedIn, however, people expect you to ask for referrals and business connections. Here’s how it’s done:

Step 1: Build your LinkedIn database.
Every time you make a new business connection in your market, add them on LinkedIn. Seek out small business owners, home service providers, local politicians, and other notable community members. Add them to your sphere follow-up system to maintain trust and build rapport. *Tip: The more connections you have, the better this will work!

Step 2: Find qualified real estate leads.

Use REDX to find names for qualified real estate leads. Expireds or FSBOs are great since they’ve already raised their hand as a potential seller. Vacant rental owners are another great option if you like to work with investors and landlords. 

Step 3: Find mutual connections.

Take your REDX leads and use a computer to search for them on LinkedIn. From your lead’s profile page, click on “mutual connections” to see people in your LinkedIn sphere who are connected with your lead. 

Step 4: Ask for an introduction and referral.

Choose a strong mutual connection and reach out to see if they know your lead. Ask if they’d be willing to introduce and recommend you. 

These steps will set you up as a hard working agent cold leads can trust. You’ll also bypass potential rejection, objections, and awkward introductions that often come with cold calling. 

*PRO TIP: If your mutual LinkedIn connection is hesitant to introduce you, offer to pay them a referral bonus if (or when) you close the deal. 

7. Send Mailers

One of the best ways to stay top of mind with potential clients is through a direct mail campaign. It’s a relatively inexpensive process that puts your face in front of more homeowners (without spending hours on the phone). 

Identify who you want to mail and what content you’re going to send. Here are a few ideas:

• Mail GeoLeads™ to notify the neighborhood about a property you just listed or just sold.
• Educate FSBO leads about the benefits and net proceeds of selling with an agent.
• Show Expireds that you’re able to do what their last agent couldn’t.
• Rake in referrals by sending congratulatory gift cards to past clients on their home-buying anniversary.
• Stay top of mind with your sphere of influence by mailing out monthly newsletters with market updates and community events. 

No matter who you mail, be sure to deliver an effective message with interesting visual elements that will peak a homeowner’s interest. Magnify your mailers with photos, well designed graphics, testimonials, or something of value that people will want to keep. And for an added online touch, generate a QR code that links to your website or social media account and include it on your mailers. 

Make sure your name, phone number, email address, and social media handles are clearly visible in case someone wants to reach out. 

*PRO TIP: Discover new ways to mail Old Expireds (6-24 months old) from mail master, Jim McCord.

8. Go Door Knocking

If the last couple of years have taught us anything, it’s that nothing beats face-to-face interaction. Getting outside and knocking on doors not only gets you in front of more homeowners, but it shows how hard you’re willing to work for your clients. 

Showing up on someone’s doorstep can be intimidating, so make sure you’re prepared with relevant information and a solid script to boost their confidence and build trust. Almost every homeowner is interested in how much their home is worth, so discuss potential equity, what other homes in the area have sold for, and other relevant market information. The goal is to highlight advantages of selling and position yourself as the neighborhood expert.

9. Hold Open Houses

Open Houses are a tried-and-true method for prospecting without cold calling. It’s the perfect opportunity to showcase your listings while getting face-to-face exposure with potential buyers. 

While popular, not every agent holds open houses as effectively as they could. Remember to market your open house through all available platforms and mediums – email marketing, mailers, door knocking, social media, and other neighborhood farming campaigns. The more exposure you have, the more people will come, and the more networking opportunities you’ll have. 

Make sure to follow up with your attendees regularly and add them to your long-term nurture campaigns. Neglecting these homeowners could let otherwise easy listings fall through the cracks. 

10. Enhance Your Email Marketing

Much like a direct mail campaign, an effective email marketing campaign is a simple way to stay top of mind among your database without picking up the phone. It’s important to write emails that people will see, open, read, and actually take action on when they’re ready to buy or sell. Here are a few technical tactics and writing strategies to help your emails get past spam filters and into inboxes:

• Start with your value
Whenever you write an email, ask yourself, “What value am I providing to homeowners?” Free CMA offers, local market analyses, discounts at local retailers, and community event announcements are all great ways to entice and engage your email audiences.

• Write engaging subject lines
Which subject line are you more likely to open? “John Smith Realty” or “Interest rates are lower than ever!” A good subject line should catch your reader’s attention right away so they’re more likely to read the rest of your email. Just remember to keep them nice and short since most inboxes only show the first 30-60 characters of your subject line. Check out these examples of solid subject lines: 

• Maintain your email lists
It’s important to know the difference between your “warm” and “cold” email lists. A warm list is made up of people in your database who will recognize your name and likely open your emails. A cold list contains anyone that you haven’t emailed for at least four months. Your primary goal should be building and maintaining your warm list and warming up your cold list.

Build your warm list by collecting email addresses from everyone in your database. When you call your sphere, double check to make sure you have their current email address. And to warm up a cold list, send an email re-introducing yourself with a subject line like, “Susy, do you remember me?” and an email that looks like this:

What’s next?…

All the methods and strategies we’ve covered in this blog are designed to help you get business without cold calling. They’re also designed to help you save time and expand your reach as a real estate professional. So whether you’re an avid prospector or an agent looking for methods that don’t involve calling strangers, diversify your daily to-dos by choosing a few of these strategies to implement into your business today. 

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

It takes as many as eight touches for a homeowner to decide if they’re going to hire you as their agent. So if you’re only relying on a few phone calls to find listings, your pipeline could be at risk of drying up. This is why diversifying your touches is vital for staying top of mind. Top agents have identified mailers as one of the top ways to maintain constant contact with your target market. Mailers allow you to build credibility and find listings without cold calling. Use these mailer strategies to spread recognition for your business and land more listings.


Step 1. Decide Who to Mail
Step 2. Determine your Mailer Script
Step 3. Magnify Your Mailers

Step 1. Decide Who to Mail

The first step to staying top of mind with mailers is deciding who you want to send them to. These lead types are most popular for sending mailers: 

GeoLeads™

Sending mailers about Just Listed and Just Sold properties is one of the simplest ways to showcase your value as a hard working agent. With REDX GeoLeads, you can drop a pin or draw a boundary around a property you’ve recently listed or sold and instantly get the names and home addresses for each property. Use this information to send out mailers about how much homes are selling for to quickly establish yourself as the neighborhood expert.

FSBOs

For-Sale-By-Owner leads are one of the most time-sensitive lead types to send mailers to. With inventory at an all time low, you’ll want to get your mailers out quickly. FSBOs can be stubborn, so be sure to include the benefits and net proceeds of selling with an agent. Consider including a testimonial from a past client who was hesitant to sell with an agent at first, but ended up having a great experience with you.

Expireds

Sending mailers to current and old Expired listings is a great, non-invasive way to stand out from the competition and find people who want to re-list. Old Expireds are especially hot because of the low inventory market, and REDX allows you to filter your leads to include homes that expired a few months (or years) ago. Send them a mailer so they can visualize your value and better understand why they should hire you to get the job done. For more tips and tricks on mailing Old Expireds, check out this podcast interview with Mail Master Jim McCord. 

Sphere of Influence

The best businesses are built on repeat and referral business. That’s why staying top of mind with the people who know, like, and trust you has the power to beat out any other mailer method. Letting your sphere of influence know you value your relationship with them while also sharing valuable information about the market ensures they won’t list with anyone else when they’re ready to buy or sell. Consider mailing your sphere monthly newsletters with local market info, business collaborations, and home anniversary congratulations to provide constant value and stay top of mind. 

Step 2. Determine your Mailer Script

After you’ve chosen the leads you want to mail, it’s time to decide what content to include.

If you’re a REDX customer, Vortex™ will automatically populate a pre-written script for your mailers. Each lead type has at least one pre-written script that was carefully crafted by industry leading experts. You can even personally brand each mailer so the receivers know it came from you or your office. Here is an example of our Expired mailer template:

That being said, there is no one right way to script a mailer. You can edit the pre-filled scripts to fit your tone and message or completely start from scratch. The most important thing when writing a mailer is to make a genuine connection with your audience. The goal is always to fill or nurture your pipeline with solid leads, but establishing a simple connection with someone and adding them to your database can also reap major benefits down the road. 

Because your space is limited when writing mailers, make sure the value you bring as an agent is highlighted clearly in your messages. Consider the difference between saying “My name is John Smith and I’ve sold 45 properties this year!” and “You have a lot of equity in your home and I want to help you cash out!”

The trick is to focus on what you can do for the homeowner and not make it all about yourself. No one will care about who you are until they know the value you can offer them.

Be sure to keep your message simple. An overcomplicated, text heavy mailer is sure to make homeowners lose interest in your content and will likely land your mailer in the trash. 

Step 3. Magnify Your Mailers

Now that you have your leads and your script, it’s time to spruce things up. Adding personalized content to your mailer leaves a friendly impression that homeowners won’t forget. 

One of the most powerful pieces of personalized content is social proof. Social proof like testimonials from previous clients creates trust even without an established relationship. That’s why Google reviews are so popular because you don’t have to use the service to know what kind of value you’ll get.

Another great way to magnify your mailers is to include photos. Whether it’s a photo of a home that just sold, a listing you’re trying to sell, or one of yourself, adding visual elements to your mailer can turn a bland sheet of paper into an eye-catching marketing piece.

You can also try including a market snapshot in your mailers. This quickly tells the homeowner that you are knowledgeable about the market, making it easier for them to see you as a genuine expert. Include information like average sales price, number of properties sold in the last six months, the highest sale price in an area, and more.

Another popular way to add value to your mailers is to send them something they’ll want to keep. Whether it’s a local sports team schedule, a recipe, or a list of the best local restaurants, send something they’ll want to hang on their fridge or put on display. This puts you at the front of their minds every time they walk through their kitchen or entry way.

Magnifying your mailers is one of the best ways to separate yourself from the competition. To learn how to create your own custom templates with REDX’s Mail Merge feature, watch this clip from REDX’s own Corryn Bostic as she gives a step-by-step training on how to utilize the tool. 

Start With Mailers, End With Listings

Now that you know which leads to send mailers to, what you want to say, and how to stand out – it’s time to start mailing! Whether you’re a solo agent or part of a team, using mailers will diversify the way you reach out to contacts and help you stay top of mind with more and more homeowners. Plus, mailers are easy to scale and take less time than calling individual leads. Take advantage of the mailer opportunity and boost your business today.

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

Agents who know how to recognize, respond, and adapt to changing markets are the ones who outlast the competition. With inventory and interest rates at an all-time low, you should be adjusting what you say on the phone to land appointments and take listings. These low inventory scripts offer creative ways to craft your conversations and take more listings in today’s crazy market!

*Pro Tip: The “Talk Track” Philosophy from Dan Elzer
Script 1: Just Listed Pattern Disruptor
Script 2: Just Sold Equity Script (Great for newer agents!)
Script 3: Find Five Friends a Day for Future Business
Script 4: Just Sold and to the Point
Script 5: “You can kick me out!” Old Expired Script
Script 6: Authentic FSBO Voicemail Dialogue (for a 50% Callback Rate!)
Script 7: Short Sale Script from Nicole Espinosa

*Pro Tip: The “Talk Track” Philosophy from Dan Elzer 

Before we dive into scripts, let’s talk strategy. Even the best prospecting agents in the industry get knocked off course when the conversation doesn’t go exactly the way they expect it to. Why? Because they’re so set on following their scripts that they forget to have a flexible, authentic conversation. So rather than rigidly following scripts word-for-word, Dan Elzer encourages agents to follow this “talk track” philosophy on your calls: 

1. Start off the conversation by following a script or dialogue. 
2. Listen to your contact’s response(s).
3. Use your skills, resources, and other scripts to guide the conversation in a valuable direction for your contacts.

Keep in mind, we’re not recommending that you abandon your scripts altogether. Scripts are carefully crafted the way they are for good reasons, but following them too rigidly may close doors that might otherwise lead to amazing opportunities. 

So even though this blog is still full of “scripts,” keep Dan Elzer’s talk track philosophy in mind while you put these low inventory scripts into action.

Script 1: Just Listed Pattern Disruptor

We’re all familiar with this classic just listed script: 

The only problem is, so many agents use a similar just listed script that it’s hard to get your word in without getting rejected or hung up on. So find a way to be a pattern disruptor in your area by opening your calls with something different… 

When you’re the listing agent, open your calls with:

This opening line makes the owner think, “Okay! What does my neighbor want?” which gives you a much better opportunity to deliver your message and get the ball rolling. As the conversation progresses, dig deeper into hot selling topics like potential equity, downsizing/upgrading, or relocating for school or work. This script will help you stand out from other agents by demonstrating how hard you work for each of your clients.  

Script 2: Just Sold Equity Script (Great for newer agents!)

We all know the current low inventory market is crazy! But the truth of the matter is… closings still happen every day. You’ve just got to figure out how to be the agent in the middle of them. For newer agents, this is often easier said than done. So rather than worrying about how to position yourself as an experienced agent, craft your conversations around the homeowner’s potential equity. Find a hot neighborhood with lots of recent transactions, then circle prospect the neighborhood working this script into your conversations:

This script demonstrates that you’re a proactive agent who has the homeowner’s best interests at heart (rather than your own). Be polite, respectful, and establish your legitimacy as a market expert. Most importantly… be consistent! You may not find success on every call (or on every day you prospect), but with the right attitude and enough patience, scripts like this one will pay off big!

*Pro tip: If you’re not sure how much equity someone has in their home, use REDX’s Financial Insights tool to find figures such as estimated home equity and estimated net worth. 

Script 3: Find Five Friends a Day for Future Business

If you’re frustrated with the current market (or simply need a break from the same old cold calls), look no further. Here’s something every agent should add to their daily routine: make five new friends every day. Why? Because the real estate market may be out of your control, but the future of your business doesn’t have to be. 

If you’re among the large pool of agents struggling to take listings, it’s time to invest in your future. Use REDX GeoLeads™ to call any area with this short, sincere script:

Don’t worry about finding buyers or sellers. Just call around, add five new friends to your database every day, and continually offer them genuine help. It’s that simple! Follow up with weekly newsletters, quarterly check-in calls (using the same script), and genuine conversations. Eventually, you’ll have a robust database of people who know, like, and trust you. In the months and years to come, you’ll be flooded with calls and referrals from your ever-expanding sphere of influence.

The best part is, you don’t have to worry about calling the wrong people! Befriend anyone and everyone, make sure they always know you’re here to help, and the rest will feel like magic. 

Script 4: Just Sold and to the Point

Just like this Just Sold script, we’ll get right to the point:

This script immediately legitimizes yourself as a hardworking, active agent in the area. And if they still give you a resounding, “NO!” – don’t stress it! You can still offer to provide a free CMA, add them to your database, and go for the listing later. Continue the conversation with this dialogue to position yourself as an agent who’s willing to provide value for everyone, no matter what: 

Scripts 5: “You can kick me out!” Old Expired Script

One of the best ways to create inventory in today’s market is to prospect old expireds. Not only are they more relaxed and less combative than new expireds, but they might not be aware of all the equity they’ve gained over the last 12-18 months. This means you’ll have an easier time starting up a conversation and have more opportunities to help them discover the value in selling. 

Use this script to call old expireds (from 6-24 months ago), and increase your chances of landing the appointment by giving them the power to “kick you out” if they don’t like what you have to say:

*Pro tip: With REDX Expireds, you can filter expired leads by date to find listings from months and years back (for no additional cost).

Script 6: Authentic FSBO Voicemail Dialogue (for a 50% Callback Rate!)

Do you leave voicemail messages when you call for-sale-by-owners? A lot of agents don’t because they aren’t sure what to say or because they worry it will come across as inauthentic and “salesy.” Top coach Darryl Davis offers an alternative solution. He uses this powerful FSBO voicemail message to get as many as 50% of prospects to call him back:

Notice how this voicemail dialogue is in line with Daryll’s “power-agent philosophy” of serving rather than selling and coaching rather than closing. This approach to real estate positions you as a genuine professional rather than another sales person who’s only committed to a commission. Check out this video of Darryl’s delivery in action:

Script 7: Short Sale Script from Nicole Espinosa

The COVID pandemic led us into a market unlike any we’ve seen before. With so many mortgages on hold and in forbearance, people have been hesitant to let go of their homes until things settle back down. But what’s going to happen when protections are lifted and things get back to normal? No one is totally sure, but a lot of people anticipate a potential spike in foreclosures, which in turn will lead to a spike in pre-foreclosure short sales.

If you’ve ever worked with a client in pre-foreclosure, you’ve witnessed first-hand the stress and fear they face while the reality of losing their home looms ever nearer. In other words, they’re not putting their home on the market because they want to sell – they’re doing it because they have to sell. 

So when working with pre-foreclosures, it’s important to stay sensitive to their situation while still offering them the help they need. That’s why Nicole Espinosa (aka The Short Sale Queen) uses a dialogue that’s straightforward, informative, and reassuring:

*Click here for full resolution script image*

What You Say is Up to You

It’s important to study, practice, and internalize these scripts so you can utilize them when you need to. That being said, the key to successful script delivery is sounding natural, authentic, and going with the flow of the conversation. If you need to break from the script to engage with your prospects and discover their needs, go for it! And as you do, approach your calls with the goal to listen and learn first and ask for business second. This way, you’ll be able to genuinely engage with your prospects and better understand their needs. 

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

Your strongest asset as a real estate professional is your database. It’s your most reliable source of repeat and referral business. The more quality contacts you have in your database, the easier it is to “graduate from the grind” and generate listings in the long run. Too many databases dry up, leaving agents to wonder why long-term listings are so hard to come by. Keep reading to discover ways to build and nurture your database to ensure a consistent and profitable real estate income.

7 Ways to Build Your Real Estate Database for Long-Term Listings

1. Follow Up With Your Sphere of Influence
2. Door Knock a Neighborhood
3. Don’t Forget About Your Past Clients
4. Use Social Media to Your Advantage
5. Introduce Yourself to Local Businesses
6. Circle Prospect Just Listed/Just Solds
7. Prospect Other Lead Types

1. Follow Up With Your Sphere of Influence

Your sphere of influence (SOI) is anyone who already knows, likes, and trusts you. With a strong database of family and friends, you’re miles ahead of cold contacts who you still need to build rapport with. All you have to do is make sure you follow up with your SOI on a consistent basis. If you leave your hottest leads untouched, they’ll likely list with another agent.

Reach out to your entire sphere at least twice a year. It can be as simple as a friendly phone call, text message, or monthly newsletter. Or if you have a bigger budget, throw in an occasional client appreciation party, holiday gift basket, or birthday surprise. No matter how you do it, staying in contact keeps you at the forefront of your SOI’s mind so when they decide to sell, they call you. A simple, yet consistent follow-up and check-in will boost your repeat and referral business for years to come.

2. Door Knock a Neighborhood

Hitting the pavement to knock on some doors is one of the best ways to get in front of qualified buyers and sellers (literally). A lot of agents miss out on door knocking opportunities because they wait for business to come to them. Taking action by door knocking allows you to get in front of more people, make a genuine face-to-face connection, and add them to your database. You’ll beat out all the competition who prefer to sit around and wait for leads.

Use relevant market data to inform the homeowners of market statistics and potential equity. Add them to your monthly market updates, and call them a few times over the following months to stay top of mind. They’ll be blown away by your vast market knowledge, and you’ll quickly become the neighborhood expert who homeowners will want to refer to other friends and neighbors.

3. Don’t Forget About Your Past Clients

Too many agents miss out on thousands of dollars in repeat and referral business because they don’t stay in contact with their past clients. Agents hand over the keys and clients never see or hear from them again. Over the next few years, when someone asks your past client for a recommendation of agents, they won’t be able to remember your name.

Don’t leave past clients in the dust! Follow up 30 days after they close on their home to check in. A few months later, ask if you can help them with anything. Reach out on their birthday or the anniversary of when they moved in. Build a lasting relationship with them to keep you top of mind. This way, they’ll have no other choice but to refer you to their friends and eventually hire you again when they want to make another move.

4. Use Social Media to Your Advantage

It’s never too late to start showing up where people spend a LOT of their free time… on social media. With a dramatic increase in social media usage over the past year alone, agents who don’t maximize their social media presence will be left behind.

Be interactive with your followers and friends by commenting, liking, and sharing posts. Send periodic messages and follow people you come in contact with throughout the week. You can even run paid ad campaigns to get more eyeballs on your business. Ultimately, make sure you’re showing up on your ideal client’s feed regularly so they associate your name with real estate.

5. Introduce Yourself to Local Businesses

Local businesses can be another great way to build your database and get referrals. Take time to visit local businesses, introduce yourself, and get to know the owners and managers. Create a business-to-business referral system that benefits both parties.

Find painters, loan officers, landscapers, contractors, and other real estate adjacent businesses to refer your clients to when they need help with their home. In exchange, they’ll send you their clients who need an agent. Not only will you help out the community, but you’ll build your database for more referral business down the line.

6. Circle Prospect Just Listed/Just Solds

Circle prospecting just listed/just solds with GeoLeads™ is another great way to grow your database. Call around a property you just listed or sold and give details on how well things went or how hot the market is. Then follow up by asking when they plan on making a move.

In time, you’ll earn the reputation of “Neighborhood Agent” as you educate and improve the neighborhood through powerful connections and referrals. If they aren’t looking to move, add them to your follow-up schedule and keep in contact with market updates and local recommendations.

7. Prospect Other Lead Types

Turn cold leads to quality contacts by prospecting lead types you haven’t tried before. Expireds, For-Sale-By-Owners, For-Rent-By-Owners, and Pre-Foreclosures all offer great opportunities to find “Now Business” that will end up in your database for more referrals and repeat clients later. And even if they’re not ready to list with you now, you can always add them to a drip campaign and warm them up later.

When you call, ask leads if they need your help in the next 90 days. If they say, “No,” ask permission to follow up over text and add them to your database. Just because they don’t need you now, doesn’t mean they won’t in the future.

The Listings are Found in the Long Game

Building your database is all about getting in front of more people. Once you do, they’ll eventually need a trusted real estate agent in the future. Don’t give up thousands in commissions next year because you’re too focused on what’s going on now. If you don’t play the long game in real estate, your pipeline will eventually dry up. Build your database now to have reliable and consistent listings in the future.

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

It takes up to eight times more money, energy, and time to try and capture new clients than it does to generate business from your past clients and sphere of influence. So ask yourself… “How often do I engage with my database to generate repeat and referral business?” 

While it’s always important to prospect for motivated leads, it’s equally important to create systems and processes that will generate lasting referral business from your existing relationships. If you don’t, your past clients, friends, and family will forget that you’re their go-to agent.

Don’t let your database fall through the cracks! Keep reading to discover how to organize your database and stay in contact for a long-lasting, referral based business.

Tips & Scripts to Engage & Grow Your Database

Tip: Organize Your Database
Script: Texting Past Clients
Tip: The “11-Star Review” Exercise
Script: Social Media CMA Offer
Tip: Give Before You Receive
Script: Thank, Invite & Inform

Tip: Organize Your Database

Real estate isn’t one size fits all – and neither is an effective database. That being said, every agent’s database should be well-organized, consistently nurtured, and constantly updated to maximize repeat and referral business. 

But if your database isn’t quite up to snuff, don’t worry! Many agents who’ve been in the industry for years still use their smartphone contacts as their “database.” If you’re using your phone contacts as a database too, choose a CRM (like Crmgrow, LionDesk, or Follow Up Boss) and follow these three steps to start nurturing today:

1. Download your contacts
Use an app like MC Backup (in the Apple or Google app store) to download and save your contacts as a CSV file. Upload that file into your CRM so your entire sphere exists in one place that’s easy to manage.

2. Segment your database
You’re going to engage with different people in your database based on your unique relationship with them. So after you upload your contacts into a CRM, take the time to tag and sort them into different subgroups based on how you know them. You might tag them as “friend, family, past client, former co-worker, hot prospect, seller, buyer, gym buddies, military service, neighborhood name” etc. A well-organized database will allow you to better personalize your follow-up content for different targeted audiences. Remember, if you try to appeal to everyone, you’ll appeal to no one.

3. Send out a simple text
With your contacts sorted, choose a list of your hottest leads (or past clients) and send this simple text message to offer value and collect more contact information:

A simple text script like this is a great way to immediately offer value to your database while you get a feel for the future of your follow-up strategy. You can also confirm and update any missing or outdated contact information in your CRM. 

Script: Texting Past Clients

Past Clients are the low-hanging fruit you can easily reach out to for repeat and referral business. Working with cold leads requires a lot of time and energy to convert a stranger into a client. Your past clients offer access to easy wins because you’ve already laid a foundation of trust and positive rapport. 

So after you close a deal, put your clients into a quarterly text drip campaign that looks something like this:

These messages may be short, sweet, and to the point… but they’re still packed with care and value for your clients. An annual texting strategy like this one will keep you top-of-mind in case your past clients (or someone they know) ever needs an agent.

Tip: The “11-Star Review” Exercise

When you’re searching for a good restaurant, shop, or hotel, where do you look? Modern consumers live in a “5-Star Review” culture where we seek social proof and validation from platforms like Yelp, Google, or Facebook. Real estate is no exception. 

Whether you want to boost online leads or earn repeat and referral business from your database, a solid “5-Star Experience” goes a long way.  

So ask yourself… “What kind of experience am I providing for my clients?” Does your website look professional? Are reviews from your past clients positive or negative? How quickly do you follow up with internet leads? 

Follow this exercise to earn and maintain an “5-Star Reputation” with past and potential clients:

1. Describe what a horrible “1-Star Review” looks like in your business.
2. Discuss how to boost your client experience beyond 5 stars to an imaginary “11-Star Review.”
3. Decide which 11-Star practices are achievable, and do them!

Script: Social Media CMA Offer

Online leads from sources like Zillow Premier and Realtor.com Pro come at a high price with lots of competition. For agents working on a budget, it’s easy to sidestep these expensive options and reach out to an online database who already knows, likes, and trusts you.  

So hop on Facebook, Instagram, or LinkedIn and send this message to 20 of your top friends, family members, and past clients:

Whether people in your online database are looking to sell, cash out on equity, or refinance their home, a simple message with a valuable offer like this one can go a long way. Make sure to make your message 80% personal and 20% business related.

Make a genuine value offer, find out what you can do to help, then keep an eye out for opportunities to offer up your agent services. This 80/20 approach will feel more authentic (and far less salesy) since you won’t be asking for anyone’s business right off the bat. 

Tip: Give Before You Receive 

According to real estate coach Ricky Carruth, “The problem with most scripts is that they aren’t designed to figure out what you can do for the client – they’re designed to figure out what the client can do for you.”  

A lot of prospecting scripts out there make agents sound robotic and transactional. They put too much focus on closing the sale rather than making a genuine connection. This can be especially problematic when you call your database. So rather than finding and following the “perfect script” for your sphere, simply call to check in on people and see what you can do to help. 

Have incredible conversations. Be polite, professional, and dependable. Build a personal connection with each past client so they remember you as a close friend, not the agent who just went for the sale. You’ll demonstrate to your past clients that you’re here for them, and that you’re not going anywhere.

Script: Thank, Invite & Inform 

A lot of home buyers are moving away from personal referrals and going online to find the right agent. Why? The obvious answer is the rising prevalence of the internet, but real estate trainer David Knox challenges this idea. He says it’s because not enough agents are calling their sphere of influence to stay top of mind. It’s that simple!

Now you might be thinking, “I would call, but I don’t want to bother my sphere.” And you’re right! Bothering your sphere is definitely the wrong way to maintain a good relationship. You can try to call at the right time with the right message, but the best way to avoid bothering people is to always have a favorable reason for calling. 

To keep things favorable, try out one of these dialogues from David Knox: 

These dialogues show that you’re not just here to sell – you’re here to serve. And as David says, “To be referred… you gotta be remembered!” 

Start NOW

Remember – your database already knows, likes, and trusts you, so starting a conversation should never be a problem. Use the tips and scripts in this blog to call 10 people in your database today! You don’t have to ask for business or push for a sale – just ask how they’re doing and see if there’s anything you can do to help. It’s that easy!

Don’t be a forgotten agent. Invest in your database on a regular basis so you don’t miss out on easy repeat and referral business. Because when it comes to growing and engaging your sphere, “Anything works, and nothing doesn’t.”

For a deeper dive into the practices and principles from this blog, check out this episode of The REDX Podcast with real estate marketing master, Ricardo Bueno:

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

With housing inventory at a record-breaking low, real estate agents have been forced to adapt and change the way they do business in order to produce listings. Focusing only on buyers is no longer a sustainable path to commissions and is requiring agents to focus on new listings. Keep reading to discover 7 creative ways to find listings in today’s market and pack your pipeline no matter the market conditions!

7 Ways to Generate Listings in a Low Inventory Market

1. Establish a Foolproof Business Plan
2. Circle Prospect with GeoLeads™ to Create Inventory
3. Call Old Expireds to List More Homes
4. Contact Your Sphere of Influence to Generate Business
5. Prospect FSBOs to Pack Your Pipeline
6. Use Social Media to Keep Leads Coming to You
7. Circle Prospecting For Your Buyers

1. Establish a Foolproof Business Plan

The first step to consistent listings in a low inventory market is a business plan that will weather any market storm. Your business plan should be data-driven, built off your most successful lead gen methods, but still flexible enough to allow for future growth and development. Know your why, set trackable goals, and focus on consistency, lead gen tools, and your weekly schedule.

Incorporate activities into your plan that yield the highest results for your business. Focusing on the fundamentals like prospecting, sphere of influence, and lead generation will solidify your business foundation to withstand a changing market. Introduce new and innovative activities such as social media and community building to stay on top of successful real estate trends.

*Click here to download the business plan template*

2. Circle Prospect with GeoLeads™ to Create Inventory

Circle prospecting is one of the best ways to pack your pipeline when inventory is low. Now more than ever, homeowners want to know the value of their home and what’s happening in the market. You can be the agent who answers these questions for them.

Use GeoLeads™ to inform homeowners about market trends in their neighborhood and offer to do a CMA so they know how much equity they have. This allows you to become the known real estate expert in the area while packing your pipeline for future listings. You can also inform them of open houses, just listed/just solds, neighborhood resources, and more. 

Try this circle prospecting script to build your database of potential buyers and sellers:

3. Call Old Expireds to List More Homes

Expired listings are real estate’s lowest-hanging fruit. However, low inventory and high demand means fewer and fewer listings are expiring each month. That’s why calling Old Expireds (from 6-24 months ago) is a great way to find more business. With REDX’s Expired Lead product, you can sort through old expired listings by date to find information for homeowners who failed to sell, but might be ready to relist in today’s market.

Informing Old Expireds of their potential equity and how hot the market is could help them move somewhere they wanted to be years ago. Plus, these homeowners aren’t as combative as traditional Expireds since not a lot of agents are calling them. This allows you to cash in on an untapped opportunity.

4. Contact Your Sphere of Influence to Generate Business

Your sphere of influence (SOI) and past clients are the best source for repeat and referral business. Your sphere already trusts you, which means they’re much warmer than the leads you cold call. To effectively utilize your sphere, you need to consistently contact them to stay top of mind. 

A simple 5-minute call every 4-6 months could mean thousands in commissions down the road. While your SOI might not give you “now business” like circle prospecting or Expireds do, it does create a consistent source of income over time (as long as you nurture it). 

Here are a few scripts to use when you talk to your SOI about the low inventory housing market.

5. Prospect FSBOs to Pack Your Pipeline

Many homeowners are recognizing that now is an amazing time to sell a home and cash out on equity. In a strong seller’s market, many homeowners feel empowered to list their home on their own and skip paying an agent’s commission. What they don’t know that is your expertise could actually net them more money, even with a commission.

It’s all about helping them understand the benefits of your real estate knowledge and expertise. REDX’s industry-leading FSBO data, coupled with a powerful script and the right strategies, will show these homeowners that hiring you is their best option.

6. Use Social Media to Keep Leads Coming to You

According to Business Insider, between 46% and 51% of adults in the US are using social media more since the pandemic began. Having a social media presence is becoming a must in the real estate industry because so many eyes are glued to screens.

If you’re not showing up on their feed, other agents will be. So whether you’re already on social media or not, optimizing your online presence could give your business the boost it needs during this low-inventory market. The three platforms that NAR recommends for all agents are Facebook, LinkedIn, and Instagram. 

7. Circle Prospecting For Your Buyers

A few reasons inventory is so low is due to low interest rates, people wanting a change of scenery, and a rapidly growing pool of qualified buyers. With a new generation in search for their first home, buyers agents are forced into bidding wars which often means demanding sellers and inflated prices. 

Power prospector Trudy Padilla found a way to utilize REDX’s GeoLeads on behalf of her buyers. Trudy identifies a handful of features her buyers are looking for in a house and begins to hunt. She then uses GeoLeads to circle prospects to sellers that fit her buyer’s criteria, and notifies them that she has someone who might want to buy their home.

The Opportunity in Front of You

The low inventory market isn’t going away any time soon. Thousands of homes are being sold each week, which means opportunity is everywhere. So instead of waiting around for the market to change, use these methods to create inventory in your area. You’ll be able to ensure a consistent and sustainable future in real estate.

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

Following up with your leads and contacts is essential if you want a prosperous pipeline and consistent commissions. So while the money in real estate is found in the follow-up, it doesn’t have to be complicated. If you want an easy reason to stay in contact with homeowners for simple, effective follow-up, use this list to stay top of mind with buyers and sellers.

50 Reasons to Follow Up With Your Prospects (and Stay Top of Mind)

1. Check in to see if they got your email.
2. Ask if they saw the email attachment with their market stats.
3. Provide service and ask if there is anything you can help with.
4. Inform them of changes in interest rates.
5. Inform them about price changes for homes in their market.
6. Ask if they want to know how much homes are selling for in their neighborhood.
7. Offer to do, or ask if they saw, your CMA.
8. Verify their contact information.
9. Return their call.
10. Share tips for winterizing their home.
11. Make sure they got your pre-listing packet.
12. Make sure you’re “not dropping the ball” by asking if they’re still planning to list.
13. Answer questions about your pre-listing packet. 
14. Tell them the current Marketing Report.
15. Wish them a Happy Birthday.
16. Give them a few curb appeal tips for their home.
17. Wish them a Happy Holiday.
18. Invite them to your Open House.
19. Share efficient moving and packing tips.
20. Ask if their phone accepts text messages.
21. Tell them about the hot market during summer months.
22. Recommend a new restaurant in the area that you like.
23. Inform them of an upcoming town meeting.
24. Extend an invitation to a community event.
25. Tell them about an upcoming fundraiser for someone in your community.
26. Share your contact info in case they have any questions.
27. Ask if you can text them to share your marketing plan.
28. Remind them about upcoming local elections.
29. Ask if the pandemic made them want a new home.
30. Ask if they’re aware of neighbors who just sold.
31. Share your resume for when they interview agents to sell their home.
32. Congratulate them on a new addition to the family.
33. During spring cleaning time, ask if they need more space.
34. Ask if anything has changed with their timeline to sell and move.
35. Inform them that you have people who are interested in the neighborhood.
36. Tell a FSBO to text you if any questions come up about selling a home.
37. Ask a FSBO how selling their home is going.
38. Ask if there is anything you can do to help them achieve their home goals.
39. Inform them of any new developments nearby. 
40. Give them HOA updates.
41. Share tips for getting their sprinkler system ready for spring.
42. Give them a list of tips to help you sell their home, whether they use you or not.
43. Invite them to an upcoming brokerage event.
44. Share some landscaping tips.
45. Ask a FRBO if they are still looking for additional investment properties.
46. Talk about local sports team achievements.
47. Send them a link to your website to see new homes on the market.
48. Ask if they want you to keep an eye out for a specific type of property.
49. Share some effective home maintenance tips.
50. Inform them of the top 10 reasons homes don’t sell.

Follow Through With Your Follow-Up

Following up with any of these 50 reasons guarantees you a spot in prospects minds whenever they think of real estate. What might seem like a simple conversation actually has the power to pack your pipeline with prosperity. All you have to do is reach out and follow up.

About REDX

REDX offers real estate professionals a complete all-in-one prospecting platform for generating listing appointments. The platform includes seller leads, a dialer with up to three lines, and a lead management tool for simple follow-up. REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here. Call (800) 731-7339 option 1 to learn more about prospecting FSBOs, Expireds, FRBOs, Pre Foreclosures, GeoLeads, and our Power Dialer – or visit www.redx.com

Setting the right real estate goals and sticking to them is essential if you want to make 2023 full of appointments, listings, and commissions. Whether it’s lack of motivation, an unclear purpose, or an ineffective plan, these steps have the power to take your real estate career exactly where you want it. Discover how to set real estate goals that will produce results instead of regrets.

8 Steps for Setting Realistic Real Estate Goals in 2023

Step 1. Discover Your “Why”
Step 2. Understand Discipline vs. Motivation
Step 3. Develop a Confidence Mindset
Step 4. Determine Your Pillars of Business
Step 5. Make a Plan
Step 6. Track Your Progress
Step 7. Have an Accountability Partner
Step 8. Stay Consistent

Step 1. Discover Your “Why”

Every productive prospector keeps one thing in mind: a strong, clear why behind everything they do. When you’re constantly working towards something greater than yourself, it’s exciting to get out of bed every day and accomplish your real estate goals. Without this strong why, your drive and positivity can fade, and your success can decline. 

To discover your true why, you have to dive much deeper than wanting a new car or paying your bills. You have to be brutally honest with yourself and uncover these two things: 

1. The positive why that you’re chasing 
2. The negative why that you’re trying to avoid

Once you have a solid reason to wake up every day and make prospecting calls, write it down in a notebook every single day. This will help keep your why at the forefront of your mind, which in turn will positively impact your prospecting, listing appointments, and transactions.

Step 2. Understand Discipline vs. Motivation

A common reason agents fail to reach their goals is due to lack of discipline and motivation. So how can you stay motivated for all of 2023 without burning out? You need to understand the difference between discipline and motivation. 

Discipline is your ability to stay on track regardless of motivation. Motivation gives meaning to your daily goals and provides a sense of purpose for what you do.

If you’re clear on your goals and the steps it will take to get there, it doesn’t matter if you have a bad day. You should still be able to stay disciplined. Remember your why and push yourself to do the things you don’t want to do. Even if you only give 80-90% (instead of 100%), it’s still better than nothing. Your main focus should be on showing up and executing on lead generation every day.

To keep your motivation up, surround yourself with positive and uplifting people who will help you stay positive and on track. Fill your life and mind with motivational content and positive influences. Whether it’s a podcast, video, or coach, make sure your brain is filled to the brim with motivational thoughts and attitudes.

Step 3. Develop a Confidence Mindset

In order to achieve your 2023 real estate goals, you have to develop a confident mindset. Without it, real estate and prospecting are going to seem a lot harder than it needs to. If you aren’t confident in the service you provide as an agent, your potential clients won’t be either.

If you’re clear and confident on how you can better your clients’ lives, you’ll be able to believe in yourself and build confidence on every step of your journey.

Start by asking yourself, “What value do I bring to homeowners?” Whether it’s your neighborhood expertise, your dedication to service, or the 110% effort you give, determine what sets you apart from other agents. Once you believe in what you can bring to a homeowner, your confidence on the phone will skyrocket and transfer to the service you provide to your clients.

Step 4. Determine Your Pillars of Business

With so many ways to prospect and generate new business, a common mistake agents make is spreading themselves too thin. Many agents make the mistake of trying to tackle Expireds, mailers, social media, circle-prospecting, sphere of influence, marketing, FSBOs, door knocking… (you get the idea) all at once! This puts them on a fast track to burn out and prevents them from mastering any one skill or method. 

You can avoid this by finding three or four “pillars of business” to focus on. Top-producer Joe Rosen’s pillars of business include REDX, Social Media, Community Building, and then something trendy and fun. He focuses on his four pillars for 6 months, then evaluates his performance to see where he needs to improve or change.

Determining your pillars of business will help you discover what works best for your individual business needs. Plus, you’ll be able to fully master a few specific lead-gen methods rather than trying to do everything at once and falling behind.

Step 5. Make a Plan

Now you have your why, mindset, and pillars of business… it’s time to put them together to make your 2023 plan! Brainstorm specific, measurable goals that you want to achieve in 2023. Avoid broad goals like, “Make a million dollars in GCI!” and set more attainable goals like, “Sell 36 homes.” 

Once you have your yearly goals, break them down into quarterly, monthly, weekly, and daily goals. If your goal is to close 36 sales this year, you’ll have to sell nine homes every quarter, which breaks down into three a month and almost one a week! Sounds like a lot? Keep breaking it down into smaller, more achievable goals to help you stay focused on your day-to-day.

To follow the example above, determine the daily actions you need to take to achieve 36 sales a year. Track your numbers to determine how many contacts it takes to set a listing appointment, how many appointments turn into listings, and how many listings actually get sold. This will help you know how many calls you need to make every day and week to land a listing and close the sale!

Step 6. Track Your Progress

Setting goals won’t do anything for your business if you don’t keep track of them. Tracking your numbers and goals not only helps you determine if you have solid pillars of business, but it allows you to see where your plans could use some fine tuning.

One way to stay on track is to keep a goal notebook. Write down your goals and your whys every day at the top of each paper. This keeps your mindset on track for a successful and productive day. Then, write out daily objectives that align with your goals. Throughout the day, check them off as you complete them.

If you track your goals and daily objectives like this every day, you’ll know exactly what works for your business and what doesn’t. Plus, if you fall short of your goals, you’ll be able to go back and diagnose exactly what went wrong and how to fix it.

Step 7. Have an Accountability Partner

No one ever made it to the top alone, and neither should you. One of the best ways to ensure you achieve your real estate goals in 2023 is to share them with someone who will keep you accountable. Think of it as “Goal Insurance” that will help push you to your full potential this year.

All you need to do is ask a fellow agent or a good friend to check in with you on your daily and weekly goals. They can help motivate, inspire, and push you to pick up the phone, knock some doors, or post on social media.

This added accountability will help you achieve your goals and could be the one thing that pushes you to more appointments, listings, and commissions than you planned!

Step 8. Stay Consistent

New goals and plans are always exciting when we first start. It feels good to evaluate and elevate your real estate career. Trouble comes when the excitement and motivation wears off.

But you can keep things moving in the right direction with consistency. Like we mentioned before, discipline is a choice. Motivation can fade, but discipline and consistency must remain constant if you want to pack your pipeline and boost your business. 

So make a conscious choice to follow your plan daily and success will follow.

Prosperity is Ahead!

Having clear plans with specific goals to help achieve them will help make 2023 your best year yet. It’s up to you to remain disciplined and find the things that work best for your business. The income you desire is waiting for you at the end of these tips. Go and get it!

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

Circle prospecting is one of the best ways to pack your pipeline without dealing with angry homeowners. Whether you’re prospecting a hot neighborhood, running an email campaign, or marketing a property you just listed, there are a lot of different strategies to circle prospect for listings.

1. Start with the Right Tools

No matter which approach you take, you won’t get far without the right tools. In order to maximize your success with circle prospecting, equip yourself with quality data, a powerful dialer, solid scripts, and a killer CRM: 

Quality Data from GeoLeads™ 
Drop a pin, draw a boundary, and get contact information for entire neighborhoods. Quality data allows you to target any area to circle prospect effectively.

Save Time with a Power Dialer
A powerful dialer will allow you to call entire neighborhoods in less time compared to dialing by hand – perfect for efficient circle prospecting. 

Solid Scripts (Don’t forget to practice!)
No two conversations are alike, so practice your scripts every day and adapt them to different styles of conversation. Click below to download some of the top script resources from leading industry coaches and experts – including some amazing Circle Prospecting scripts! 

Stay Organized with a CRM
The more you circle prospect, the more you’ll need to stay organized. CRMs like Crmgrow, LionDesk and Follow Up Boss will help you organize, manage, and stay in touch with all your best leads and contacts. 

2. Find Inventory & Build Your Database

You’ve got your tools… now it’s time to get to work! Whether you’re looking for listings now or packing your pipeline for the future, this script strategy gets right to the point: 

Start off strong by asking if they want to sell, then offer to add them to your monthly market report and confirm their contact information. Add their verified info to your CRM and consistently follow up so you’re the first agent who comes to mind when your database needs help. 

3. Land & Expand in “Hot” Markets

While you search for inventory and build your database, keep an eye out for opportunities to circle prospect in “hot” markets. 

Search for neighborhoods with a high turnover rate or a higher average price point, then use GeoLeads™ to find contact information for homes in the area. Call the closest 100-250 neighbors following this script:

 This “hot market” script creates an extra sense of urgency to help you land a new listing sooner. You’ll also get a feeling for how “hot” the neighborhood actually is based on how interested people are in your conversations.

4. From Just Listed to Just Sold 

Circle prospecting is an amazing way to find and take new listings, but it’s also a great way to boost local attention and interest in your current listings. (After all, isn’t that what sellers pay you for?) So whenever you take a new listing, drop a pin on the property and call the closest 250 neighbors to the property using this “Just Listed” script:

Then, after you (or another agent) closes a sale in the area, gather some quick facts on why the home sold, and circle prospect the neighborhood with this script:

You can also adapt or adjust this script to offer a quick home valuation, add people to your monthly market report list, or spread the word about an upcoming open house. This not only works to help sell your current listings, but will boost your reputation as the neighborhood agent who works hard to meet your client’s needs.

5. Permission to Text

As you build your database and boost your listings… consider this statistic: 7/10 people prefer texting over talking, and 50% of sales are made after the fifth follow up. Pretty powerful information… as long as you follow the rules.

Remember: always get permission to message someone before you ever send them a text. Failure to do so could get you in trouble with the TCPA.

The good news is, getting permission is easy! While you collect and verify a new contact’s information over the phone, incorporate one of these scripts into your conversation:

With permission to text, you’ll increase your contact rates, have better conversations, and take more listings with frequent follow-up.

6. Be the Neighborhood Expert

At the end of the day, potential buyers and sellers care the most about these three questions:

1. What’s for sale?
2. How much is my home worth?
3. How’s the market?

So no matter which circle prospecting strategies you use in your business, equip yourself with accurate market data to position yourself as the local expert who people can trust.

Include accurate, localized data in your monthly market reports, follow-up texts, and Facebook ads so your leads and prospects can make an educated decision about their next sale or purchase. 

It’s Time to Stand Out!

Circle prospecting allows you to put yourself out there so you’re the first agent homeowners think of when they want to buy or sell a home. So as you ramp up your strategy with the tips & scripts you’ve just read, remember that relationships, rapport, and repetition will unlock the science to success for circle prospecting.

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

Prospecting without follow-up is like trying to fill up a bucket that’s full of holes – no matter how hard you try, progress feels impossible. Follow-up is a crucial part of setting listing appointments, but can also be nerve wracking. When is “too soon” to follow up? What if I sound too pushy? Should I call, email, or text? 

To help, we interviewed top industry experts and asked how they find follow-up success in their businesses. Keep reading to discover key follow-up strategies to help convert your leads and contacts into solid listing appointments.

7 Strategies for Super Effective Follow-Up

1. Provide Value No Matter What
2. Be The Hero (Even if the Cash Comes Later)
3. Find the Pain and Offer Relief
4. Start Your Follow-Up NOW!
5. The “8×8” Follow-Up Schedule
6. Follow Up with Past Clients
7. The Power of Video
BONUS TIP: The Secret Follow-Up Method to Sell Investment Property

Before you follow up…

It’s important to know the difference between Follow-Up & Lead Generation, and understand the different types of follow-up:

1. Provide Value No Matter What

There are a lot of leads who won’t warm up for business right away. In fact, the follow-up process can stretch on for weeks, months, or even years before certain prospects are ready to buy or sell. So if your long-term follow-up isn’t worth something to the client, why should they want to stay in touch with you? 

That’s why follow-up master Chris Salerno packs as much value into each follow-up opportunity as he can. No matter how old or cold his leads are, he sends out monthly emails packed with information on market trends, community updates, and industry insights to keep his audiences informed (and keep his name top of mind). The more value he provides, the more likely his leads are to open his emails and reach out when they need an agent.

And if you’ve got a list of leads who’ve agreed to receive texts, send each of them a short, personalized message with your most relevant updates or connections! The extra touch will provide unique value for your warmest leads and keep you top of mind.

If you need resources to help you follow up in a worthwhile way, check out Altos Research, Keeping Current Matters, and the full podcast interview with Chris Salerno himself. 

2. Be the Hero (Even if the Cash Comes Later)

Many homeowners want to sell, but might not be ready to (yet). FRBO master Jason Morris understands that seller timelines vary, so he likes to follow up regardless of whether or not someone is ready to move. 

Rather than expecting a sale from everyone he talks to, he believes that helping people with whatever they need will turn into a sale or referral down the road. He adds them to his sphere of influence, consistently offers help, and is the first name that comes to mind when his sphere needs an agent. 

In Jason’s own words, “You might not make money by sharing information or chatting about their mortgage, but it’s gonna turn that person into a raving fan. Any time one of their friends is selling a house, they’ll talk about you.” Play the long follow-up game and see your efforts pay off in ways you would never expect.

According to InsideSales.com, 50% of all sales happen after the fifth touch. So if you’re utilizing the long follow-up strategy like Jason Morris, be strategic with how and when you make your touches. If you know a lead is still several months away from moving, text them to check in and provide valuable market updates for a few months, then ramp things up  with a phone call or in-person visit as the relationship grows.

3. Find the Pain & Offer Relief

Many people know exactly why (and when) they want to buy or sell a home. But there are others who would greatly benefit from moving, they just haven’t realized it yet. Follow up with this second group to help uncover their pain points and offer a simple solution to their uncertainty. 

When you discover what drives a client’s need for change, you’ll know exactly how to help them. Maybe they have a parent in need of special care. Maybe they’re changing jobs and would like a shorter commute to the office. Or maybe they need more space to accommodate a growing family. Whatever the reason may be, establish where the “pain point” is and get to work. 

Setting a goal to find a client’s motivating factor is a great way to find your footing when you follow up. Know your end goal, follow up until you’ve reached it, and close the deal. Greg McDaniel said it best by stating, “Find the pain. What’s the push to get them out? Spend your time following up with people that are actively looking to get out.”

4. Start Your Follow-Up Now!

Florida agent Alex Haigh knows it’s never too soon to follow up. He begins his follow up process while potential clients are still at an open house. He lays out contact sheets next to a plate of cookies, let’s his clients explore the house, then collects their info and starts his follow up as soon as they come back for a snack. 

Haigh says, “It has to be right away. In order for you to have a good follow up later, you don’t want to catch them as they’re going out the door.”

Starting the follow-up process while they’re still in the house is a great way to start building a relationship and address any immediate concerns. The conversations you’ll have after they’ve left the home will be easier as well. Break the ice while you’re in the home, and the next follow-up will be a breeze!

When the open house is over, follow up again to build rapport as soon as possible. With an early start, you’ll get plenty of opportunities to boost the relationship as time goes on. Send them a text message and ask for their thoughts on the open house, what they liked (or didn’t like), and what you can do to improve for next time. 

Asking for feedback through a casual text message (without sounding “salesy”) opens a comfortable dialogue with many potential buyers. The more you know someone up front, the less effort you’ll have to put in to seal the deal when they’re ready.

5. The “8×8” Follow-Up Schedule

If you’re new to follow-up, this schedule from Zach Zaleski is a great way for you to plant your feet. Zach calls it his “8×8” follow-up schedule. When someone lands on your follow-up list, call or text them no fewer than eight times – once a week over eight consecutive weeks. 

This method has landed Zach a lot of listings, largely due to his polite persistence (when other agents have given up). “Other people will give up sooner, and it’s usually on those later contact points where you can strike gold,” says Zaleski.

Keep in mind, this contact method works great for someone who is actively looking to buy or sell a home. If someone is a few years, or even a few months away from making a decision, a less frequent schedule may serve you better. Always remember to be considerate!

6. Follow Up with Past Clients 

Just because a transaction is over doesn’t mean you should lose contact with your clients. Most people are happy to refer you to a friend or family member after you’ve “WOW-ed” them with excellent service. 

Jason Morris regularly follows up with past clients to see how they’re doing, and it gets him plenty of referrals and repeat customers! One of Jason’s former clients (who he’s sold several properties with) happens to own a local county store. Any time someone they know is looking for an agent, they immediately connect them with Jason. 

And with a good relationship already established, texting your past clients is a great way to keep it casual while you stay top of mind. Your follow-up text might look like this:

“Hey [CLIENT NAME], it’s [YOUR NAME]. I was just thinking about you today.
If you ever need anything, let me know.”

Short, simple, and straightforward. You don’t even need a response! What’s important is that you’re popping up on their phone and they know you’re there for them.

So find your fans and stay in touch with them. If you fail to follow up after the home closes, you’re missing out on tons of potential sales!

7. The Power of Video

In our day and age of mobile technology, you can get more creative with your follow-up than ever before. Jay Berube uses the power of a simple video to follow up with his prospects. He spends 1-2 minutes recording a video, then sends it to his lead via text message.

The video can be about the house, your services, or the next steps your client should take. Take into consideration the situation at hand and your relationship with the client. Be friendly, stay relaxed and professional, and make your video worth watching! Always provide value, even in two short minutes. 

The video can be scripted or off the cuff, but we recommend sticking to a rough script until you’re comfortable with the process.

Finalize Your Follow-Up 

With these seven follow-up strategies in your real estate playbook, it’s time to reach out and reel in more business! Use any (or all) of these strategies to fill your bucket with listing appointments without any added anxiety. Just like Alex Haigh said… “The money is in the follow up!”

BONUS TIP: Secret Follow-Up Method To Sell Investment Properties

If you’re a regular prospector, you’ve probably come across a few landlords who rent out multiple properties. Jason Morris has a technique for winning these people over and turning them into clients.

When Jason comes across a rental property, he finds out when the current lease is set to end. He marks that date and follows up on an annual basis, usually a few months before the lease ends, to see if the owner would consider selling. But he doesn’t stop there. 

On every follow-up, he sends them a full market evaluation with a realistic expectation of what their property could sell for. As property values rise year over year, it becomes more and more tempting for the owner to sell!

This follow up process is definitely a long game, but it can pay off in a big way! Be sure to note who the landlords are and follow up close to the end of the lease to see if you can’t snag a big win with an easy follow up plan!

About REDX

REDX offers real estate professionals a complete all-in-one prospecting platform for generating listing appointments. The platform includes seller leads, a dialer with up to three lines, and a lead management tool for simple follow-up. REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here. Call (800) 731-7339 option 1 to learn more about prospecting FSBOs, Expireds, FRBOs, Pre Foreclosures, GeoLeads, and our Power Dialer – or visit www.redx.com

Successful email marketing is the topic of countless books, podcasts, and online training courses. Real estate agents who fail to write compelling, valuable emails run the risk of spam complaints that can shut down their email account. To avoid this, it’s important to write emails that people will open, read, and actually take action on. This blog dives into technical tactics and writing strategies that will help your emails get past spam filters and into inboxes.

How to Write Effective Emails that Homeowners Will Actually Open

#1. The Importance of “From”
#2. Start with Your Value
#3. Write Engaging Subject Lines
#4. Understanding Email Principles
FREE BONUS: 21 Email Templates for Agents
#5. Get Homeowners to Respond
#6. Passing Through Spam Filters
#7. Maintain Your Email Lists
#8. Three Ways to “Warm Up” a Cold List

#1. The Importance of “From”

We all receive an average of 121 emails a day, and only open about 19% of emails we get from real estate agents. If your emails don’t stand out from other agents, you risk falling into the “other 81%.” One way to stand out is by building quality relationships with the people on your contact lists.

When you build relationships with your contacts, the “from” line becomes more important than the “subject” line. Consistently delivering high-quality, valuable content means people will watch for (and look forward to) your emails. Why? Because they come from you.

How can you write emails that stand out from other agents? Through valuable, intentional content that will actually help homeowners. 

#2. Start with Your Value

If the value of an email is unclear, the reader will be too. Whenever you write an email, ask yourself, “What value am I providing to homeowners?” Since their trash bin is just a click away, make sure to articulate your value quickly and clearly.

If you want a response, ask questions that will make the reader curious. If you want to start a conversation, ask questions that spark similarities between you and the reader.

Whatever your desired result is, every line of your emails should indicate what’s in it for them and the value you’re offering. Otherwise, homeowners won’t care what you have to say.

#3. How to Write Engaging Subject Lines

Which subject line are you more likely to open? “John Smith Realty” or “Interest rates are lower than ever!” The content of your subject line will drastically affect your open rates. If you don’t catch their attention right away, people are less likely to read the rest of your email.

Here are a few pointers on how to write engaging subject lines:

Share the, “What’s in it for me” as simply as you can.

Make it easy for people to process so they can recognize value while they quickly scan their inbox.

Keep it tight.

Most inboxes preview about 60 characters of the subject line (only 25 to 30 on mobile). Put the most important information at the beginning so it doesn’t get cut off.

Stay simple and focused.

Focus on one action. Offer one takeaway, indicate how the reader can make use of it, and specify how you will deliver it.

Ask them to respond.

If someone knows that they need to respond, they’re more likely to open it in the first place. Make this clear in the subject line by writing “please reply” or “thoughts needed on X topic.” Setting deadlines like, “Reply by X date” also increases the odds that they will respond.

Borrow authority.

If you’re emailing a referral, use their name in the beginning of the subject line to grab the reader’s attention.

Personalize the subject line.

Generally, you’ll know the name of the person you’re emailing – so use it! Include their name (or any information relevant to them) in the subject line and you can almost guarantee that they’ll notice it. For example, you could write, “Upgrade your [city name] house for 25% less,” or “[first name], see how your mortgage compares to the [city name] average.”

Re-read the subject line before you send an email.

When you send multiple people the same (or similar) emails, you run the risk of copy-and-paste errors. Remember to tailor it to each reader if possible.

Don’t use “ALL CAPS.”

You might get someone’s attention, but it’s the wrong kind of attention. ALL CAPS is the digital equivalent of yelling. Unless you’re trying to irritate someone or give them anxiety, lay off the caps locks and avoid exclamation points. 

#4. Understanding Email Principles

Sending a bad email is worse for your campaign than not sending one at all. Poor emails that lack value often don’t even make it to the inbox and are likely to be marked as “spam.”

Email service providers (ESPs) have become smarter when it comes to what recipients want to receive in their inbox. They dig into the data behind every email you send to calculate how much engagement each one receives. They use opens, clicks, replies, spam/junk filters, complaints, and unsubscribes to determine if your email will make it to the inbox. 

Google, Yahoo, and other major ESPs frequently update their algorithms to improve the user experience of their email platforms. As marketers, we’re always going to be behind the curve as we work to adapt to new ESP algorithms. But don’t worry… there’s still hope!

Use the tactics and principles in the next two sections to earn a positive email reputation for your business. 

FREE BONUS: 21 Email Templates to Grow and Engage Your Database

#5. Get Homeowners to Respond

Many writers feel anxious when they sit down to write an email. But it doesn’t have to be that way! In fact, for people who’ve mastered asking a few simple questions, writing great emails comes naturally. 

Donald Miller, author of Story Brand, breaks down the writing process into five simple questions. Answer these questions when it’s time to write an email, and you’ll find the kind of focus you need to clear your mind and craft an engaging message.

Question 1. What’s the big idea I want my audience to understand?

Focus is not only critical in great books and movies, but in emails too. Your subscribers live in a world driven by the constant distraction of social media advertising. Since your email lives among thousands of other online impressions, even a single moment of confusion or unclarity could cause your message to be overlooked.

If you’re only going to answer one question from Miller’s list, make sure it’s this one. Reflect on why you’re sending the email and focus your purpose on one big idea. When you do, your emails will be clearer, shorter, and more meaningful.

Question 2. What’s the single most important action my customers can take when they get this email?

Whether you want your reader to buy, register, sign up, schedule, order, or call… they need a clear path to help solve their problem. 

For example, if you’re hosting virtual open houses, the most important action they can take is to register.

You’ll be amazed how many readers will follow a path simply because it’s been clearly marked, and you’ve asked them to take it.

Question 3. How do my readers benefit when they take action? (aka “What’s in it for me?”)

Everyone who opens your email is looking to answer one question: “What’s in it for me?” 

In the back of their minds, your readers are asking, “How does this benefit me and improve my life?”

Therefore your email needs to clearly address this question. What great things will happen to your reader if they take action? Will they avoid something negative? Will it improve their life? Are there any risks connected to not taking action?

To do this well, you need to understand your audience – what they want, what they fear, and their hopes and struggles. Once this is clear, you can help address their actual needs. Answering the, “What’s in it for me?” will also help you craft the experience that your email is driving them to.

Question 4. What kind of image shows those benefits in action?

Neuroscientists at MIT discovered that it only takes 13 milliseconds for our brains to identify an image (that’s 60,000 times faster than text).

What you see in a split-second influences what your brain wants to do next. Mary Potter, the study’s lead scientist, elaborated on this: 

“The job of the eyes is not only to get the information into the brain, but to allow the brain to think about it rapidly enough to know what you should look at next.”

A powerful, carefully chosen image can persuade customers to stop scrolling and actually read what you have to say. 

Find images that instantly communicate the benefits spelled out in your copy. You’ll snag the attention of your readers and draw them into the rest of your email.

Question 5. What proof do I have that my customers’ lives will be better when they take action?

You can answer every other question on this list perfectly, but people still won’t do what you ask them to unless they trust you. One of the easiest ways to gain trust is by pointing to someone outside your business who can vouch for you (social proof).

Point customers to past clients who’ve received the promised benefits of your hard work. Don’t include this in every email (to avoid coming across as arrogant), but if your audience is cold or if you’re selling something, it will help. 

Using these five questions, you’ll be able to craft a clear, compelling message that cuts through the rest of the inbox clutter.

#6. Passing Through Spam Filters

As long as you follow “the rules” laid out by ESP’s, you can prevent your email account from being shut down. 

When people engage with your emails in positive ways (opens, clicks, replies, adding you to their address book, moving you to the inbox), ESPs reward you with better deliverability. That being said, they’ll also punish you if your emails receive negative engagement (deleting an email without opening it, moving it to a junk folder, marking it as spam, etc.) 

One of the worst things that can happen to one of your emails is having it marked as “spam.” If you have a high enough ratio of sent emails marked as spam, your ESP will likely deactivate or shut down your account. 

To keep your emails moving past spam filters on a clear path to the inbox, follow these basic email marketing rules:

1. Maintain a high-quality (warm) email list and send good content.

• See the next two sections for tips on “warm” lists

2. Avoid formatting that flags your email as spam.
A few examples are:

• A wide variety of font sizes, styles, and colors
• All caps throughout the email
• Hyperlinks to too many different domains
• Too many exclamation points in the subject line
• Spammy words in the subject line (click here for a list of “spam trigger words”)
• Symbols and numbers to help spell words
• Including too many large images

3. Use a valid source to send emails

• Don’t use a third party email sender to send emails from an account that you don’t own
• Use consistent “from” and “reply to” addresses 

4. Make it easy for recipients to unsubscribe.

• If they can’t easily see a way to unsubscribe, they’re more likely to mark the email as spam (which will hurt your email reputation with ESPs.)
• Place an “unsubscribe” link at the bottom of all emails.
• If you don’t know how to place an unsubscribe link, learn how right here!
• If you can’t figure out “unsubscribe” links, add a P.S. to your emails saying “If you don’t want to receive emails from me, please reply back and ask to be removed from my mailing list.” 

#7. Maintain Your Email Lists

It’s important to know the difference between your “warm” email list and your “cold” email list.

A “warm” email list has been cultivated over an extended period of time. It’s made up of people who know you, recognize your name, read your emails, click your links, and reply back. These are people you have a relationship with and who have granted you space in their inbox. 

If you’re going to send emails, your primary goal should be building up your warm list because these are the people who will be willing to talk to you about real estate. 

A “cold” list contains anyone that you haven’t emailed for at least four months. These could be people from a warm list that you’ve neglected, or contacts you’ve put on your list who you don’t have a relationship with.

However, cold lists don’t have to stay that way. Many (even most) of the people on your cold list won’t become warm prospects, but you can still win some of them over as long as you provide them with valuable and relevant content.

#8. Three Ways to “Warm Up” a Cold List

1. Reignite an Old Flame

If you’ve already had a relationship with the cold contact in the past, warming them up is pretty simple. Remind them who you are, why they’re on your list, and what value you can provide them. Here are a few examples of what you could send:

Here’s an even simpler version:

You can also mention other services you provide. For example, Carl Spencer in the Salt Lake City, Utah market hosts an entertaining and educational Facebook channel called, “Home Tips With Carl” where he teaches simple tips to keep your home in great shape. An email from him to his cold list could look like this:

2. Host “Fire” Events

You can also re-engage a cold email list by hosting an event. Consider what type of event you could host to deliver massive value and immediately remind homeowners why they want to receive emails from you.

Here are a few ideas:

• Invite subscribers to a live online event or webinar where you provide exclusive training or answer questions.
• Create and host a detailed giveaway.
• Livestream a monthly drawing for gift cards and other cool prizes.
• Create a multi-episode training or info course to nurture your list over a few weeks. Each week can explore a different element of your business or expertise.

Regardless of the event and the email:

• Make it personal
• Provide value
• Follow general email best practices
• Include a call to action (CTA)
• Go all out. Don’t hold back. Make your re-engagement offer so interesting that it energizes the people on your list.

3. Break the Ice for your Oldest, Coldest Lists

This third warm-up strategy is for people or lists you’ve never emailed before. Be very careful with what you send. People on these lists are more likely to mark your email as spam, which increases your chances of getting shut down.

Approach your “ice-cold” list(s) as if you were in an elevator with a total stranger. You wouldn’t approach them and immediately ask if you could come over and list their house. They know nothing about you. A better approach is to take 30 seconds to introduce yourself, provide value, and make a good impression before they get off on their floor. 

An email following those guidelines could look like this:

If they don’t respond to that email, follow up 3-5 days later and ask the same question, but also provide a sample market analysis as an attachment or hyperlink. 

Sending emails that are succinct and valuable, without asking for something in return, will help you develop a positive email relationship with extra cold lists. 

Now You’re Ready to Send Valuable Emails!

Now that you know the importance of safe email marketing, the risks associated with it, and how to increase engagement, you’re ready to send high-quality emails to your lists! Not only do you know how to write compelling emails, but you know how to set yourself apart from agents who typically get marked as “spam.” Use these tips to increase your email engagement and find yourself on the path to more relationships, leads, and listings!

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

A path in real estate is one of the most rewarding careers you can choose. But even if you’ve made the right choice, personal profit is often paired with equal amounts of anxiety. With so much to manage, it’s no wonder agents are vulnerable to high levels of stress. And without even realizing it, the stress you experience can have a direct impact on other important areas of your life. So while there are some areas of your career you can’t always control, here are 28 actions you can take right now to minimize stress and truly love life (like you deserve).

28 Actions for Real Estate Stress Relief

Action #1: Take a Deep Breath… (or Ten)
Action #2: Get Up And Exercise
Action #3: Manage Your Time
Action #4: Get Enough Sleep
Action #5: Unplug and Unwind
Action #6: Activate Affirmations
Action #7: Get Off The Phone
Action #8: Get ON The Phone
Action #9: Be Assertive
Action #10: Create Boundaries
Action #11: Get Out Of Your Head
Action #12: Talk It Out
Action #13: Remember Your “Why”
Action #14: Meditate
Action #15: Set Realistic Expectations
Action #16: Set Realistic Goals
Action #17: Call Friends or Family
Action #18: Develop/Find A Hobby
Action #19: Take A Walk
Action #20: Express Gratitude
Action #21: Stay In The Present
Action #22: Set Your Schedule
Action #23: Don’t Procrastinate
Action #24: Help Others
Action #25: Cut Out Negativity
Action #26: Don’t Take It Personally
Action #27: Take A Vacation
Action #28: Join A Community

Action #1: Take a Deep Breath… (or Ten)

With a schedule full of prospecting, listing appointments, open houses, closings, and so much more, it’s easy to let anxiety build up and take control. And the more stressed you are, the greater your risk of coming across as cranky with a contact or client.  

So the next time you feel your anxiety levels rising, relieve some stressful pressure by taking a few (try 10) steady, deep, relaxing breaths. The extra dose of oxygen will help you think more clearly and make better decisions. If you don’t stop to breathe, a burn out could come a lot quicker than you think. If you do, the few minutes you take for yourself could be the answer to less stress and more productivity. 

Action #2: Get Up And Exercise

It can be easy to let stress from your daily todos stack up and wear you out. Sometimes, it can even feel like you’re going to explode. So before your anxiety causes an uncomfortable meltdown, try blowing off some steam the old-fashioned way with some quick, healthy exercises! 

Whether you take a quick walk for some fresh air, hit the gym before the office, or simply stand up and stretch in between prospecting calls, your exercise doesn’t have to be strenuous to help with your stress. Almost any amount of movement will help clear your head, improve your mindset, and alleviate anxiety. So get up right now (or in any moment of stress) and feel the instant benefits exercise can bring to your day.

Action #3: Manage Your Time

How you manage your working hours greatly affects the rest of your life. It’s how you maximize productivity to have more free time for yourself, family, and fun. And while everyone has the same 24 hours in a day, how you use those hours can determine your success (or failure).

To get the most out of your work hours, start each morning by listing out priorities for the day. This will help you focus on the most important tasks at hand instead of getting sidetracked with unnecessary or less important todos. Next, set time limits for your tasks to help you stay efficient, focused, and to prevent procrastination. Lastly, don’t forget to eliminate distractions. Social media and emails can wait until later. For now, let the “Do Not Disturb” button become your best friend for a surge in success. 

Action #4: Get Enough Sleep

Just like a car won’t go without gas, an agent without enough sleep won’t get very far. Prioritizing your sleep schedule is one of the best things you can do tonight to benefit your business. Proper sleep gives you the fuel you need to be alert and attentive with homeowners for positive interactions when prospecting.

So if you find yourself yawning through your prospecting calls or dozing off during listing appointments, take action and set a goal to get better sleep. Believe it or not, better sleep will increase your ability to accomplish more with less stress.

Action #5: Unplug and Unwind

Turning off technology can turn tension into tranquility. Every “ding” or “ring” from your phone is just another potential pile of problems. So ask yourself, “How often do I go offline?” If it’s not often (or never), unplug, slow down and incorporate “quiet time” into your routine. 

Unplugging is a great way to disconnect from the hustle and bustle of your busy schedule, both in and out of the office. Try it out and see how taking time away from tech can recharge your motivation and help you tackle your tasks more efficiently.

Action #6: Activate Affirmations

Have you ever looked in a mirror and told yourself, “I am in full control of my life. I am capable. Today is a great day.” If not, try it out! Self-doubt and criticism are some of the quickest ways to muddle your mindset and pack on extra anxiety. Positive self-talk and affirmations have been proven to reduce stress levels and improve problem-solving skills. 

The first step is to recognize when negative self-criticism happens and quickly replace it with positive affirmations. Simply telling yourself, “I can do this” or “I can become better” has the power to drastically change your mindset and lower your stress levels. So next time you’re looking in the mirror, say a few positive affirmations out loud, and notice less stress in your day-to-day doings.

Action #7: Get Off The Phone

Not all prospecting sessions are created equal. Some are rougher than others. So when you’re having a particularly problematic prospecting session, it’s okay (and encouraged) to get off the phone and take a break. Continuing a session when you’re angry or stressed out can easily transfer to your calls. Simply hitting the “stop” button can help you reset.

Take a drink of water or a walk around the office, then get back on the phone with a calm mind. Your calls will be a lot smoother and you’ll be ready to achieve your daily goals.

Action #8: Get ON The Phone

A quick break from the phone can be helpful (and necessary), but it shouldn’t interfere with your success. Not knowing when your next check will come can make life stressful, so instead of sitting and worrying, take action and get on the phone for more listing appointments.

A lot of prospecting agents track their numbers to see how many dials they need for a contact, how many contacts it takes to get an appointment, and how many appointments it takes to get a listing. If you track your numbers this way, you’ll be able to figure out exactly how you’re going to make money. Then, you can enjoy the stress-free satisfaction of knowing business is in YOUR control.

Action #9: Be Assertive

Sometimes a lack of communication with bosses, co-workers, family members, or friends can lead to increased levels of stress. If you have needs or concerns to express, but aren’t willing to communicate them to others, you’ll spend more time worrying about those things than you do accomplishing your actual tasks.

Letting others know about your needs in a firm, yet fair manner (while still having empathy) is the perfect way to resolve stressful situations. This way you can finish exactly what you need to before moving on with your other daily tasks, stress-free!

Action #10: Create Boundaries

Have you ever been called a “people-pleaser”? Do you “know” you have a hard time telling people “NO”? Then this action item is for you. It’s easy to feel like you’re not in control when you’re too afraid to turn people down. But even when you mean well, establishing strong professional boundaries is crucial for effective stress management.  

As an agent, helping others is a huge part of your job.  But you don’t need to fulfill every request that comes your way at the expense of your own well-being. Make sure to communicate clear working boundaries with clients, co-workers, and family members so you can “shut down” after work and take the time you need to care for yourself. 

Action #11: Get Out Of Your Head

Your mind can be your greatest ally in combating stress, but it can also become your enemy (if you’re not careful). What you think to yourself can intensify your stress if you let it run wild with thoughts of inadequacy or regret. We’ve all been there. You start to stress about one thing, and before you know it, you’re worrying about everything else you have to do.

Just remember: you are in control of your own mind. You have the power to stop negative thoughts in their tracks and replace them with positive self-talk, a good book, uplifting music, or a phone call to a good friend. Retrain your brain to focus on more uplifting thoughts and avoid the downward spiral of stressful negativity.

Action #12: Talk It Out

Sometimes the best way to eliminate your stress and frustration is to talk it all out. Venting to another agent who has experienced similar issues can be very therapeutic, and they might have tips one how to mitigate your frustrations. You can release your built-up tension, see things through a different perspective, and realize you’re not the only one who feels stressed out about real estate.

If you do “talk it out” with someone, be careful not to get into a “venting frenzy” of negative thoughts. Discuss your frustrations to relieve your stress, then use your venting session to brainstorm positive solutions and take action.

Action #13: Remember Your “Why”

Take a moment to remember why you’re in real estate. Do you enjoy the freedom to set your own hours? Do you like helping people find their dream homes? No matter the reason, you can relieve anxiety by reminding yourself why you’re here in the first place.

If being an agent was easy, your clients wouldn’t need you and they wouldn’t pay you big bucks for the work you do! Recount how many homes you’ve sold in the last few years (or the homes you’re going to sell) and remember to enjoy the benefits of a career in real estate that you won’t find anywhere else.

Action #14: Meditate

The positive power of meditation can be traced back to the earliest records of human existence.  We’ve been doing it forever! Which might make you think… maybe there’s something to it.  Recent studies show that meditation can improve productivity by 120% due to its ability to help alleviate stress. And it only takes 10-20 minutes a day!

So if you’re new to meditation and want to try it out, download a meditation app like Headspace. These apps teach you exactly how to meditate with step-by-step videos and daily guided exercises. They’re specifically designed to help you overcome frustration and enjoy life by being present in each and every moment. If you’re having trouble sleeping, can’t focus at work, or are experiencing general anxiety in your day-to-day life, daily meditation can help. 

Action #15: Set Realistic Expectations

It’s easy to look at top real estate agents and form unrealistic expectations about what it takes to get to the top. But remember: amazing agents started at the same place you did, and they only got where they are today after a lot of hard work. Be patient with yourself and remember that the path to success is a step-by-step journey, not a single giant leap. 

Rather than mimicking practices top agents do right now, take a few steps back and start with processes they used when they first started prospecting. If they make calls for one hour a day now, start yourself off with three or four. Be patient and disciplined while you build your skills, knowing it takes time to perfect. The work will be worth it.

Action #16: Set Realistic Goals

With realistic expectations in mind, it’s important to make sure your goals are realistic too. Most agents know they should set goals, and they often do. The tricky part is setting goals that are achievable and realistic. $1 million GCI in a month, while ambitious, will inevitably stress you out. 

There’s a balance between setting reasonable goals to push yourself and setting unrealistic goals that will make life more difficult than it needs to be. If you’re unsure how to set realistic goals, see how using “SMART” can increase productivity while decreasing stress.

Action #17: Call Friends or Family

Next time you feel stress building up, take out your phone and try making a non-business call. Human connection with someone you know and love is a great way to relieve anxiety. So call up a friend, a relative, or maybe someone you haven’t connected with in awhile and have a chat. It doesn’t need to be work related either, just talk about life!

Connecting with someone you care about is one of the best ways to uplift and recharge your mind. Not only will it help alleviate your own stress, but it will bring meaning and happiness to whoever you chat with. 

Action #18: Develop/Find A Hobby

If real estate is 100% of your life… you might go crazy. So if you have a hobby, set aside some time to expand and develop it. If you don’t have a hobby (or want a new one), it’s never too late to try something new! Exploring your passions through different avenues will help you take control of the things you have to do so you can enjoy the things you want to do.

Hobbies offer a healthy outlet to explore yourself and your interests instead of dwelling on your daily stresses. Find a hobby by trying new activities, signing up for interesting classes, or asking friends what hobbies they enjoy. The time you take away from work, if used wisely, can greatly impact the time you spend at work.

Action #19: Take A Walk

Next time you’re stressed, stop what you’re doing and go outside. There are few things fresh air can’t fix. Plus, removing yourself from the office can give you a much-needed reset in the middle of your day. When you come back to your desk, you’ll feel rejuvenated, refreshed, and ready to work hard.

While on your walk, focus on your surroundings and let go of things you can’t control. Maybe put in some headphones and listen to your favorite music or a podcast like Tim And Julie Harris or Real Estate Uncensored. The fresh air, scenery, and exercise will make a noticeable difference in how the rest of your day goes. 

Action #20: Express Gratitude

The next time you’re ready to pull your hair out because of a client, take a moment to appreciate the impact real estate has made in your life. Has it paid for some amazing vacations? Has it introduced you to some great new friends? Instead of focusing on the stress it can bring, recognize all of the wonderful things made possible because of your career in real estate.

Expressing gratitude allows you to shift your mindset away from chaos and negativity toward a more positive perspective. Plus, if real estate weren’t stressful, homeowners wouldn’t need you! Remember that you provide a great service to people in need (and get paid to do it!) A lot of agents express their appreciation in a gratitude journal. Take just a few minutes every day to write down the things you’re grateful for. Your daily gratitude will carry into the rest of your day and have a positive impact on all your interactions.

Action #21: Stay In The Present

Everyone gets stressed about deadlines. While it’s important to remember what needs to be done, it’s just as important to focus on the present and take action on what you can do right now. Dwelling on what’s to come will only add to your anxiety.

Once you know the goals you want to accomplish in the future, make sure you focus on what you need to accomplish today. Breaking up tomorrows goals into “today-sized” pieces will give you daily satisfaction on the road to your final destination. 

Action #22: Set Your Schedule

Creating and keeping a schedule is essential for stress management. It prioritizes what needs to be done while protecting your time for immediate priorities. If hitting the gym at 8am is your thing… schedule it. If you prospect from 9-12pm… schedule it. If you door knock from 1-3pm… schedule it.

Keeping a schedule also means scheduling fun into your routine. Whether it’s taking time to play tennis every week, or carving out family time every evening, putting it in your schedule will make it more likely to happen. Also remember to “shut off” your schedule at the end of your work day. This means no more work calls, emails, tasks, outside of your scheduled time slots. 

Action #23: Don’t Procrastinate

We’ve all done it… waiting until the last possible minute to finish a chore, task, or project. While procrastinating is “default mode” when you’re already stressed, it’s also the easiest way to make yourself more stressed in the long run.

Instead of waiting to prospect until the last minute, take action and do it now. Save your future self from pressure and anxiety and put the things you want to do the least at the top of your to-do list. When you get them done first, you’ll have more time for the things you enjoy and spend less time worrying about the things you forgot.

Action #24: Help Others

Helping others is a tried and true activity for a heavy dose of the “feel-goods.” Whether it’s helping someone mow their lawn, cooking dinner for a family in need, or just stopping by to drop off flowers, serving other people will put you (and them) in a good mood.

Try getting involved in community service opportunities. Not only will you be giving back to your community, but you’ll also be meeting new people to add to your sphere of influence. 

Action #25: Cut Out Negativity

If you want to grow a stress-free garden, you’re going to have to “weed out” the negative influences in your life. Whether it’s a co-worker, family member, friend, or client, if they’re constantly and consistently bringing you down, don’t keep them around. There’s enough stress and pressure in real estate as it is, having people who constantly criticize and complain isn’t going to help you reach your goals.

Surround yourself with people who have positive attitudes and who push you to be your best. Choose to make your environment one full of positivity and support. It will go a long way in helping you reach your full potential.

Action #26: Don’t Take It Personally

Whether you’re prospecting to strangers or talking to a client, don’t take someone else’s bad day personally. When someone yells at you on the phone, remember you’re there to help them (whether they know it or not.) Usually you’re not the one they’re even mad at. The people you talk to are typically angry with their previous agent(s), and your presence is only a reminder of their bad experiences. In reality, it has nothing to do with you.

Letting rejection offend you will only result in more stress and a desire to quit. So next time you get a “NO,” let it roll off your back while you work toward your next “YES.”

Action #27: Take A Vacation

This next action item is a popular recommendation from actual agents. Vacations are one of the best things you can do to help manage your stress. It allows you to get away from the “daily grind” and take an extended mental breather.

Beware of falling into the trap of thinking vacations are a waste of time or aren’t necessary. Vacations improve your motivation to achieve your goals and increase your ability to focus. Plus, you’ll be able to avoid the inevitable “burn out” that happens when you work too much and enjoy life too little.

Action #28: Join A Community

This last one is easy: join a community of agents who you can relate to. Facebook groups and forums where you can ask (and answer) questions like, “How do you deal with rejection?” or “What are the best times to prospect?” are full of helpful answers and information you can use to learn, grow, and support others. 

Being a part of a real estate community reminds you that you’re not alone with the frustrations that come from being an agent, and they allow you to support (and be supported) throughout your real estate journey.

Lights… Camera… Action!

While stress might be inevitable in real estate, it is manageable. Try any of these 28 actions right now to alleviate short-term stress, and keep it up every day for lasting effects. The next time you’re biting your fingernails or feel like you want to explode because of everything on your plate, come back and find an action you can take to find relief. After all, it’s not the load that breaks you down, it’s how you carry it.

About REDX

REDX offers real estate professionals a complete all-in-one prospecting platform for generating listing appointments. The platform includes seller leads, a dialer with up to three lines, and a lead management tool for simple follow-up. REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here. Call (800) 731-7339 option 1 to learn more about prospecting FSBOs, Expireds, FRBOs, Pre Foreclosures, GeoLeads, and our Power Dialer – or visit www.redx.com

Research shows that real estate agents who earn $100K or more a year consistently demonstrate common principles and practices to conquer their craving for commissions. Agents who fail to follow a similar system miss out on their full earning potential and are left wondering where their work went to waste. Don’t squander another second! Complete this checklist of 18 agent To-Dos to mirror the money-making magic of top-tier prospectors today.

Checklist: 18 Real Estate To-Dos

❒ To-Do #1: Mend Your Mindset
❒ To-Do #2: Power Up With Positivity
❒ To-Do #3: Visualize Your Vision
❒ To-Do #4: Define Your Goals
❒ To-Do #5: Design Your Day
❒ To-Do #6: Evolve Your Environment
❒ To-Do #7: Access Accountability
❒ To-Do #8: Study Your Scripts
❒ To-Do #9: Remember To Roleplay
❒ To-Do #10: Load Your Leads
❒ To-Do #11: Call With Courage
❒ To-Do #12: Reject Rejection
❒ To-Do #13: Handle Objections… Later
❒ Bonus To-Do: Objection Busters 2019 Webinar
❒ To-Do #14: Close With Confidence
❒ To-Do #15: Record and Review
❒ To-Do #16: Go Door Knocking
❒ To-Do #17: Try A New Lead Type
❒ To-Do #18: Sculpt Your Sphere

To-Do #1: Mend Your Mindset

Before you can check anything off this to-do list, make sure to check in with your mindset. A strong mindset allows you to cultivate constant control over the thoughts and emotions that might otherwise distract you from daily discipline and personal progress. To gain and maintain control of your mindset, check out Dr. Dan Siegel’s “Wheel of Awareness.” It works like this:

Picture your mind as a wheel. At the center is your core “hub” of consciousness where your mind is clear, calm, open, and receptive. At the outer “rim” of your wheel are the thoughts, emotions, sensations, and other external influences that can cause confusion and chaos. In between your hub and rim are “spokes” of attention, which you can use to move your mindset from your agitated outer rim to your peaceful inner hub. 

For this first To-Do, spend 10-15 minutes each morning meditating on your own Wheel of Awareness. Take deep, steady breaths while you shift your attention between your rim and your hub. Pay attention to how your mindset changes, and prepare yourself to return to your hub during stressful calls and conversations.

To-Do #2: Power Up With Positivity

Even with the best mindset tools, it’s easy to get gloomy when you’re constantly confronted with conflict, complaints, and criticism from calls and contacts. But with authority over your attitude, even the worst conversations can be constructive. 

Experienced agents activate empathy to stay positive. The leads you prospect are often frustrated, “And they have every right to be,” says top Las Vegas agent, Paula Burlison. But if you put yourself in their shoes and understand where their anger comes from, you can protect yourself against rejection and find fulfillment as an ally to their ailments. 

So before you pick up the phone or start knocking doors, elevate your attitude and choose to stay positive through every conversation – good or bad. Not only will you boost your results, you’ll know you’re making a difference in your client’s lives.

To-Do #3: Visualize Your Vision

Have you ever had a tough time staying motivated? Even with a positive mindset, it’s hard to accomplish what you need to without the right encouragement. That’s why this To-Do is an effective way to stay motivated. All you need is a clear vision (literally) of what you want and how you’re going to get there.

Top prospectors detail their dreams onto a vision board that stays in sight while they prospect. These vision boards are filled with reminders of what they want (or don’t want) as inspiration to keep moving forward no matter what.

Do you have a quote that pumps you up? Visualize it. Are you looking forward to your next vacation? Visualize it. Have you ever faced tough times that you never want to go through again? Visualize it. Fill your vision board with anything that motivates you and keep it in sight while you prospect. Your goals and dreams will thank you.

To-Do #4: Define Your Goals

Vision boards benefit your “big picture,” but setting specific, short-term goals helps you secure sustainable success. Studies show that people who set goals and write them down earn up to ten times as much as those who don’t. The problem is, sticking to them isn’t always so simple. So if you’re not sure where your goals begin, try using SMART:

• Set Specific goals including who, what, when, where, and how they’ll be achieved
• Make Measurable goals with metrics to track your progress
• Assure Achievable goals that are realistic and attainable
• Reach for Relevant goals that align with your vision
• Track Time-bound goals with a target date and deadline

Whether your goals are practical, personal, or professional, use the SMART framework to check off this fourth To-Do and define your destiny today. 

To-Do #5: Design Your Day

Mindset? Check. Vision? Check. Goals? Check. But what about your day-to-day duties? A well-designed daily routine is the #1 predictor of prosperous prospecting. Your routine gets the “what to do” and “when to do it” out of the way so you can focus on  exactly how it gets done. 

First, set up a “sunrise” schedule to start your day the right way. Not sure where to start? Try a morning routine like Edward Estrada’s: wake up by 4:30, hit the gym by 5:00, and be in the office no later than 7:30am. This leaves time to journal, meditate, and visualize your work day before you get on the phone. From there, organize and prioritize your leads so you never have to waste time wondering who to prospect to next. 

Every agent’s schedule looks a little different, so test your own times to find a good fit. Once you do, you’ll be able to check off this To-Do and savor the satisfaction only a strategic schedule can supply. 

To-Do #6: Evolve Your Environment

With your “day-to-day” out of the way, it’s time to embed yourself in an uplifting environment. Whether you’re in the office or out on the town, everything you interact with can have a massive impact on your prospecting sessions. So if a poor environment is stifling your success, it’s time to evolve it to your advantage. 

Start with your workspace. No matter where you choose to prospect, keep your space free from disruption, distraction, and discouragement. Create a “prospecting-only” space, void of anything that isn’t essential (and beneficial) to your calls. Outside the office, avoid people and places that prohibit progress, and immerse yourself in meaningful real estate media. 

And if you’re ever in an environment you can’t control, remember your Wheel of Awareness (from To-Do #1) and return to your “hub” of happiness for a healthy mental environment.

To-Do #7: Access Accountability

If you’ve made it this far, you definitely deserve recognition for the responsible routine you’ve created. But a “pat on the back” isn’t the only perk people provide! You can turn to others for an added dose of accountability.

Accountability partners are there to back you up when things get rough, hold you to your goals, and remind you to reboot and refocus when you’re distracted or discouraged. They’ll confront you when you fall short and provide honest feedback for meaningful improvement. 

Difficult journeys don’t have to be made alone. So whether it’s a fellow agent, friend, or family member, find a few people to help hold you accountable while you achieve your goals. The added support will diminish your dread and help your finances flourish.

To-Do #8: Study Your Scripts

Have you ever built something from scratch? Whether you’re constructing a new home or a successful real estate business, the right tools make all the difference. That’s why adding proven scripts to your prospecting tool belt is foundational for success. 

Scripts keep the conversation “level” and minimize your chances of “missing the nail” by saying something wrong. And with so many different prospecting scripts available, you’re bound to find some that fit your unique tone and style. 

Whether you prospect Expired or FSBO (For-Sale-By-Owner) leads, there are countless scripts available to help you check off this To-Do and build your confidence on every call.

To-Do #9: Remember to Roleplay

With your favorite scripts equipped, take time to try them out before you put them into action. Roleplaying your scripts will build your calling confidence as you learn to control the conversation, tackle tough objections, and land listing appointments. 

For this To-Do, find three to five serious roleplay partners with an equal (or greater) passion for the practice. Make sure they’re prepared to provide constructive criticism so you receive the feedback you need to hear (instead of what you want to hear). And don’t let your practice partners go stale! Top prospectors recommend rotating through new partners every two months so you don’t get too comfortable with any specific agent.

And one last thing: don’t let roleplaying stop you from actually prospecting. Keep your practice sessions short (15-30 minutes), and think of them as a pre-call “pump-up session” to prep you for the phone.

To-Do #10: Load Your Leads 

It’s time to talk leads. Agents who prospect on a regular basis know: prospecting is a numbers game. More leads = more contacts = more listings = more commissions. And with the right technology, checking this To-Do off your list is as easy as 1-2-3:

•Find a lead management platform. A quick, clean, efficient platform will help you find, track, and organize your leads with ease.
• Choose your lead type(s). From Expireds to FSBOs to GeoLeads, there’s a lead type available for every style of prospecting agent.
• Start dialing. You’ve got your platform. You’ve got your leads. All that’s left to do is dial. Try out a dialer for maximum efficiency! 

With the best leads and tools at your fingertips, the only thing holding you back is yourself! Don’t put prospecting off for another second. Pick up the phone... and start dialing!

To-Do #11: Call With Courage

Made any calls yet? Or is fear holding you back from prospecting? The right remedy for phone fear is out there. It’s up to you to figure out why your fear exists so you can choose to handle it. 

Leading fear psychologists explain some fear is instinctual, healthy, and exists to keep us safe. The rest of our fears (those holding us back) can be blamed on poor conditioning, negative momentum, and can be unlearned (with the right mindset). 

The next time you face fear on the phone (or before picking it up), pause and ask yourself, “Why am I really afraid?” If there’s a legitimate threat (like a bear or tornado), trust your fears and get out of there! If there’s no real threat, doubt your negative perceptions, choose to challenge your fears, and handle it with power instead of pain.

To-Do #12: Reject Rejection

It’s easy to look at successful agents and assume, “You’re doing so well… you must never get rejected!” Rest assured that’s not the case. Every agent faces rejection – the best ones just don’t let it hold them back. They understand rejection is inevitable (especially for prospectors) and they refuse to let it dictate their day or siphon their success.

Ready to reject rejection? You can do it in one day. Set aside a Saturday and call as many leads as you can (at least 100) with a productive attitude toward rejection: face it and embrace it. Introduce yourself, then get right to the point by asking, “Do you want to sell your home?” 

With this short “script,” you’ll encounter almost every form of rejection imaginable. Think of it as “rejection exposure therapy.” The more times you’re hung up on, yelled at, lied to, or told “NO,” the more rejection resilient you’ll become. And who knows… you might make a few solid contacts!

To-Do #13: Handle Objections… Later

Rejection hits hard, but ends quickly. Objections, on the other hand, last much longer and can feel like they require meticulous maneuvering to move through. That’s where this To-Do can work for you. 

Most agents assume objections must be overcome for the conversation to continue. But MFO coach Ron Cronin tells us, “You don’t have to handle objections (especially on prospecting calls).” When you focus on objections, you run the risk of getting derailed, going off on a tangent, and never getting a chance to set the appointment. 

So rather than engaging, let objections fly right by and set yourself up to handle them during the listing presentation. Here’s an example of what dodging an objection (or saving it for later) sounds like:

Contact: “Well how much do you charge for commission?”
You: “That’s a great question! You know what, let’s make that the first thing we discuss when I meet you tonight at 5,” and move on with your script.

It’s that simple! Repeat the objection, approve it, and keep moving forward. This strategy will help you stay confident, control the conversation, and make the most of every contact.

To-Do #14: Close With Confidence

Let’s face it: competition in real estate is fierce. Setting yourself apart from other agents is no easy task, and positive impressions can be hard to maintain. So whether you’re setting an appointment, handling an objection, or securing a sale, a confident close is key to making a lasting impact

You can bring confidence to your closings by removing a few simple words and phrases from your vocabulary. 

Phrases like, “Am I making sense?” and, “I’m no expert, but…” might seem empathetic or humble, but give your contacts cause to question whether or not you’re an experienced agent. And filler words like, “Uhhh… Ummm…” or “Like…” make you seem unprepared and unable to address your contact’s concerns. 

Explore more expressions to exclude from your conversations and remind your roleplay partners to avoid them with you. Then, check off this To-Do with the same confidence you’ll be bringing to every call.

To-Do #15: Record and Review

Do you remember exactly how your last call went? How about your last twenty calls? Your last hundred? After dozens of daily conversations, no one can blame you for not remembering every important detail. But every call holds opportunities for improvement, and technology can help check off this To-Do when memory falls short. 

Find an app or dialer that will record your calls so you can review them later. Compare the recordings to your scripts to see where you went off track, and listen with a coach or mentor to uncover missed opportunities.  

Like “rejection exposure therapy,” recording and reviewing your calls will uncover hidden details, minimize future discomfort, and motivate you to improve. Just be sure to follow your state’s call recording laws.

To-Do #16: Go Door Knocking

Ready for a break from calling? Not all lead generation has to be done over the phone. This next To-Do will get you out of the office and on your feet to strengthen all of your prospecting skills. 

Door knocking is a classic (yet effective) prospecting approach that puts you in front of your prospects for immediate conversations. And if confronting contacts seems scarier in person, remember: the greater the risk, the greater the reward. You’re still going to face objections like you would on the phone, and rejection in the form of a slammed door always stings. But according to a Harvard Business School Study, “A face-to-face interaction results in 13 times the brand recall compared to a message delivered via a marketing piece.”

So if you’re ready for a fast, free, and effective way to reach new leads and get in your daily exercise, give door knocking a try! It’s an effective strategy that gets the job done. 

To-Do #17: Try A New Lead Type

Completing this checklist provides predictability for your systems and strategies, but the market has a mind of its own. If things turn south (that you can’t control) and business starts to suffer, it’s time to tap and adapt to new lead sources. Just remember: new lead sources take a lot of practice (and even more patience). 

Start this To-Do with a little market research so you can decide which new lead type(s) will work for you. Are you good with objections? Try Expireds. Love to door knock? Check out GeoLeads™. With so many options to choose from, the possibilities are endless. But remember: practice and patience. 

Work your new lead type for 2-3 months before deciding it’s not for you. Be prepared to test new skills, adjust to the market, and learn something unexpected. But with dedication, discipline, and drive, you’ll take ownership over your new leads, and the results will be well worth it.

To-Do #18: Build Your Sphere

The last To-Do on our checklist will bring in “background business” while you’re out prospecting on the front lines. It’s about building your sphere of influence (SOI), and it’s a vital practice for agents of all skill levels. 

If you’ve ever done business with family or friends, you’ve worked your SOI. But if you stop there, you’re missing out on connections that come from continued communication with your sphere. Did you help your brother sell a home? Great! Now see who else he can put you in contact with. They may not need your help now, but when they do, a strong recommendation from a close relation will work wonders for your rapport. 

As your client base grows, leverage every relationship you can to expand your SOI. Stay in touch and follow up with all your past clients in case they, or anyone they know, is ever looking for an agent. In time, your reputation will speak for itself while your SOI speaks for you.

From “To-Do” to “Done”

Congratulations, you’ve officially “checked off” our official real estate checklist! That means you’re equipped with the skills, strategies, and systems you need to maximize your earning potential and make massive money prospecting leads. A six figure income is out there… so go prospect! Remember to revisit this checklist anytime you need to fuel your focus and fortify your foundation for fearless prospecting. 

About REDX

REDX offers real estate professionals a complete all-in-one prospecting platform for generating listing appointments. The platform includes seller leads, a dialer with up to three lines, and a lead management tool for simple follow-up. REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here. Call (800) 731-7339 option 1 to learn more about prospecting FSBOs, Expireds, FRBOs, Pre Foreclosures, GeoLeads, and our Power Dialer – or visit www.redx.com

Calling FSBO (For-Sale-By-Owner) leads using a skip trace service like REDX is one of the most effective paths to more listing “loot.” Why? These homeowners want to sell their home but assume working with an agent means money down the drain. With the right FSBO script, you can obliterate their assumptions by helping them sell quicker, easier, and for more money than they would without you. Use these scripts today to get more dollars from every dial.

10 Finest FSBO Scripts of 2024

Script 1: “The Classic” – Mike Ferry
Script 2: “The Right Approach” – Fit Small Business
Script 3: “Nail The Appointment” – Breakthrough Broker
Script 4: “No Excuses” – Chastin J. Miles
Script 5: “Quick And Easy” – Easy Agent Pro
BONUS: REDX Ultimate Script Bundle
Script 6: “Objection Handling” – Jackie Kravitz
Script 7: “The Easygoing Approach” – Brandon Mulrenin
Script 8: “Make Some Magic” – Borino Coaching
Script 9: “Get To Know The FSBO” – Jared James
Script 10: “The Official Script Guide” – REDX

What is a For Sale By Owner (FSBO) Lead?

For sale by owner (FSBO) homes are sold by the homeowner without the help of a listing agent or broker. Sellers typically choose to sell their home FSBO to avoid paying the real estate agent a commission. FSBO Leads are a skip-tracing service that provides real estate agents with contact information for FSBO properties. Top FSBO Lead providers typically include multiple phone numbers and email addresses associated with the FSBO property owner(s).

Why FSBOs Need An Agent

Most For-Sale-By-Owners are convinced they don’t need an agent to sell their home for the most profit. The facts say otherwise. According to a National Association of Realtors study, a typical FSBO home sells for $185,000 compared to $240,000 for agent-assisted sales. That’s a $55,000 difference! Even after a 6% commission, sellers are over $40,000 better off listing with an agent. That’s where you come in.

As a trained and licensed agent, you understand details that FSBOs don’t. Whether it’s prepping and pricing the home right, understanding paperwork, or selling within realistic timelines, the value you bring to FSBOs can put thousands of dollars in everyone’s pockets.

FSBO Script 1: “The Classic” – Mike Ferry

With over 45 years in the industry, the Mike Ferry Organization is one of the most trusted coaching programs in all of real estate. Why? Because their training and coaching produces real results. Their scripts are no different.

This FSBO script is designed to help you ask the right questions at the right time for the best results. Sound complicated? Try it out and see for yourself! You might be surprised at how equally simple and effective it can make your calls!

Thousands have found success with this script… will you? Give it a try! If at first it sounds robotic or unnatural, stick with it for 30 days. This way, you can adapt it to your voice and style and meet the needs of your FSBO leads.

FSBO Script 2: “The Right Approach” – Fit Small Business

These next two scripts (from Fit Small Business) can be used for FSBO listings no matter how long the’ve been on the market.

Fit Small Business says FSBO scripts should be short, sweet, and to the point, but friendly enough to build a relationship. This allows you to stay focused while you develop relationships and show your true value. Think about it: you don’t want to sit on the phone for hours, AND you don’t want to talk to a “robot.” These scripts prevent both problems.

This article also includes six ways to deliver the scripts for maximum impact. They reveal the right time to call FSBO leads, how to express genuine interest in the seller’s needs, how to showcase your value, and more!

FSBO Script 3: “Nail The Appointment” – Breakthrough Broker

This next script comes from Breakthrough Broker, a website dedicated to giving real estate agents the tips, tools, and tutorials for a successful real estate career.

Here are their three keys to “FSBO focus”:

1. Keep it simple. An overcomplicated script only confuses homeowners and causes them to hang up quicker.
2. Earn their trust. Why would a FSBO choose you to sell their home if you don’t first build their trust?
3. Accomplish your goal. Don’t get sidetracked with unimportant conversations. Focus on getting the listing appointment.

And as a bonus, they also guide you through what to do once you get the listing appointment or if you have a client already interested in the property.

FSBO Script 4: “No Excuses” – Chastin J. Miles

This next script comes from Chastin J. Miles who claims it will, “increase your appointment-closing ratio by 50-60%.” If that’s true, you can’t afford to let it go to waste!

Thousands of agents rely on his YouTube channel to help them find success in real estate. His mission is to empower, motivate, and train the next generation of all-star agents.

This script shows you how to ask for opportunities even after the FSBO says “NO.” Chastin also recommends recording your calls. This way you can see where you can improve the script or where you might have missed an opportunity to get the listing appointment. This script will allow you to get back on your calls, avoid the same mistakes, and be even more successful.

FSBO Script 5: “Quick And Easy” – Easy Agent Pro

Easy Agent Pro is a real estate technology company focused on helping agents get the highest return for the least amount of effort. In short, they want to make things simpler for an agent’s already hectic lifestyle.

Following a simple style, this script’s purpose is to help you avoid distractions and keep you focused while you quickly find clients. This way, you won’t get sidetracked with unimportant things while you get the job done as efficiently as possible.

With a warm introduction, the right opening questions, appropriate qualifying questions, and a strong closing, this script is designed to get more FSBOs to list their homes with you (in less time).

BONUS: REDX Ultimate Script Bundle

Choosing the right script can be a daunting task. With so many options to choose from, it can be hard to find a good fit for your personality and prospecting style. To make things easier, we’ve compiled some of the top script resources from leading industry coaches and experts (including some amazing FSBO scripts!)

Click below to download the REDX Ultimate Script Bundle and find one that works for you!

FSBO Script 6: “Objection Handling” – Jackie Kravitz

Jackie Kravitz has spent decades making tens of thousands of prospecting calls. She closed 125 deals only working 150 days a year, with 95% of her business coming from Expireds and FSBOs. She’s widely recognized for handling the toughest objections in real estate.

With so much experience and expertise in the market, she invented this effective script to teach you how to handle the famous FSBO objection, “I don’t want to pay your commission.”

See how to position yourself as the smartest option for a homeowner to get you listings and close more deals.

FSBO Script 7: “The Easygoing Approach” – Brandon Mulrenin

Brandon Mulrenin consistently lists 30-50 FSBOs every single year. How does he do it? He has the right approach, the right mindset, but most importantly, the right FSBO script!

He’s built his career around what he claims as his new and improved “2.0” script. In this video, he goes over his script line-by-line to provide you with explanations behind why every question works to land you the listing.

Brandon’s script removes the pressure and encourages a comfortable conversation. If a more laid-back approach appeals to your style, this script is for you.

FSBO Script 8: “Make Some Magic” – Borino Coaching

This “magic” FSBO script from Borino Real Estate Coaching is a script unlike any other. With over 800 likes on his FSBO script video, and thousands of agents turning to his coaching for guidance, it’s easy to see that Borino’s stuff actually works.

The script starts off with a strong pattern interruption from agents who say the same thing to FSBO leads. He follows with asking “yes-leading questions” to build agreement and compliance, then finishes with a simple call to action to nail down the listing appointment.

Watch his video to see him perform his script in action, and see for yourself how Borino leverages his script to get more FSBO listings.

FSBO Script 9: “Get To Know The FSBO” – Jared James

Jared James is an entrepreneur who regularly presents to thousands of agents. But it wasn’t always that way. He started at the bottom and worked his way to the top by studying FSBO behavior and calling them with the right scripts.

He knows how FSBOs feel, what they want, and (more importantly) what they don’t want. In his script, Jared gives you the right things to say to money-conscious homeowners so you can get them to question why they’re trying to sell their own home in the first place.

He understands why people say “NO” to agents, and uses his script to show how that can be a good thing (if you know how to handle it).

FSBO Script 10: “The Official Script Guide” – REDX

After extensive research, REDX has stitched together some of the most powerful prospecting scripts into this 34-page eBook. So no matter your skill level, there’s something in this script book for you.

It starts with a simple script focused on how to begin your calls, followed by language to increase your connection rate by as much as 25%. Then, on page nine, you’ll find a FSBO script crafted from dozens of conversation tactics from top listing agents.

Pages 19-25 offer a deep dive into overcoming common objections for every lead type, along with five vital elements to help you understand why these scripts work and how to adapt them to your own call style.

Put These Scripts To The Test

With these 10 FSBO scripts to choose from, you’re bound to find one that fits your style (and market) like a glove. Try them on for size to see which ones work best for you, and don’t worry if some aren’t a good match. You can always mix in your own methods and prove to frugal FSBOs that you’ve got the expertise to lead them (and yourself) to further financial freedom.

About REDX

REDX is an all-in-one lead data and prospecting platform that helps agents connect with qualified buyers and sellers. The platform includes a skiptrace service for seller leads, a dialer with up to three lines, social media tools, and a lead management system that simplifies first contact and follow up.

Click here to watch a demo, or call (800) 731-7339 ext. 1 to learn more about skiptrace products for Expireds, FSBOs, GeoLeads, FRBOs, Pre Foreclosures, our Power Dialer and Social Media Tools for paid ads and content creation.

REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.

Get behind the wheel with any prosperous prospector and you’ll discover one common characteristic steering their success: control. Agents who control their careers can predict the road ahead and avoid (or overcome) oncoming obstacles. Agents who aren’t in control collide with risky habits and practices that push them off course and ultimately crash their careers.

Keep reading to discover nine career killers agents face today and how you can put your commissions on cruise control down a more predictable (and profitable) path.

9 Real Estate Career Killers (And How To Avoid Them)

Career Killer #1: False Expectations
Career Killer #2: Abandon Your Routine
Career Killer #3: Poor Prospecting Space
Career Killer #4: No Script Practice
Career Killer #5: Isolation From Accountability
Career Killer #6: No Prospecting Platform
Career Killer #7: Invisible Vision
Career Killer #8: Bad Mindset
Career Killer #9: Wrong Lead Type(s)
BONUS: Save Your Career With These 7 Steps To Become A $250K/year Agent!

Career Killer #1: False Expectations

The #1 reason real estate agents stop prospecting is because they underestimate the challenge in front of them and start without support. If you’ve been prospecting for a long time, you know it takes planning, practice, and patience to turn calls into commissions.

Top prospectors make as many as 150 calls to close one deal, and some deals aren’t driven home until 90-180 days after their first conversation. What keeps them going? They trust the process and are willing to work (and wait) for the results.

The pros didn’t get to the top by accident. So if you’re going to prospect like one, control your expectations and know prospecting takes discipline, experience, and resiliency. Soon enough you’ll find your pipeline packed with possibilities.

Career Killer #2: Abandon Your Routine

If you’re an agent who sticks to a daily routine, then you’ll know it’s essential to your success. Routines get the “what to do” and “when to do it” out of the way so you can focus on how it gets done. This leads to cleaner calls, improved conversations, and better results.

Top prospectors block out most hours of their work days. Each routine is a little different, but they’re all structured similar to  this:

Wake Up: Exercise, eat, get to the office by 8am.
Warm Up: Clear your mind, review your scripts, roleplay some calls – stay positive!
Prospect: Optimize your lead stack based on your unique market and skill level.
REPEAT: Follow your routine every day for 45 days to make it stick.

This last point is the most important. If you abandon your routine too early, your focus will fizzle. Stay consistent and committed for 45 days and your prospecting routine will work for you.

Career Killer #3: Poor Prospecting Space

If you’ve ever worked in a “shared ” work space, you know about all the distractions that prevent you from prospecting. Whether it’s desk clutter, Facebook, or just the people around you, distractions are easy to come by and WILL slow you down. But with a separate “PROSPECTING-ONLY” space, you can drive away distractions and train your mind to know when it’s time to prospect.

Only fill your dedicated space with tools that will assist and empower you while you prospect. Have your scripts, a phone, and a notepad on your desk. Keep a vision board or list of goals in your line of sight, and clear everything from your computer screen except for your leads.

With your separate space set, you won’t have to “get ready to get ready” for your calls.  You can just show up and go. No distractions. No excuses. Only prospecting. You’ll thank yourself later.

Career Killer #4: No Script Practice

Why do so many agents swear by the scripts they use? Because without them, the fear of saying something “stupid” or “wrong” becomes inevitable while increasing self criticism on every call.

Scripts eliminate the risk of “not knowing what to say.” They let you control the conversation, leaving your inner-critic speechless as you skillfully navigate through tough objections and build confidence through repetition.

Use your scripts again and again to downgrade your perception of fear and upgrade the quality of your calls.

Find scripts that work for you, practice them often, and kiss saying something “stupid” or “wrong” goodbye.

Career Killer #5: Isolation From Accountability

As technology works its way deeper into the industry, many “traditional” prospecting tools are going “virtual.” These improved tools undoubtedly benefit prospectors, but relying on them too much can force you into an isolated “tech bubble.” Removing people from your practice can result in a mental pothole that damages the habits you’ve worked so hard to build.

You can avoid these career-killing “isolation crashes” with accountability partners. Create a “prospecting support tribe” to build calling camaraderie with other agents. This tribe offers an opportunity to practice scripts, share trials (and victories), and prevent burnouts by holding each other accountable.

Connection with other agents is fuel for your prospecting journey. The ideas you share with other agents will challenge, inspire, and motivate you on your road to success.

Career Killer #6: No Prospecting Platform

If your goal is to make 50 contacts a day, 5 days a week, you’re looking at thousands of calls every month. That’s a lot of dialing! How do you plan to keep track of your calls, appointments, and follow-ups? Some agents use spreadsheets, old rolodex card organizers, or stacks of sticky notes.

Sure, these “tools” are better than no organization at all, but they can be difficult to decipher.

Serious prospecting agents agree: a prospecting platform (with a dialer) is the most efficient and effective way to make and track your calls.

A good prospecting platform lets you manage your leads, past clients, and sphere of influence all from one place. You can leave notes on every contact, organize them into your lead stack, then put your focus exactly where you need. Best of all? You never have to sift through old notes or files wondering who to call next. Spend your time prospecting instead of preparing!

Career Killer #7: Invisible Vision

Have you ever tried to stay motivated without a goal or vision? It’s like trying to stay afloat without knowing how to swim. People perish without a vision, and so will your career if you fail to mind your motivations while you prospect. Whatever it looks like, make a visible version of your vision and keep it in your line of sight while you prospect.

The best way to do this is with a vision board. Fill your board with inspirational images, quotes, and goals as constant reminders of what you’re working toward. Or, if you’re motivated by mistakes, put up pictures of negative situations you’ve overcome for inspiration to keep moving forward.

Keeping both “things I want” and “things I don’t want” on your board is also an effective way to gauge which direction you’re headed in. No matter what reminders look like, a visible vision will give you the motivation and control you need to keep your career afloat.

Career Killer #8: Bad Mindset

Everyone has bad days. Even if they’re rare, bad days can still infect you with negative thoughts and emotions that affect your prospecting and ultimately, your income. The right tools and a clear vision can keep you on your feet, but at the end of the day negativity can be hard to control.

The next time you’re feeling sluggish, depressed, or anxious about your day, don’t listen to the negative voice in your head. Notice what’s happening, immerse yourself in something positive, then choose to change for the better.

Start by committing to “daily keystone habits” so you can have a positive foundation to build the rest of your day on. Practice gratitude and happiness every morning and throughout your day. Remember who (or what) brings you joy in life and send a mental “thank you” their way. Habits like this are not only fulfilling, but they build over time and bring continued satisfaction and happiness to your daily routine.

Like your routine, express gratitude every day for 45 days and you’ll notice your bad days grow fewer and that every day can be turned into a great one.

Career Killer #9: Wrong Lead Type(s)

Choosing the right lead type can be difficult, but choosing the wrong lead type is deadly for your career. Agents fail when they eagerly sign up for new leads then quit after their first negative encounter. Know that new lead types take a lot of practice. Confidence (and success) will come with experience as long as you’re patient with the journey.

Start by researching your market and consider which of your skills are a good match for each lead type. If you’re good at handling objections, call Expireds. If you’re a door-knocker, try GeoLeads™. If you’re interested in multiple listings from a single lead, check out FRBOs (For-Rent-By-Owners). There are lots of options, which means unlimited possibilities!

Call each new lead type for 2-3 months before you decide if it’s not for you. Give yourself the time to test new skills, adapt to your market, and learn something unexpected. It’s up to you to take ownership over your leads, but once you do, the results will be well worth it.

Cruise, Don’t Crash

Controlling your calls is like controlling a car. You’ve got to stay alert, aware, and be ready to react to danger on the road ahead. It’s scary at first, but becomes second nature the longer you drive it.

So as you steer your career down the road to success, remember: if you ignore these nine career killers, the market will ignore you. If you “map out” your prospecting with the right principles, your career will thank you.

About REDX

REDX offers real estate professionals a complete all-in-one prospecting platform for generating listing appointments. The platform includes seller leads, a dialer with up to three lines, and a lead management tool for simple follow-up. REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here. Call (800) 731-7339 option 1 to learn more about prospecting FSBOs, Expireds, FRBOs, Pre Foreclosures, GeoLeads, and our Power Dialer – or visit www.redx.com

Have you ever wondered what cold calls with top-performing agents sound like and how you can mirror their moves to make more money? This article is packed with real, LIVE calls from seven of the top cold-callers in the industry. Impress your prospects and improve your income as these live prospectors show you how to face objections, leverage your scripts, and perfect your processes to get more listing appointments, LIVE.

7 Live Prospecting Sessions For Listing Limitless Leads

1. Confident Circle Prospecting with Ricky Carruth
2. Gain A Game Plan with Greg McDaniel
3. The REDX Podcast
4. The Commission Cash Cure with Chastin J. Miles
5. Simple Texting Scripts with Colton Lindsay
6. Listing Luxury Leads with Loida Velasquez
7. Listing Treasure Trove with Teddy Smith

1. Confident Circle Prospecting with Ricky Carruth

After making over a million dollars last year as a single agent, Ricky is proof that circle prospecting opens the door to endless opportunities through genuine relationships. Staying true to his “Zero to Diamond” mindset, Ricky Carruth’s live prospecting demonstrates how lasting, quality relationships are key to success in real estate. With his helpful nature and friendly charm, he makes new phone friends in seconds (even after rough rejections).

So watch Ricky jump from conversation to conversation to show you how to prospect with more confidence and charisma (all while maintaining his energy and enthusiasm!)

Ricky’s Script:
“Hey this is Ricky with RE/MAX at Orange Beach, how are you?”
“Good. Hey, I don’t want to take up too much of your time, there were a bunch of units that sold in your area and there’s nothing on the market. Is there anything in the world I can do for you?”

2. Gain A Game Plan with Greg McDaniel

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Greg McDaniel has 20 years of real estate experience and 450,000+ cold calls under his belt, which means he’s seen (and overcome) it all. Greg gets on the phone nearly every day to prospect LIVE so you can see how he consistently gets listing appointments.

Check out this 60 minute video where Greg calls FRBOs (For-Rent-By-Owners) LIVE. Greg’s casual, conversational style will help you overcome your phone fear and gain more confidence to get through tough calls and onto more listings. For more cold call sessions, head over to his Facebook page to tune in to his weekly prospecting sessions. 

Greg’s Script:
“Hi! My name is Greg McDaniel and I’m a real estate agent here in the area. I’m doing some calls tonight. Are you the owner of 123 Main St. by chance?”
“It looks like you are putting it up for rent. Did you get that property rented?”
“Have you ever thought of hiring a real estate agent to get more visibility on the property and be able to vet the proper tenant for the home?
“Are you looking to purchase any more investment properties?”

3. The REDX Podcast

The REDX Podcast has real estate agents of all styles and skill levels. That means there are a variety of approaches, scripts, and objections for you to choose from. Come watch as REDX interviews some of the best prospecting real estate agents as they demonstrate how to approach and navigate tricky phone calls from every lead type to increase your income. 

Join our live shows every Thursday at 12:30pm PT – 3:30pm ET  and ask the featured agent questions about their prospecting for tips and tricks to try in your market. You might learn something new to help your business.

And if you think you’ve got what it takes to go LIVE with REDX, head on over to REDX’s instagram @the_redx_ and send a video explaining why REDX should bring you on the show!

4. Commission Cure with Chastin J. Miles

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Join Chastin J. Miles as he dives into the prospecting pool to get appointments with FSBO (For-Sale-By-Owner) leads. Thousands of agents tune in to Chastin’s channel for motivation, training, and education on the best techniques to be a successful prospector in real estate.

As you watch, (without spoiling the ending), you’ll see which questions Chastin asks to get more information while positioning himself as the best agent to help get the home sold. In just 12 minutes, discover some of the best questions to ask a FSBO and how to overcome the common objection of, “I don’t want to pay for an agent.”

Chastin’s Script:
“Hey! This is Chastin Miles. How are you?”
“I was just give you a call about your home. Is it still for sale?”
“Could you give me a little more information about it?”
“I was giving you a call, because I noticed you were a FSBO and I wanted to see if I could help you out. How long has your home been on the market?”
“What do you think the issue is that’s keeping it from selling?”
“Have you had a lot of showings?”
“Gotcha, well I won’t take up too much of your time. Like I said, I am a real estate agent and I just want to help you. When is a good time to stop by the property?”

5. Simple Texting Scripts with Colton Lindsay

https://www.youtube.com/watch?v=Sh3IRvAoTy8?start=1444&end=1933

Colton Lindsay has sold more than 120 homes in the last two years, and he’s more than willing to share his expertise with other agents! In this 42 minute podcast, Colton shares his favorite texting scripts to engage potential buyers and sellers without being pushy. With Colton’s text script, you’ll discover how light, organic text messages can open the door to productive phone calls and Zoom meetings. 

Just remember: NEVER “COLD” TEXT WITHOUT PERMISSION OR CONSENT! Only text people who are already on your follow up lists – never out of the blue. Use the texting script below to engage potential buyers/sellers for future conversations.

Colton’s SMS Script:
“Hey… John?”
(This creates curiosity!)
“My records indicate that you might be thinking of buying (or selling) a house. Is that true? Or is my info wrong?”
(Keep it organic and not so serious. When they respond, go for a phone call. If they don’t want to call, schedule a calendar Zoom meeting)
“Schedule a phone call here (insert a calendar link) and we’ll go over some of your options.”

6. Listing Luxury Leads with Loida Velasquez

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Ever wondered what it’s like to set an appointment with a luxury listing valued at over $1 million?  Loida Velasquez knows what it’s like and shares how to do it live! As a successful real estate agent with thousands of followers, watch this video and you’ll see why. Loida shows how an effective marketing strategy can make you millions!

Check out Loida’s YouTube Channel to find more prospecting sessions (including some in Spanish) and take her passion for real estate to your phone calls. Whether you’re looking for Expired, FSBO, or luxury listings like this one, you’ll see why Loida finds so much success in what she does and how you can implement her “luxury” tactics into your own prospecting sessions.

Loida’s Script:
“Hello! Is this Rick?”
“Hi Rick! My name is Loida and I’m a local real estate agent. I’m calling about your home on 123 Main St. I saw that it popped off the market as an expired. So I just wanted to know when you will be interviewing agents for the job of actually getting it sold.”
“Did you get any showings on your property?”
“So if the home sold in less than 30 days, that would not be a problem for you, right?”

7. Victorious Vacant Listings with Teddy Smith

https://www.youtube.com/watch?v=jwsE3-litm4

With nearly 1 million views on his YouTube channel, Teddy Smith’s live prospecting sessions are filled with valuable tips about real estate sales, investing, technology, marketing, and more! In this 14 minute video, Teddy shows you four appointments he generated in just one prospecting session while making 100 calls to vacant rental properties.

His script is simple, to the point, and he doesn’t waste any time getting right to his bottom line. As you watch, you’ll see how he asks direct questions to get direct answers, and then positions himself as the most qualified agent to get the job done. If you’re an agent who wants a more direct script, or you just want to see how you can make more money with vacant rental properties, this prospecting session is for you.

Teddy’s Script:
“Hello Sandy?”
“Hi Sandy, this is Teddy Smith. I’m with Coldwell Banker here in Wilmington and I was calling about your property on 123 Main St. Have you ever thought about putting it on the market before?”
“If you were to put it on the market, do you think you would do so in the next year?”
“Great! When is the best time for me to follow up with you?”

3…2…1…GO!

Now that you’ve watched great prospectors get on the phone, don’t go back to phone fear, frustration and complacency.

A lot of agents let “phone fear” hold them back from getting more listings, but after seeing these agents succeed LIVE, you’ll know it’s possible. You just have to take the next step… and take action!

Take these new scripts, tricks, and objection handlers to your next prospecting session and let your dials lead to more listings.

About REDX

REDX offers real estate professionals a complete all-in-one prospecting platform for generating listing appointments. The platform includes seller leads, a dialer with up to three lines, and a lead management tool for simple follow-up. REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here. Call (800) 731-7339 option 1 to learn more about prospecting FSBOs, Expireds, FRBOs, Pre Foreclosures, GeoLeads, and our Power Dialer – or visit www.redx.com