10 Ways to Get Listings Without Cold Calling

Wednesday, 15 September, 2021

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, GeoLeadsFRBOs, 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.

3 Easy Steps to Make More Money with Real Estate Mailers

Wednesday, 28 July, 2021

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, GeoLeadsFRBOs, 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.

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

Wednesday, 2 June, 2021

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, GeoLeadsFRBOs, 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.

7 Ways to Generate Listings in a Low Inventory Market

Thursday, 8 April, 2021

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, GeoLeadsFRBOs, 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.

14 Real Estate Lead Generation Tactics for Growth in 2024

Monday, 8 March, 2021

In an unpredictable and ever-changing real estate market, it’s more important than ever for agents to pack their pipeline for long-term, sustainable success. In order to do so, you need the latest and greatest strategies that generate leads and listings for a consistent business. Discover 14 of the best lead generation tactics to scale and grow your business in 2024.

14 Real Estate Lead Generation Tactics for Growth in 2024

1. Prospect Expireds for Hot & Motivated Sellers
2. Create Facebook Ads to Generate Quality Leads
3. Nurture Your Sphere of Influence for Simple Success
4. Circle Prospect Neighborhoods to Find Business
5. Build a Community of Endless Opportunity
6. Call Vacant Rental Properties to List More Homes
7. Follow Up With Your Leads to Stay Top-of-Mind
8. Work the “Soon-To-Be Hot” Short Sales and Pre-Foreclosures
9. Call For-Sale-By-Owners to Get More Appointments
10. Build a Social Media Presence to Get in Front of More Leads
11. Door Knock to Build More Relationships
12. Use a Dialer to Reach More Homeowners
13. Follow Up over Text to Easily Stay Connected
14. Call Old Expireds to Close More Deals


1. Prospect Expireds for Hot & Motivated Sellers

Calling expired listings is one of the best, quickest ways to get business. These leads are low-hanging fruit who have already expressed an interest to sell, but their agent couldn’t get the job done. This is where you come in.

Top-producer Deric Lipski listed 28 homes in one month just from prospecting to expireds. “I didn’t get that one appointment and decided I was done for the day. I kept calling, I kept closing and I kept getting more appointments.” He didn’t let rejection or fear stop him from reaching his goals.


2. Create Facebook Ads to Generate Quality Leads

In order to reach as many homeowners as possible, you have to go where people spend a LOT of time… Facebook! The average adult spends 38 minutes/day on Facebook. That’s why many agents are using Facebook Ads to get in front of more people.

Facebook marketing guru, Travis Thom, uses the acronym BURST to make effective Facebook Ads that keep leads coming to him for business. 

 


3. Nurture Your Sphere of Influence for Simple Success

One of the best (and easiest) ways to generate business is from people who already know, like, and trust you. So while cold calling requires building a new relationship, your sphere of influence (SOI) is a much easier conversation. A lot of agents neglect their SOI and miss out on easy repeat and referral business.

Brian Icenhower (therealestatetrainer.com) guarantees that, if you call each person in your SOI at least twice a year, you’ll have consistent commissions no matter what.


4. Circle Prospect Neighborhoods to Find Business

If you don’t want to deal with angry homeowners, circle prospecting is one of the best ways to pack your pipeline. Use GeoLeads™ to call around a neighborhood and become known as the local real estate expert by informing people about open houses, just listed/just solds, estimated home values, and more. 

Real estate coach Alex Piech had 300 transactions in one year (with an above average turnover rate) by circle prospecting neighborhoods – all using a simple script to find interested homeowners. 


5. Build a Community of Endless Opportunity

Bring the people in your area together! Create a community or group on Facebook to create endless opportunities. You can invite local experts in your area and recommend them to the community. Seek out painters, landscapers, plumbers, or other home-service experts to build the ultimate hub for local homeowners to discover reliable resources.

Florida agent Joe Rosen runs the biggest networking group in his area where he helps connect people throughout his community. Whether someone needs an agent or not, he’s there to help them get what they need and be of service (no matter what). He refers homeowners to people he knows and trusts while they refer and give business back to him for endless lead generation.


6. Call Vacant Rental Properties to List More Homes

List multiple properties from a single lead by prospecting to For-Rent-By-Owner (FRBO) leads. FRBOs are typically owned by independent landlords or multi-property investors who have listed their property for rent, but can’t (or are tired of trying to) lease it out.

FRBOs are pro-prospector Kent Brown’s favorite lead type to prospect. They’re not angry like Expireds, less emotional than FSBOs, and more motivated than GeoLeads™. 


7. Follow Up With Your Leads to Stay Top-of-Mind

Nurturing your database and following up with your leads might not generate immediate business, but it can help build a lifelong pipeline of business. The difference between struggling and successful agents comes down to whether or not they’ve implemented a solid system to consistently follow up with their prospects, past clients, and sphere of influence.

Coach Brooke Sines follows a proven follow-up strategy to ensure no listing opportunity falls through the cracks. By categorizing her leads and keeping up with a spreadsheet of lead information, Brooke always stays top-of-mind with her contacts.


8. Work the “Soon-To-Be Hot” Short Sales and Pre-Foreclosures

With rumors on the rise about a potential spike in foreclosures, agents are preparing themselves for this “soon-to-be hot” lead source. So whether you’re looking to try something new, want to maximize on the opportunity, or just want another source of income, start educating yourself now.

Short sale queen, Nicole Espinosa, specializes in this niche and generates thousands of leads from it. She says practicing sales negotiations, knowing how to talk to a pre-foreclosure lead, and understanding the homeowner’s options are all solid starting points if you want to maximize on the foreclosure opportunity.


9. Call For-Sale-By-Owners to Get More Appointments

If you think prospecting to FSBOs right now (or in any sellers market) is impossible, think again. Know what to say to FSBOs on the phone so you can help them understand the crucial value you bring as an agent. Plus, they’re motivated to sell, which means quick and simple business for you.

FSBO master David Frost is still listing FSBOs despite the heavy sellers market. He focuses on getting the appointment, building rapport, helping potential clients, and consistent follow-up.


10. Build a Social Media Presence to Get in Front of More Leads

Everyone’s eyeballs are on their phones scrolling through platforms like Facebook and Instagram. If you aren’t showing up on their feed, you could be missing out on a tremendous amount of leads and listings. Have a social media strategy for your business to stay top of mind with potential clients and position yourself as the real estate expert.

Stevie Hahn is a top-producing agent who generates 75% of her business from social media. Her strategy includes being authentic, posting on a regular basis, not over-analyzing every post, following everyone she meets, and engaging with her followers.


11. Door Knock to Build More Relationships

No real estate lead gen tactic beats face-to-face interaction. So instead of calling around a neighborhood, try hitting the pavement and talking to homeowners at their doorstep. Not only does it build great relationships and rapport, but it also quickly establishes your presence in the neighborhood. By sharing relevant market information and what’s going on in the neighborhood, you’re sure to be the go-to source for real estate needs in your area.

Florida agent Dan Vallee loves to go face-to-face with new expired leads and uses an uncanny approach that minimizes conflict to build new relationships. His “walk ‘n’ talk” strategy includes marketing materials and an unfailing script that allows him to consistently set listing appointments at the doorstep.


12. Use a Dialer to Reach More Homeowners

Talking to more homeowners in less time means packing your pipeline with more leads. Dialing by hand is time consuming. Not to mention all of the agents using a dialer that may reach leads before you. Using tools like the WAVV Dialer connects you with more homeowners per hour, allowing you to cut your prospecting time in half while improving your results.

Agent Greg McDaniel from realestateuncensored.com swore by other lead generation methods, until he started using a dialer (and tripled his contact rate per hour!) For him, it made sense to use a dialer so that he could be continuously talking to more homeowners instead of wasting time elsewhere.


13. Follow Up over Text to Easily Stay Connected

Text messaging has become one of the most popular forms of communication. If you’re not following up over text, you’re missing out on HUGE opportunities. Once you receive proper consent over phone, email, or face-to-face, you can use text messages to stay top-of-mind with past clients and leads – eventually gaining access to better response rates than phone calls.

Coach and trainer Brent Scott stresses the importance of text messaging as an integral part of your business. He’s created a system for effective lead follow-up through maximum engagement and clever responses to ensure no one slips through the cracks.


14. Call Old Expireds to Close More Deals

If you don’t want to talk to angry new Expireds, try going back a couple months (or years) to talk to homeowners who waited to re-list. These leads aren’t getting bombarded with calls from other agents, so they’re far more willing to talk, and are far less combative than new expired leads.

Agent Zak Klinedinst likes to go back 3 or 4 years and call old Expireds that might be interested in listing their home again. He uses a simple script approach that establishes common ground and breaks down the initial hesitation from homeowners.


From Lead Generation to Lead Conversion

With so many ways to generate leads, there is no reason why your pipeline shouldn’t be packed with potential profit. Choose tactics that best fit you and your business needs, and be ready to unlock endless opportunity no matter the market conditions.


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, GeoLeadsFRBOs, 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.

18 To-Dos To Make $100k+ Prospecting Real Estate Leads

Wednesday, 24 July, 2019

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

Checklist: 9 Questions To Ask Yourself When You Need More Listings

Friday, 17 November, 2017

Are there immutable prospecting principles that once known and followed help you list more homes? The answer is yes, and from an interview with master implementer John Sullivan who sold 44 homes his first year, this article walks you through a checklist of 9 basic questions that leveraged these principles and slingshot his success. See how many questions you already know and how many you can improve upon.

Here Are The 9 Basic Prospecting Questions For You To Explore:

1. Are Your Expectations or Rejection Really Real?
2. Do You Know What To Do When Too Many Agents Work Expired Leads In Your Area?
3. Does Your Prospecting Schedule Match Your Goals?
4. Are You Calling The Right Lead Types In The Right Order?
5. Are You Calling Your Leads The Right Number of Times?
6. Do You Consider Calling Your Sphere Of Influence A Form Of Prospecting?
7. Have You Found Prospecting Scripts That Work For You?
8. Is Your Prospecting Workspace Holding You Back?
9. Do You Have A Pre-Prospecting Checklist?

Keep on reading to explore each of these 9 questions in detail with expert advice from John Sullivan.

1. Are Your Expectations For Rejection Really Real?

It’s easy to be jealous or discouraged looking at successful real estate prospectors. It might seem like they’re not encountering the same rejection other prospectors face every day, but that’s not the case.

“I used to look at the top agents and think, ‘They don’t get any rejection, they get appointments every time,’ which isn’t true,” recalls John. “They just know not to stop when they get rejection. They just keep going, because they know they are getting very close to the next appointment.”

Remember, when calling expired leads, that these are people whose houses didn’t sell, have big life plans that fell through or are now on hold; in their head, they might be blaming Realtors® for their misfortune… and you’re calling them.

However, John says, “Rejection is normal — it’s not personal. They don’t know you, they just found the end of a telephone, and they shouldn’t dictate your outcome and your goals”.

To help you fearlessly face rejection and overcome it, we recommend the book Rejection Proof, by TED Talk speaker. His book and training program will teach you how to fight through the no’s, so you can get to the yes’s!

2.  Do You Know What To Do When Too Many Agents Work Expired Leads In Your Area?

Prospecting in a crowded market can seem intimidating and dismaying, but it’s definitely not a reason to give up. Most experienced real estate prospectors prospect expireds, but also add geographic prospecting.

“There’s a big Mike Ferry based agency here [in Las Vegas.] So, people are getting called by a lot of agents,” says John. To hit his daily contact goals, John does geographic prospecting following a Just-Listed/Just-Sold prospecting script.

A primary reason John does geographic prospecting is because, “no one’s calling them,” and “our job in real estate is to speak to people about real estate every day”.

Instead of feeling like a nuisance, “you’re doing the community a service,” John says. “We’re telling them, ‘Hey, this home just sold in your area for $300,000,’ and they didn’t know. Now they know.”

John uses GeoLeads to simplify geographic prospecting. Enter an address or draw a boundary on the map and GeoLeads will provide a full list of telephone numbers for each property.

GeoLeads is a great option for prospectors who want to speak to more people in less time, while having more calming and rapport-building conversations.

3. Does Your Prospecting Schedule Match Your Goals?

Consistent prospecting in real estate is the foundation of predictable results. But before you can be a consistent prospector, you need to create a consistent schedule.

“I’ve learned the best agents are fanatic about their schedule, and that’s how I wanna be. Whether or not you can hit those goals depends on time management”, says John.

To hit his goals of 30 new contacts a day, John consistently follows a schedule. His schedule includes: new appointment generation and follow-up with past contacts, as well as physical and mindset exercises. He leaves his afternoon open for appointments. When he doesn’t have any afternoon appointments, he dives back into prospecting for more listing appointments.

For ideas on how to build your own schedule or improve the one you have, the books “Habit Stacking” by S.J. Scott and “Miracle Morning” by Hal Elrod are resources that will help you.

4. Are You Calling The Right Lead Types In The Right Order?

Once you have your time blocks set, you need to create a Lead Stack™. A Lead Stack is the type of leads you call and the order you call them. There are a number of variables to consider when creating a lead stack. A few of them include:

  • • Your objection handling skills
  • • Your level of rejection resiliency
  • • Time of day you prospect
  • • Your contact goals

John explains his lead stack: “I like to call the Expireds/Withdrawn first, then For Sale By Owners, Just Listed/Just Sold, past clients, my center of influence, and then go to my lead follow-up after that. Sometimes I may mix it up”.

John also mentioned, “If I’m experiencing some bad Expired calls, I may just pick up the phone and call a past client. They’re generally nicer, they like you. A nicer conversation can help get you back in the groove.”

Remember there’s no right way to create your Lead Stack. Experienced real estate prospectors stack their leads differently and periodically make adjustments to the order and timing.

5. Are You Calling Your Leads The Right Number of Times?

You know lead follow-up is important, but it can be difficult to decide who and when to follow up with. A good rule of thumb is put priority on contacts who’ve voiced an interest in listing within the next two weeks.

John explains, “I’ve lost deals in the past because my good leads have got muddled up in poor follow-ups. You want to be prospecting people who are ready to sign contracts in the next 7-14 days.”

To avoid getting muddled in poor lead follow up, John “trashes” leads he’s called six times and who are not ready to list. He recommends that it’s time to focus your energy elsewhere.

6. Do You Consider Calling Your Sphere Of Influence A Form Of Prospecting?

If you wish to be at the top-of-mind with your sphere of influence, then your sphere of influence must be at the top-of-your-mind. That means you need to think of your sphere of influence (SOI) as every other lead type. Just like Expired leads and FSBO’s — SOI needs to be part of your daily Lead Stack.

Like exercising, prospecting to your sphere of influence is a small daily investment that pays off over time. “Building your SOI and center of influence will take time. You have to really maintain and manage that for two or three years,” says John.

To invest in his sphere of influence, the 1st thing John does is call his buyers and sellers 2-3 times during the first month after a deal closes.

For sellers, he says: “Hey, did you get all your proceeds?”

For buyers, he says:  “Hey, do you need any contractors to do your work?”

After that, he calls four times a year at minimum and always on their birthdays. “Staying connected is important. I ask for referrals when I speak to them, too.”

7. Have You Found Prospecting Scripts That Work For You?

Scripts are the best way to keep a call on track towards a qualified listing appointment. The script that works best for you depends on the type of prospector you are, and the type you want to become.

For instance, John uses a Mike Ferry style script when prospecting. He explains: “What’s best about them is they’re a series of questions, and all of the questions have to be answered. None of the questions have ‘yes’ or ‘no’; answers. The scripts really help create a conversation and help the flow.”

John prefers The Mike Ferry organization Expired scripts, Just-Listed and Just-Sold scripts, but he encourages you to “make the script your own.” For more script building resources see the free 26-page REDX script book.

8. Is Your Prospecting Workspace Holding You Back?

Your physical workspace might be the very thing that’s holding you back. Specifically your desk and what’s on it. If your mind is distracted by the clutter on your desk, consider one desk space dedicated to prospecting and another to everything else.

John’s workspace is setup exactly like this, “I have a desk with two screens on with whatever I have to do for that day on a folder. I have a separate desk — a tall, stand-up desk, with my scripts in front of it, no distractions. So, two computers; one for prospecting, one for everything else.”

John insists standing while prospecting helps him stay energized and focused. According to Forbes Magazine a standing desk can “give your brain an edge“. John bought his stand-up desk at the StandupDeskStore.com. Prices for hand-crank standing desks start at $159 and go up to $519 for electric-powered ones.

9. Do You Have A Pre-Prospecting Checklist?

There’s more to fighting distraction than separating your workspaces. To keep your attention where it needs to be, leave anything unrelated to prospecting far from reach — before prospecting.

Here are the five things John does before prospecting that help him stay focused on hitting his daily goals:

 How Did You Do On The Checklist?

Go further into these prospecting principles with master implementer John Sullivan. His interview reveals details not covered here, including advice on how to recover from a bad call, how to find a coach or mentor (even if you don’t have money), and a dozen other highly effective tactics based on the principles shared here. All together, this checklist and principles will help you when you need more listings.

 

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


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

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