Real estate seller leads are an opportunity for an agent to list properties. Many agents struggle to get seller leads due to owners who try to sell their own homes or let their home sit for months without a motivated agent to represent the listing. Without real estate seller leads, real estate agents will not have properties to show to buyers.
Here are the top 25 tips from real estate pros about ways to get qualified seller leads:
1. Focus on Relationship Marketing
Michael Minson, Keller Williams Luxury Homes International, San Francisco
I have found relationship marketing to be the most successful lead gen strategy for my business. I actively work with my friends and sphere (especially my vendor partners and affiliates) via regular email and phone contacts. We send past clients quarterly gifts and speak to their desire to build wealth through investing in real estate. This builds trust so when it comes time to list their home, they know exactly who to call (hint: me!).
Kiah Treece, Fit Small Business
When someone decides to sell their home, the first question is often how much it’s worth. Zillow dominates real estate web searches, so interested sellers are likely to claim their home and get a Zestimate early in the selling process. Once a home is claimed, Zillow encourages the owner to consult with a Premier Agent. Homeowner contact information is then directed to members of the Premier Agent Seller Boost program, making it an easy way to generate local seller leads.
3. Go the Extra Mile During Events
Melanie Siben, Real Estate Salesperson, Rutenberg, New York City
Open houses provide an opportunity to show you’ll go the extra mile. They are an underutilized marketing tool in an agent’s arsenal to get listings. A home is a sacred space. Make sure you bring flowers, fruits, and plants that smile and are welcoming. In the winter months, serve hot cocoa with cookies.
4. Attend Local Networking Events Regularly
Danielle Schlesier, Coldwell Banker, Brookline
Network, network, network! My last lead came from a contact I made through the local Chamber of Commerce. I work at positioning myself as the expert in my area by mixing and mingling with the community as much as I can. My goal is to attend at least one networking event a week.
Allison Potts, Fit Small Business
Freshsales is a highly visual pipeline manager that gives realtors a complete picture of where each lead is in the sales cycle, the last action taken with that lead, and when to follow up. Freshsales aids agents in tracking each valuable lead without any falling through the cracks.
6. Call Your Sphere Regularly to Get More Seller Leads from Past Clients
Aaron Hendon, Keller Williams, Seattle
My favorite way to get listings is to be sitting at home and get a call from someone I know who wants to sell their house and needs me to do it as soon as possible. Bust your list by making 10 to 20 contacts a day to the people you know and ask how you can help them. I have a huge database of family, friends, and people I’ve done business with, and my job is to connect them in ways that benefit them. Do that enough and the calls come in.
Find out more about how relationship marketing can help you earn referrals and generate seller leads in this guide to relationship marketing.
7. Team up with an Experienced Listing Agent
Diane Saatchi, Associate Broker, Saunders & Associates, East Hampton
My advice to new agents—those with little listing experience—is to team up with a well-known, experienced listing agent. Home sellers want a “brand name” listing agent—nobody wants to take chances with a newbie. It is hard for sellers to pass up the name and experience of the brand with the fresh, eager energy of a rookie.
8. Host Parties & Get-Togethers for Past Clients
Payton Stiewe, Payton+Binnings, San Francisco
Our main source of new leads is from referrals from past clients. We have an annual big party that we host and invite our past clients as well as prospective clients. Works like a charm; the old ones talk to the new ones and voilà, we are in business.
The other way to get new sellers is doing open houses on Saturday and Sunday. Sellers will look at homes in their neighborhoods to see how they compare to their own home. This is a great opportunity to show how you represent homes and see you in action.
9. Spend Time Cold Calling Expired Leads
Desare Kohn-Laski, Skye Louis Realty, St. Louis
When it comes to expired listings, many times the owner has dealt with quite a few agents already. You can use this to your advantage by pinpointing where things went wrong in the past, and offer a new tactic. FSBOs are typically eager to sell, and by providing them with data and numbers that only a realtor can provide, you raise your chances of making them your client. Remind them that there are many things that can go wrong with the selling process and that they would be wise to have a professional on their side.
Have you tried an expired listing letter? These can get you new clients and help you establish authority in your farm area. Click below to get a persuasive letter template.
Miranda Paquet, The Close
Real Geeks is a robust lead generation website with dedicated landing pages to help agents segment their market and create lead magnet tools to answer questions for potential sellers about how much their home is worth. Real Geeks uses lead capture forms to prompt the seller to exchange their contact details for free home value reports or guides about selling a home.
11. Knock on Doors: Shoe Leather + Hard Work = More Seller Leads
Nick Fitz, RE/MAX Florida
One of the ways I obtain listings is by knocking on people’s front doors. Instead of doing this aimlessly, it’s best to target homes that look like they are undergoing some remodeling. There is a good chance that the homeowners are getting ready to put their home on the market, or that they just moved into the home. If it is the latter, they may have another home to sell. I recommend always having some quick statistics on recent sales in the neighborhood. You only get one chance to make a first impression.
12. Get Friendly with Divorce Attorneys
Russell Knight, Law Office of Russell D. Knight
I am a divorce attorney in Chicago and when a couple liquidates their assets, including their house, I often have the power to appoint a real estate agent to sell the house. It’s advantageous to my client because I need a real estate agent who will be neutral to both parties and someone who can push the deal effectively. I refer out at least three properties a year.
13. Identify Probate and Vacant Houses
Don Wede, President, Heartland Funding Inc.
These are almost always homes that need to be sold. Talk about motivated sellers! These two groups are all of that. You can construct you own list by driving through neighborhoods looking for vacant houses. You can go to the courthouse to construct your probate list. If this is not something you want to do or feel comfortable doing, then there is an alternative: you can buy these lists from data companies that compile such lists.
14. Engage & Impress with Open Houses
Tyson Lewis, Licensed Associate Real Estate Broker, Halstead Real Estate
Remember that every person who walks through that door is a potential seller, or knows someone who is. This is an opportunity to impress potential clients with your in-depth knowledge of the property, and with a professional presentation. A large percentage of our team’s sales listings result from meeting with an owner at one of our open houses, impressing them with our presentation, and subsequently being invited to pitch for their home. An open house is a target-rich environment, and there is always a real chance that you are being tested.
Maggie Aland, Fit Small Business
BoldLeads is the one-stop shop for finding real estate seller leads through paid searches on Facebook and Google AdWords. With a minimum monthly advertising budget of $250, BoldLeads charges a monthly maintenance fee starting at $299 per month to create and manage Facebook and Google AdWords campaigns.
Trying to make an informed decision about joining a real estate brokerage? Find out more about the things you should consider and how to choose a real estate company to work for.
16. Create Stellar Online Content
Daniela Andreevska, Marketing Director at Mashvisor
We live in the 21st century—the time of technology and the internet. Once an individual decides that the time has come to sell his/her property, he/she will most probably check the internet for the available options. That’s why it is crucially important that you build a high-authority website, which translates into a strong online presence. Create as much content relevant to your industry, work, areas of specialization, and geographical location as possible. Use the right keywords for your industry, which you can research online. Write content that is meaningful and attractive to your future clients.
17. Network with Investors
Shawn Breyer, Owner, Sell My House Fast Atlanta
Investors generate a lot of seller leads for their business, but not all leads align with the investor’s model. About 99 percent of people want or need to sell their house at retail value. Since most investors are not real estate agents, they don’t have any means to capitalize on these leads. Real estate agents could structure deals with local investors so that the investor sends all of their leads their way.
18. Connect with Home Stagers
Susanna Haynie, Broker/Owner, Co-RE Group, Colorado Real Estate
Find a home stager and collaborate with him/her to give away free home staging consultations via a virtual or real event raffle. It’s a win/win/win (you/stager/seller). This should result in really good quality leads, since the giveaway has a direct connection with selling a home.
19. Be an Expert / Resource for FSBOs
E. Allen Dietzschold, Executive Broker, Encore Realty Group brokered by eXp Realty
From the time I started in real estate in 1997, I have always had good luck working with FSBOs. Many times, I hear agents who want to contact FSBOs and tell them what they can do for them or tell them how they can’t do it on their own. While statistically, homeowners may be less likely to do it on their own or make less money if they do it on their own, they still want to try. By embracing their desire to try, it opens up the door for communication and providing information. When they don’t sell their home and get ready to list, they contact the person who has been there for them and been a resource.
Emile L’Eplattenier, The Close
In the past, finding FSBO leads was very difficult. Agents had to scour Craigslist, local newspapers, and other sources. Luckily, today there are services like REDX that take all the legwork out of finding FSBO leads. REDX is a lead generation company that finds FSBO listings in your area the day they hit the market and delivers these leads directly to your inbox with up-to-date contact information.
21. Build Great Partnerships
Richard Combs, Managing Broker, Hunter & Maddox International Inc.
Target homes that are likely to sell in the near future every month. Advertise a unique value proposition—this will help gain traction with new clients. Also, network aggressively until you have seven streams of steady lead sources working for you. For example, network with investors, attorneys, accountants, financial planners, and any other type of professional who works in a real estate-related field.
22. Build on Past Success
Kelli Howison, Realtor, Windermere Real Estate
Search the MLS for properties that were sold six to 15 years ago and that match your client’s homebuying criteria. Create a list of 40 or 50 of these properties, then use your title company’s database or county records to get the first and last names of the current owners. Create a form letter explaining that you have a client looking for a very specific type of property and you believe this house might be a good fit. In the letter, let the homeowner know your contact information is below if they have any interest in selling. A handwritten envelope with a return address has a much greater chance of being opened than a printed envelope. In my experience, if you send 50 letters, you should receive between three to five phone calls or emails.
23. Chat Up Sellers for Leads
Tania Matthews, Mega Agent, Keller Williams Classic III Realty Tania Matthews Team
We’ve had success with generating quick wins by integrating a chat box into our website. More often than not, allowing sellers to ask any questions live turns into a conversion. Specifically, we use the Facebook Messenger chat box, which connects and works with the seller’s Facebook profile. This gives us tons of information.
24. Optimize Social Media & Video
Rachel Tipton, Realtor, BRG- Beach Realty Group
My best tip for getting seller leads is putting out consistent content on social media, especially video. I try to add value by giving tips, tricks, and advice to anyone looking to sell their home. Nearly every time I post a video, I get a phone call.
Want to learn more about lead generation websites for buyer and seller leads? Check out the Buyer’s Guide for Lead Generation Websites to help you make a good decision.
25. Rank on Search Engines
Melissa Johnson, CEO, Danny Buys Houses & FreedomDriven LLC
We use online lead generation services like SEO, paid AdWords, and Facebook traffic to send quality leads to our website. We rank very high for SEO in our market; we dominate the first page of Google results in San Antonio with the work we’ve done with our onsite SEO, and also have a continued long-term strategy to rank highly using off-site SEO services. We use a mix of PPC campaigns with AdWords and Facebook to send more traffic to our website quickly to complement the long-term SEO strategy to rank organically.
Bottom Line: Real Estate Seller Leads
Real estate seller leads give agents connections to people who are interested in selling their property. By filling the sales funnel with motivated seller leads, agents and brokers can increase their opportunities to make sales and close deals.