How to Get Real Estate Listings Without Cold Calling
If you want to grow your real estate business, learning how to get real estate listings is essential. Many agents rely on friends and family for business, but what if you want to expand beyond that without cold calling or chasing expired listings? In this episode, we explore proven strategies to attract sellers, establish yourself as a listing agent, and generate new business in a way that feels natural and professional.
Start with Your Database
Your database is the best place to start when looking for new listings. Stay in touch with past clients, friends, and acquaintances by providing valuable market updates. Sending monthly or quarterly market reports specific to their subdivision keeps them informed about home values and positions you as a knowledgeable agent. Engaging with your database regularly increases the chances that they will think of you first when they decide to sell.
Use Open Houses to Attract Sellers
Open houses are not just for meeting buyers. They also showcase your marketing skills to potential sellers. By promoting an open house well—through social media, signage, and neighborhood outreach—you position yourself as an active listing agent. Neighbors who are considering selling may visit your open house and later hire you based on your professionalism and expertise.
Implement a Targeted Postcard Strategy
Direct mail remains an effective tool for getting real estate listings. A four-postcard campaign can establish your presence in a neighborhood:
- Just Listed – Announce the listing to nearby homeowners.
- Under Contract – Share that the home is pending to generate interest.
- Just Sold – Highlight the final sale price to show market activity.
- We Need More Inventory – Let homeowners know buyers are looking in their area.
Consistency in design and branding across these mailers increases recognition and trust among homeowners.
Leverage Geographic Farming
If you want to become the go-to agent in a specific neighborhood, geographic farming is a powerful strategy. Engage with local homeowners through direct mail, social media posts, and community events. Providing updates on new listings, market trends, and neighborhood news establishes you as the local real estate expert.
Connect with For Sale by Owners the Right Way
Many for-sale-by-owner (FSBO) sellers eventually list with an agent. The key is to approach them with helpful advice rather than aggressive sales tactics. If you have a buyer interested in their home, treat the FSBO professionally and leave them with valuable feedback. This builds trust and increases the likelihood they will reach out to you when they decide to list.
Position Yourself as a Resource in Community Groups
Neighborhood Facebook groups and Nextdoor are excellent places to establish credibility. Participate by offering helpful advice, answering real estate-related questions, and sharing market updates. By staying active and positive, you become the agent homeowners think of when they need to sell.
Work with Attorneys for Estate and Divorce Sales
Estate and divorce sales often require real estate expertise. Building relationships with estate attorneys, probate attorneys, and divorce lawyers can lead to consistent referrals. These professionals often need a trusted agent to provide market valuations and handle the sale of homes in complex situations.
Optimize Your Google Profile
Your online presence matters. Ensure your Google Business Profile is updated with recent listings, client reviews, and accurate contact information. Many homeowners search for real estate agents on Google, so having strong reviews and a well-optimized profile can generate organic leads.
Tap into Expired Listings the Smart Way
Instead of contacting expired listings immediately after they come off the market, wait six to 24 months before reaching out. Many homeowners still intend to sell but need time before trying again. A personalized letter or market update can re-engage them without overwhelming them like aggressive cold calls.
Become the Go-To Agent for New Construction Homeowners
New construction neighborhoods often have many unrepresented buyers. Once the builder closes out the sales office, those homeowners lack an agent when it comes time to sell. Targeting three- to seven-year-old new construction neighborhoods with value-driven mailers can generate seller leads.
Engage with Past Clients Through Unsolicited CMAs
One of the simplest ways to get listings is to provide past clients with updated home valuations. Many homeowners are curious about their home’s worth but do not actively seek out an agent. Sending an unsolicited comparative market analysis (CMA) can start conversations that lead to listings.
Focus on a VIP Referral List
Identify 25 people in your network who are likely to send referrals. These could be past clients, business contacts, or personal friends who trust and support you. Stay in touch with them through personal messages, thank-you notes, and occasional gifts. The more you nurture these relationships, the more referrals you will receive.
Conclusion
Learning how to get real estate listings requires a combination of strategy, consistency, and relationship-building. Whether through open houses, direct mail, online engagement, or referrals, agents who focus on listings build a stronger and more sustainable business. Choose the methods that align with your strengths and stay consistent in your efforts to attract sellers.
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