12 Foolproof Tactics to Drive in New Listing Leads

Need more listings in 2017? If you said no, then you might be in the wrong place. Last week, Chris Smith shared 12 undeniably successful ways to capture new listing leads and we've recapped them for you below.

(If you want even more information on one of the tactics we've listed, check out this webinar where Chris reviews each tactic one-by-one.)

1. Reach out on on Facebook

Don't overthink it! Log on to Facebook (or Facebook Messenger if you're on your phone) and see who is available to chat. They'll have a green button lit up next to their name. Send each person a quick message.

"Hey I'm working on a project. Do you have time to chat?"

If they say yes, then give them a call and ask if they are thinking of selling, or know people who are thinking of selling.

2. 9-word email for fast response

Don't waste your time writing multiple paragraphs to your cold leads. Be bold, and send them nine simple words:

You may get some firm no's, but if you get a "yes" — it'll be the easiest lead identification you've ever sent.

• Psssst. If you're a Top Producer® user, check out this quick tip to see how we integrated the 9-word email into your Follow-Up Coach outreach options.

3. Past client sphere

Of course, you don't want to send a nine-word email to the people who know you best. For your past client sphere, it's important to reinforce your reputation as the local market expert. Do this by finding, and debunking, "myths" about your city or neighborhood market.

For example, if you went to a listing presentation for a house last week and realized that the property's online, estimated value was off by more than 25 percent, shout that to the rooftops! If your neighbor decided not to sell because their tax-assessed value hasn't gone up in two years—but they don't know that the value was based off a mass appraisal using data that is two years old—that's the time you want to spread the word!

You should know better than anyone else what the "bad data" is out there. Use it to show that you, and you alone, know how to take advantage of the local market.

4. Start farming — on Facebook!

Ready to advertise a new listing or sold property on Facebook? Do some digital farming to target homeowners who live within one mile of the exact listing on Facebook.

Facebook makes this an easy task, but our friends over at Top Producer put together this great overview of exactly how to "farm" on Facebook.

5. Run a "Guess the price" contest

If you have a new listing, but only have five minutes to promote it in the days before it goes on the market, run a quick contest on Facebook. Simply post a photo of the home's exterior and general location, then tell your audience to guess the price. The closest guess (without going over) wins a $25 Starbucks gift card.

Plus, don't forget to add in that you can offer a free price analysis for any commenter's home, if they'd like.

6. Digital doorknocking

Still walking door-to-door with a big file folder of market stats and recently sold data? Get yourself into the digital era, and bring a tablet as you doorknock instead.

Prior to going up to each front door, use Market Snapshot® or another localized report tool to get data on the home in question. Review it quickly, then be ready to talk about how this exact home fits into the context of today's market. If the homeowner is interested in the information, ask if they'd like to receive the report via email each month.

7. We have buyers!

Desperately seeking listings? If you have buyers, but no listings, try mailing a handwritten note or letter to all the homes in a neighborhood where your buyers are interested. Be specific, saying that your buyers are looking for a 3-bed, 2-bath home and your home fits that criteria.

Tell the homeowner that if they're interested in selling, you can help. But keep in mind that this only works when you actually have a specific buyer, so be sure to send the notice only to homeowners with matching criteria; don't blanket the neighborhood. It's not smart or ethical to pretend you have interested buyers that don't exist.

8. Localized direct mail

Your love affair with Every Day Direct Mail doesn't have to be left behind in 2012. Direct mail is still as effective as ever, especially if you customize your marketing pieces with hyper-local photography and text and a strong call to action.

Chris' tip: Make the mailers about the recipient, not about you. Instead of saying that you're the market leader, share a snippet of market information to the homeowner and then ask if they want to see if their home value is up, too.

Customize with photography of local landmarks or homes that match your market, and be sure that your domain includes a nod to your market area so the homeowner feels that you are a trusted neighborhood expert.

9. Run a "dial-a-thon"

In the webinar, Chris was adamant: "The only way to create a customer is to have a conversation."

To get the conversations started, set aside time with your team to call every contact to see if they plan to sell or are thinking of selling in the next 1-2 years. Say that you're calling to say that a home nearby just sold, ask if they want a custom analysis of their home so they can understand their market value better.

Incentivize your team with coffee, pizza parties, a day off, or a bonus for the person who gets the most converted leads.

All hands on deck for the dial-a-thon! (Image via GIPHY)

10. Make your website seller-focused

Look at your site. What percentage of the call to action is focused on sellers? Most sites focus on buyers, but most agents want listings. Balance your site so both groups are represented and have a path.

To do this, consider:

• Adding a CMA conversion widget
• Write blogs that focus on recently sold listings and their stories
• Incorporate seller client testimonials
• Add a widget for recently sold listings near a specific address, so people can see what homes down the block are selling for

11. Send handwritten notes (but don't write them yourself)

Handwritten notes are a timeless way to show clients and sphere contacts that you care about them and are thinking about them. But they can also be rather time-consuming.

If you're looking for a way to make the same impact, without spending hours of your time writing, stamping and addressing notecards, try out Bond.co. Their writer robots are programmed to write letters and notes that match your handwriting style and Chris himself uses the service religiously.

Sign up here for a free trial of 100 cards from Bond.

12. Offer a thoughtful gift!

You may have 1,000 people in your network but only 5-10 of them are your top base for referrals. Are you thanking these special people enough?

If not, step up your game and send them a gift that fall within a price range allowed to thank for a referral. Loop & Tie is a fantastic option that Chris recommends, though you can always think outside the box to send them something that fits their personality or hobbies.

What's your style?

Keep in mind that some agents thrive when given a bold script for new leads, while others make a deeper impact by re-energizing their sphere base. If one or more of these tactics doesn't feel like something you want to do, skip it! You'll have the most success when you push yourself just a little bit outside your comfort zone, but you'll fall flat if you force a new identity upon yourself.

To view the original article, visit the Realtor.com Results blog.