Creative Ways to Get More Listings
With Jeff Lobb


Jeff Lobb directly address camera: 
In today’s low-inventory market, getting listings is difficult. But, it’s not impossible if you have a disciplined prospecting plan. 

I’m Jeff Lobb, coach, trainer and founder and CEO of SparkTank Media and a former real estate agent. Let’s take five minutes to explore how you can get consumer value and get more listings.

The very first thing a sales associates must do is  build a disciplined prospecting plan to generate activity. I call them IPAs.  Income Producing Activities. Not doing this on a consistent basis can and will be detrimental to your business. You need a strategy, a mindset and to remove the fear   from some of the hardest yet most important part of this business. 
You should be prospecting several hours a week for new business. This doesn't include follow up on the leads that come in.  Its new business for new leads. Don't make the mistake of sending out one mailer or two or three every six months, and expecting magic.  It doesn’t work. 

Today’s farming is about how you can help the consumer by offering value. This could be by offering a home valuation. Information about helping people stage their home or offering tips on how they can build equity. So offer value first and then a call to action, where they can access something that is of value to them.  For example you can run a Facebook ad that says; Did you know the real estate market is changing dramatically? Let’s find out how much equity you have in your home, before you put it on the market.  See a lot of times the call me today for a free report, doesn’t work.  They want something immediate and less threatening versus being sold.

Next time, build your database and narrow your focus. See, many sales associates have an incomplete database. They put a phone number but no email, or an email and no phone number. So, consider signing up for a service like Cole Realty Resources so you can get complete information and target your entire farm area. See Cole Realty Resources can pull the data for your farm area and in some cases have their email and or phone number. 

Now the next part is, you send out a voice broadcast to target that area, with a message that you have qualified buyers and they are looking for a home in their neighborhood.  Then with the emails you get you can set up a custom audience for Facebook and run an ad directly to them.  Another example, if you’re holding an open house on a property that is a first-time buyer’s dream, get information about the renters living within a five-mile radius and let them know about the open house. See you can send a voice broadcast about the open house and target those same people with Facebook and Instagram advertising. There’s no need to blanket the entire neighborhood with fliers and marketing. Instead, focus on the people who are most likely to move into the home you have for sale.

Speaking of Facebook ads, you can win more listings by running better ads. See, sellers don’t care about ads that feature what looks to be like an agent’s business card “call me for more information about selling your home.” See, you have about three seconds to capture their attention, so offer something like a free staging valuation. Also, make sure you put the geographic location in your ad. They’re more likely to look at an ad that mentions their city, or your city. 

Some other ideas: join local Facebook groups that have your hobbies and interests built around your community. But, don’t make the mistake of talking only about real estate. Just connect as a human. Get active in your local business groups, school groups and networks.  Generate activity for opportunities to network and talk to more people.  See the more people you know, the more people you build your base to get referrals from. You can also use your Facebook business page as a place to farm and prospect your local businesses. And to feature them in the communities that you serve. This gives you more exposure and a chance to actually shake hands with the people who do business in your community.  See that’s called prospecting.  

Alright, so you’ve heeded all this marketing strategies and you have a listing presentation coming up, that’s great! Unfortunately, this is where most agents fail.  This is where they lose.  Your listing presentation might be weak.  Your verbal presentation skills might be weak. There aren’t many sellers who care how long you’ve been in business or that you’re the No. 1 agent in your area. They wanna know what and how you will do for them.  See its not about you, its about them. How will you market their home how will you get the job done?  And then provide plenty of visuals of what you have done in the past.   We’re living in a very visual world. Visual wins.

Getting listings is really about building the relationship and building more confidence in the home owner. The more targeted you become in your market, and more of a specialist in your craft it’s easier  to get to know more people, and build trust.  And that’s when the magic happens.