How to Get Listings

The Key to Making Your Business Feel Real

Getting listings offers the type of feeling that your business is, finally, starting to come together.

I've seen it happen to so many agents - they spend months and months executing a weekly workflow, running around after buyers, working weekends and then suddenly they land a listing and everything changes. You get seen, you get leverage, you start attracting opportunities rather than just chasing them.

Here's the thing: listings aren't just luck, they're the result of putting in place a system that actually works.

Let me show you what actually works.

Yes, Listings Are the Foundation of Success in Your Real Estate Business

Listers Last

Before we get too far, it helps to understand what a real estate listing actually is and why it’s so valuable to your business.

Most newer agents tend to overlook this.

Buyers might give you some activity, but listings give you control.

From my experience, once you concentrate on getting listings:

• Your marketing starts to pay off
• Your name gets seen in neighborhoods
• Your pipeline starts to become more predictable

And you know what? Buyers start coming to you too.

The 3 Popular Listing Lead Sources Every Agent Needs to Know

I've been in the game for a while now, and I think I've learned that you don't need a load of different strategies to get listings - you need 3 that you actually stick to.

1. Your Sphere of Influence (SOI)

Most agents overlook this - it's far and away their easiest win.

By that, I mean your friends, your family, old coworkers and people you've already got a relationship with. 

From my experience, people don't use you as their agent simply because they've forgotten you are a real estate agent - not because they don't trust you.

👉 Just do this: Get in touch with them regularly - not in a pushy way, just to keep in touch. Here is a free sphere of influence template tracker to help. 

2. Expired Listings & FSBOs

If you want fast results, this is the place to start.

These sellers have already essentially said they want to sell.

That's a pretty powerful thing.

I know a lot of agents avoid this one because it feels a bit uncomfortable. But the truth is - it's one of the fastest ways to get listings if you commit to it daily.

You can call, text, or even send direct mail—personally, I’ve seen great results using structured outreach like these real estate prospecting letter templates.

3. Geographic Farming

This one is long term but it's how you build real dominance in your area.

Pick a neighborhood, learn it like the back of your hand, show up consistently over time.

And then, eventually, people start to think you are the agent in that area.

And that when you start to get listings coming in.

Proven Strategies to Get More Listings

Now let's get into what actually moves the needle and gets you listings.

Build a Consistent Prospecting Routine

To be honest with you, this is where most agents fall off.

What I've learned is simple

• Consistency beats the odd burst of intensity
• Daily activity beats the odd big weekend

Even 1-2 hours a day of focused prospecting can turn your pipeline around.

From my experience, consistency is everything here. If you need a few proven ideas to get started, check out these real estate prospecting strategies.

Use Social Media to Get Sellers to Notice You

I've noticed how social media has evolved over the years and I think it's a good thing.

You don't need to go viral you just need to be relevant.

Talk about the following.

• Local market updates
• Recent sales
• Pricing insights
• Mistakes sellers make

Your goal should be to become the agent that people think of when they're considering selling.

Host Open Houses Strategically

Most agents treat open houses like a chore but I think they're one of the best ways to achieve the following.

• Meet potential sellers in your neighborhood
• Find out what's going on in the local market
• Build up your local authority

The key is to treat every visitor as a potential listing rather than just a buyer.

Leverage Past Clients for Referrals

This one is one of my favorites because it compounds.

Stay in touch with them, add value, and make yourself visible.

And eventually, referrals will become the norm rather than the exception.

Target Absentee Owners and Investors

These are places where many agents miss out on opportunities.

Think about landlords, out of state owners and burnt out investors.

From what I've seen, many of these people are just waiting for the right agent and the right time to sell.

Create Content That Shows You as the Local Expert

I think most agents miss out on this one.

Content isn't just about posting - it's about positioning yourself as the go to expert in your market.

Talk about things like:

• "What your home is worth today"
• "Should you sell or buy in this market?"
• "What's happening in [your city] this month"

Do this consistently and you'll start getting listings instead of chasing them.

Scripts and Conversations That Get Listings

Let me say this clearly - it's not just what you do that gets you listings, it's what you say too.

Initial Outreach

Keep it simple and human.

“Hey, I saw your home came off the market. Are you still open to selling if the right opportunity came along?”

That's it. No pressure.

Follow-Up

Most deals happen here, in the follow up process. Follow up isn't about checking in, it's about bringing value.

• Market updates
• Pricing insights
• Buyer activity

You'll find that conversations stay alive when you have something useful to say.

Listing Appointment Positioning

This is where you win or lose it.

It's where you position yourself as the most suitable agent for the job.

Let me be blunt - this is where most agents fall down.**Your Job - Lead the Way.

Walk in with a plan that’s clear in your head - and in your notes. Local knowledge that’s not from a Google search. And most importantly - confidence that isn’t just a façade.

Sellers don’t pick the agent with the most flashy website or car - they pick the one who seems like they know what they're doing.

You’ll notice the best agents ask better questions, not just give better pitches. I like using structured listing appointment questions to guide the conversation.

Turning Those Leads Into Signed Listings

It’s one thing to get leads coming in, but it’s a whole other thing to actually sign them up.

Selling Yourself Before the Appointment

Send over some background before you go see the seller. Your plan, your approach, and what they can expect. Trust me, this stuff builds trust long before you even knock on the door.

Listing Presentation - Keep It Simple

Don’t make it too complicated. Stick to the basics:

• Your pricing strategy
• The marketing plan (and who you can work with)
• A timeline (not just a rough estimate)

Don't overcomplicate it.

If you want a solid starting point, I like using frameworks similar to these listing presentation scripts to stay consistent.

When Sellers Give You the Run Around

Oh, you hear ‘we’re thinking about it’ or ‘we’re looking at other agents’ a lot.

From what I've learned, more often than not - it means they're unsure, not uninterested.

So - take a deep breath, slow down and actually have a conversation with them.

Systems That Help You Scale Listings - The Real Game Changer

This is where it gets really interesting.

CRM Systems and Following Up

Track all those conversations - otherwise you’re going to lose that deal.

A good CRM helps you:

• Stay on top of your game
• Follow up with the right people at the right time
• Build those long-term relationships that keep them coming back

Tracking Your Pipeline Metrics

People don't tend to focus on this much, but it’s key.

Track:

• The number of conversations you have per week
• The appointments you set
• The number of listings you take on

And guess what? If you focus on what gets tracked - it’ll actually improve.

When You Stop Guessing and It Becomes Predictable

At some point, you stop scratching your head and wondering why things aren’t working.

You know - how many calls lead to appointments, how many appointments turn into listings.

That’s when the lights go on and your business becomes predictable.

And that, my friend, is the goal.

Common Mistakes Most Agents Make When Trying to Get Listings

Let’s get this sorted out once and for all.

• Staying inconsistent with your prospecting - it’s like you never show up.
• Relying on just one lead source - don’t put all your eggs in one basket.
• Not following up - ignore them at your own peril
• Talking too much and not listening enough - shut up and listen.

I’ve made most of these mistakes at some point - and let me tell you, fixing just one of them can turn everything around.

Real Estate - It's Not About Hard Work, It's About A System

The thing is...

Real estate isn't about burning the midnight oil or grinding it out from dawn till dusk. It’s about building a system that actually works for you.

What I’ve found is that the agents who really win long-term:

• Show up every day
• Stick to a few core strategies that work for them
• Build relationships that last a lifetime - not just try to make a quick buck.

And if you ask me - listings are the foundation of that whole system.

Want Help Building That Listing Pipeline?

If you’re really serious about getting more listings, the next step is pretty simple:

Start building a system you can actually repeat every single week. If you want, I can help you map that out - whether it's your prospecting plan, follow-up system, or listing presentation.

Just give me a shout, and let's actually build something that works.