Kyle Scott, Content Writer in Colorado (Market Leader)

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Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
CEO of Vision Drive Realty - Coastal San Diego

Well, the truth is once they've sold all their family and friends homes, assuming they'd want to work with inexperience, agents are going to need a pipeline from the market.

They need buyers to get sellers if they want to build a great listing business. Because most of their closed buyers will becomes sellers in 2-5 years. Not many people are going to trust the sale of their home to a new agent, that's a fact. Experience is required. My first listing was referred to me. In fact, all my listings were referred to me.

Calling on Expireds could work, but you have to have a plan and a patter to be able to convert sellers back into Active.
Calling on FSBO's could work, but you have to like being abused and low results.

Buying leads could find one, but you'll spend far more than you gain.

Networking with people you share common interests with e.g. golf, tennis, hiking, being a Veteran, etc. could create some faster listing opportunities due to the concentrated niche.

There's no fast track, sorry! At least not one that doesn't cost a lot of time, energy and money.

Feb 27, 2023 12:56 PM
Georgie Hunter R(S) 58089
Hawai'i Life Real Estate Brokers - Haiku, HI
Maui Real Estate sales and lifestyle info

Know the market like the back of your hand. Put yourself out there, either physically or with mailings.  Answer the phone and be available. Exude confidence.

Feb 27, 2023 01:54 PM
Alan May
Jameson Sotheby's International Realty - Evanston, IL
A moving experience!

There is no "magic bullet".  It's all about putting in the hard work, and spending the time to build your business and create a network.  As many will tell you, this is a business where you need to list to last.  And getting listings can be very difficult for new agents, without connections.

For me, the best way to get listings proved to be sitting open houses where I was able to meet buyers who were also looking to meet agents who'd help them sell their homes.  But don't expect it to happen in a weekend, or a week, month or perhaps even a year.  It's a long game. 

Sitting those open houses, puts you in front of those buyers, and introduces you to all the buyers and owners of those homes in the area.  You become the local expert.  But do your homework.  Know your inventory.

Feb 27, 2023 01:29 PM
Ryan Huggins - Thousand Oaks, CA - Thousand Oaks, CA
Residential Real Estate and Investment Properties

Don't spend money on paid lead sources like Zillow,,, etc.  Paid leads aren't always the best quality or are interested in moving soon.  Your best bet is to have your marketing speak to the client you want.

The marketing gurus that talk about defining the "avatar" of the ideal client, I think are on the right track.  Define that and gear your marketing towards that... but also be realistic.  You're not going to bag that $130 million dollar ultra-luxury listing straight out of real estate school just because that's your avatar.

Put your advertising budget (you do have that, right?) towards your targeted avatar... and remember that sellers become buyers so have a plan for what to do when that happens.  Free advertising, such as blogging, is great.  Paid advertising such as adwords can work as well.  All of these take time.  There is no "magic pill" that you can swallow to become a "lean mean listing machine" as Mike Ferry used to say.  Everything takes time, money, and effort.


The best way to get more listings, is to sell the ones you have and then brag about it!  Nothing begets success like success.  I've gotten several listing appointments and listings just from having that "In Escrow" or "Sold" sign up.  Just sold mailers also open doors.

Feb 27, 2023 07:54 PM
Wanda Kubat-Nerdin - Wanda Can!
Red Rock Real Estate (435) 632-9374 - St. George, UT
St. George Utah Area Residential Sales Agent

Start farming the communities that hold a lot of interest for buyers by sending out postcards, consistently. Learn as much as possible about the area in which you wish to practice, start or join the community page. Be sincere in all efforts!

Feb 27, 2023 02:42 PM
Bob "RealMan" Timm
Ward County Notary Services - Minot, ND
Owner of Ward Co Notary Services retired RE Broker

My advice is always to get out there and shake as many hands as possible Kyle Scott . NOTHING is more effective as one on one time. If you worship then get to know the people at church. If you are a sports fan let your fellow fans know you are a ready to answer their RE questions. Wear your RE pin, etc. etc..

Feb 27, 2023 06:42 PM
Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

My advice IS what I follow (as primarily a listing broker):
Do the best possible job to solve your EXISTING seller-client's problem and let the farm know about it!
Nothing succeeds like success!

No magic bullet.

Feb 27, 2023 03:04 PM
Brian England
Arizona Focus Realty - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

Work your sphere, and get referrals from those that already trust and believe in you.

Feb 28, 2023 04:10 AM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Study the market. Find a mentor who will help you in exchange for helping them. Spread the word to your SOI as you learn the market. Don't jump to soon.

Feb 28, 2023 03:53 AM
Don Baker
Lane Realty - Eatonton, GA
Lake Sinclair Specialist

spend a few years in the business.  Buyers are always more likely to be willing to work with a hustling agent with less experience than sellers.  Sellers want to know how many listings you sold last year. 

Feb 27, 2023 03:08 PM
Jeff Pearl
RE/MAX Distinctive / LIC in VA - Lovettsville, VA
Full Service Full Time Realtor

Identify high turnover neighborhoods. Create steady post card mailing / marketing campaign to that neighborhood. Be prepared with detailed listing presentation for that neighborhood. Repeat with a second neighborhood. Have some type of website / blog and business cards set up. As others have said, offer to set open houses with other agents in your office.

Feb 28, 2023 05:55 AM
Gary Frimann, CRS, GRI, SRES
Eagle Ridge Realty / Signature Homes & Estates - Gilroy, CA
REALTOR and Broker

Sell your immediate neighborhood.  Know how that market is doing and be a knowledgeable advisor  to your neighboring homeowners.

Feb 28, 2023 05:52 AM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

It is well to remind ourselves that we are in the people business practicing Real Estate. Following that, human nature study/learning becomes near mandatory for premium personal & professional results. Behind everything, there is a person, an opportunity, relationships, and learning curve plus trial & error. Become aware, get a handle, then onto the mastery

Feb 27, 2023 01:30 PM
Kathleen Daniels, Probate & Trust Estate Specialist
KD Realty - 408.972.1822 - San Jose, CA
Probate Real Estate

I wish you all the best in writing your piece on sharing expert advice. 


Feb 28, 2023 08:12 AM
Tammy Lankford,
Lane Realty Eatonton, GA Lake Sinclair, Milledgeville, 706-485-9668 - Eatonton, GA
Broker GA Lake Sinclair/Eatonton/Milledgeville

Have deep pockets or put in the time.  Reach out to their sphere of course. Get a mentor and GO to listing appointments with a successful listing agent to listen and learn.  I had a fabulous broker who let me tag along and I learned a lot by watching him.  Confidence, market knowledge and being the name they see over and over and over.

Feb 28, 2023 06:07 AM
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

1. Keep in touch with your SOI, your best referrals will come from them.

2. Host an open house, and dont forget to stop by all the neighbors and invite them, some of them will know someone who wants to move to the area, more of them will know someone who is looking to sell.


Feb 27, 2023 08:18 PM
Doug Dawes
Keller Williams Evolution - 447 Boston Street Topsfield, MA - Georgetown, MA
Your Personal Realtor®

There's no magic secret. Know your local marketplace. Contact everyone you know and ask them to tell their sphere about you. It's all up to you. Never Ever Giveup

Feb 28, 2023 09:23 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

My clients provide me with more listings from their family, friends and co-workers.   Sometimes it is a neighbor of a listing I just sold.

Feb 28, 2023 06:58 AM
Shayne Stone
HomeSmart - Fulshear, TX
"Your Rock Solid Choice Realtor"

Well there's some great advice here so far on marketing and getting leads!


Best advice I can give is to FOLLOW UP. Don't just wait to have the Lead contact you, do want you can especially if the Lead provided a Phone Number and reach out to them... And DON'T WAIT...


Reach out ASAP and make a new friend today!!!


Feb 28, 2023 06:29 AM
Lyn Sims
Schaumburg, IL
Real Estate Broker Retired

Can't add anything more to the great stuff already here.

If you work for Market Leader, don't they have a system?

Feb 28, 2023 06:11 AM
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

I think you have more than enough great advice and information in the responses to your posted Question.  I can't add anymore!  Wishing you the Best with your article.  Hoping you'll share it with us in the Rain!

Feb 28, 2023 09:57 AM
Peter Mohylsky 850-517-7098
PMI. Destin - Miramar Beach, FL
Call me at 850-517-7098

Great question and greater answers.  I think the issue for new agents and older one's too is that they place too much emphasis on collecting leads and not enough time on converting leads.  people do business with those they know like and trust.  Being in front of a seller at the right time is the kek to being a listing agent vs just being a buyers agent

Feb 28, 2023 07:42 AM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

Most new Agents income is 90% working with Buyers . It takes 2-5 years to build a Database of 2,000 names  that you touch 33 times per year to cultivate Seller Listings . There is no Shortage of Leads , just a shortage of effort 

Mar 01, 2023 06:47 AM
Diana Zaccaro Broker Associate
Tropical Beachside brokered by eXp - Cocoa Beach, FL
"The Accidental Blogger" Cocoa Beach, Florida

I could write a blog about this! There is no secret sauce, finding leads is an ongoing process and it takes time to establish yourself as a listing agent. Start as a buyer's agent and sit open house for experienced agents in your office to build your confidence and gain experience.

Work your plan and plan your work. Have a business plan, even just one page. It should include a marketing budget (weekly or monthly) and they need to adjust their marketing to fit that budget. The best leads and referrals in my experience come from networking and referrals and are supplemented with direct mail to your area of interest. 

Feb 28, 2023 11:30 PM