Getting More Listings in 2024
How can you get more listings in 2024? I guess we all have that question, right? We all want and need more listings this year to hit our goals. The question is how are we going to do that? And so I’ve come up with four strategies that our team’s really making sure we’re doubling down on and focused on, and I thought I would share them here as well. So here’s the four….
The first one is making sure that we’re staying in touch with our database. That’s our sphere of influence. Our past clients, the people that really know, like, and trust us, that we’re constantly and consistently staying in front of them through marketing efforts. And that means we’re reaching out, talking to ’em on the phone once in a while. We’re sending them some text messages and maybe they’re getting something in the mail from us.
We’re posting in front of them on our Facebook profiles. We’re just staying in front of them in all the possible ways. Email, we’ve got to make sure we’re there for them. We can’t just rely on the fact that, oh, they know we’re in real estate and if they need to sell a home, they’ll reach out to us. We’ve got to be way more proactive, more so than ever in that regard. So number one is making sure we’re staying in communication with our database.
Number two is making sure we’re focused on our market expertise. Do we know what’s happening in all the neighborhoods where we’re working at a really high level, meaning we know what’s happening with pricing. We know where the areas are that the inventory’s starting to grow. We know where the areas are, where the inventory’s not growing. It’s receding.
We know what the list of sale price ratios are. We know everything we could possibly know about that market or markets depending on how wide of a range of area you work. But we’ve got to build that market expertise because now more than ever, sellers want to work with experts, with agents that know what’s going on. So, number one, stay in front of that database. Communicate with them often. Number two is build your market expertise. And the next one’s kind of related to that a little bit.
Number three, pricing expertise. As a listing agent, you need to be great at pricing homes. Not good, not winging it, not using some automated valuation, not relying on RPR. You need to be great at pricing homes, meaning you dig into the MLS and you look at the comps, the sold comps, the pending comps, the active comps if there are some, and really bring that whole package of information together with your market expertise included, such that you can communicate to the seller in a very dynamic way what’s going on in the market and what’s happening with pricing and what their home should sell for in today’s market.
When you build that expertise, it brings confidence to that listing presentation. When you’re sitting there talking across the table from a seller and you’ve got your market expertise and you’ve built your pricing expertise, they can hear it in your voice, they can see it in your behavior that you’re confident, and that you know what you’re doing. So these two are critical and they do work together, market expertise and pricing expertise.
The fourth one‘s a little bit more strategic. But here’s the thing, the market is changing a little bit. It’s going to continue to change in 2024. We are starting to see a few more for sale by owners, and we’re definitely starting to see more expired listings, and those are opportunities to go get yourself in front of people who want to sell. For sale by owners are basically putting a sign in the yard saying, I want to sell my house. And most of them aren’t going to be that successful on their own and expired listings already tried. It just didn’t work out. They had the wrong agent or they had the wrong price, or the home wasn’t ready, it wasn’t staged, right, or whatever it might be. But we can help those people.
So there are my four strategies that my team and I are really spending a lot of time thinking about and talking about to get more listing opportunities in 2024. I’d encourage you to dig into those. And just to recap, one, stay on top of your database. Be communicating with them systematically all the time. Make sure you’ve got them all in your CRM and you’re doing all the things you can to be in front of them so that when they’re ready, you’re there. Second one is market expertise. The third one is pricing expertise. Those really go together, work on those, and then consider getting out there and getting yourself in front of some for sale by owners, some expired listings.
Let’s make stuff happen. If I can help you in any way, please reach out. You’re always more than welcome. Down below is the link to my calendar. You’re welcome to book a time there. We can do a quick strategy call, talk about what’s going on in your business and how I might be able to help you.