Get leads by revisiting your database and tapping into underserved markets.
“What are the best sources of seller leads in today’s market?” I’ve been asked this question a lot recently, and I understand why. The current market has fewer transactions than it previously did, so you might need to put in a little more effort to maintain your level of business. At the same time, many agents who used to work primarily with buyers are looking to expand into seller leads in the wake of the NAR lawsuit. Whatever your situation is, don’t worry. There are still plenty of seller leads in this market; you just need to know where to find them. Here are my three favorite ways to find seller leads in this market without breaking the bank:
1. Old buyer leads. As a real estate agent, your most powerful tool is your database. If you aren’t leveraging people you’ve already met, you probably aren’t maximizing your business potential. Using a smart lead follow-up app or CRM can help pull past client contacts into your pipeline.
Our team, for example, relies on tools like Follow Up Boss to streamline this process for our agents. Managing your entire database on your own can be time-consuming, so why not let tech do the heavy lifting while you focus on building relationships and closing deals?
“Quality, not quantity, matters in this market.”
2. Seller seminars. I love seller seminars because they are a low-cost, high-impact way of bringing in high-quality leads. Here’s how they work: Invite people from your database and farm to attend a free seminar all about selling their homes. Not only do you provide value by sharing essential information, but you also establish yourself as the go-to expert in their eyes. If in-person events are a challenge, try hosting over Zoom. These seminars foster trust and often turn attendees into clients ready to sell with you, knowing they’re in good and knowledgeable hands.
3. Underserved markets. While high-end markets get a lot of attention thanks to shows like Netflix’s The Selling Series, the luxury niche is highly competitive. Instead, consider underserved areas that might be ripe with opportunity, like older homeowners looking to downsize or those considering assisted living options. With a bit of research, you can identify gaps in your local market and tap into a client base that’s eager for the right support.
As a final word of advice, you need to focus on quality, not quantity, in this market. There just aren’t as many leads to go around, so the best way to increase your income is to make sure more deals actually reach closing. If you need any advice on how my team does just that, please call us at (210) 332-2359 or send an email to careers@nealteam.com. Let’s elevate your real estate career with a smarter and more efficient approach.
