How to Get Real Estate Listings

Prospecting for listings can be fun and rewarding or dreary and frustrating; it's all up to you. There are many approaches to getting listings, but you need to find a method that fits your personality or you're not likely to stick with it. You can cold call homeowners with expired listings or try a more passive approach and place magnetic signs on your car. You don't have to be a gregarious, outgoing person to obtain listings, but you do need to know what you're talking about and what else is for sale in the neighborhood.

Suggestions

1. Tell everyone you know that you're in the real estate business -- beautician, pool cleaner, church members, teachers, neighbors, relatives and friends. Network in your local community and participate in charity fundraisers. Join a local real estate investment club, or start one. Wear a distinctive company name badge that lets everyone know you're in the business. Hand out business cards and ask everyone for their email address, so that you can create a contact database.
2. Develop a farm area. Many agents do well selling properties in a particular subdivision or condominium. Attend all the broker open houses in a specific area and familiarize yourself with the different floor plans and owner renovations. Keep track of real estate statistics for the area; know how many properties are listed, list price, average number of days on the market and the sale price. Walk around the neighborhood and introduce yourself.
3.  Advertise other agents' listings if your listing service allows it. Don't spend a lot of money on ads if you're targeting sellers, but you may get calls from homeowners wanting to know the value of homes in a particular subdivision. Try to keep the conversation flowing and it may result in a listing appointment. Have magnetic real estate signs made for your car and make sure your phone number is in a large font that can be read from a distance.
4. Buy leads. Commercial vendors may be too expensive for you, so ask the vendor if two agents can split the cost and then find another agent in your office who's interested. Some lead sources are better than others, so ask around. However, you may be disappointed in the responses because it's a competitive business, and other agents might not want to disclose productive sources. Don't commit to a long-term contract until the company proves its value.
5. Ask for referrals from satisfied customers. Create a database of names and email addresses, and stay in touch with clients on a regular basis. Sending an email costs nothing. Every month send them all something; a newsletter, a market update on a particular subdivision or an update on your business. End every email with the statement "Referrals are always welcome."

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How to Sell Sales Leads

At some point, most businesses need sales leads to market their products or services. Companies that sell to consumers or businesses will often purchase these leads for mailing postcards. However, sales leads can also include phone numbers for salespeople to call directly. Whatever the case, there are several key steps involved in selling sales leads.

Things You'll Need

• Lead supplier
• Business line

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Suggestions

1. Select to which industry you want to sell your sales leads, such as mortgage, window manufacturers or even entrepreneurs who want to start their own businesses. If you want to sell mortgage leads, for example, search the Internet for wholesale list brokers who sell mortgage leads of people that need a mortgage, suggests business.com.
2. Call several of the wholesale list companies. Try to find one that sells phone, mail and email lists, as real estate agents or mortgage companies, your potential customers, will have different ways they prefer to contact these consumers. Ask the list brokers in which quantities they sell their leads.
3. Go online and determine the average price for the mortgage leads, or leads you are selling. Check with sites such as goleads.com, usadata.com or even the-dma.org. Decide the price that you will sell your leads. Call the list brokers back and determine which ones provides you with the lowest cost. Choose the list broker that provides a low cost and supplies all of the types of leads you need.
4. Set up a business line. Make sure your greeting includes a blurb about your mailing lists. Use the term "fresh leads" in your voice mail, which is important to potential customers.
5. Create a website for your business, or locate someone online that can create one for you. Choose a an URL that relates to the product that you are selling, such as "bestmortgageleads.com."
6. Find out if your list broker supplies brochures or sales letters for their leads. Ask your account manager if you can order these brochures and order forms with your name imprinted on them. Create your own brochure and sales letter if the broker does not supply these marketing materials. Include your business line and website address on your brochure.
7. Go on the Internet and search for people who specialize in search engine optimization, so you achieve a high ranking when people search for your type of leads. Make sure the person who does your search engine placement lists you on yahoo.com, google.com and other top search engines.
8. Place a classified or small display ad in one or more publications that are read by the type of customer you are targeting. Place an ad in a magazine read by real estate or mortgage companies, for example, if you are selling mortgage leads.
9. Call all potential clients back right away as they may be calling other sellers who sell leads. Take their order, or direct them to your website. Mail them a brochure if they request additional information.

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