I’ve seen too many agents struggle—not because they aren’t great at selling homes, but because they don’t have enough homes to sell in the first place. And let’s be real: chasing buyers is exhausting. If you want to control your income and scale your business, you need a steady stream of quality listings coming in every month.
I remember when I first started out in real estate. My biggest fear? Not having enough listings to stay in business. I’d see the top agents in my market pulling in listing after listing, and I couldn’t figure out what I was doing wrong.
Then I cracked the code. It wasn’t about waiting for referrals or hoping a seller would magically call me—it was about taking control of my real estate lead generation.
This guide is going to show you exactly how to get more real estate listings—whether you’re a brand-new agent or a seasoned pro looking to scale. I’ll share proven, modern, and “old but gold” strategies that work right now. These are not generic, recycled tips—you’re getting real insights that I’ve tested and refined over the years.
Understanding the Importance of Real Estate Listings
Many agents focus too much on buyers. It’s easy to see why—buyers are actively searching for homes, and working with them feels more immediate. But if you want a consistent pipeline and long-term success, you need to shift your focus to listings.
When you control the listing inventory, you control the market.
Think about it: every time you list a home, you get free marketing. Your name is on the sign. Your face is on the postcards. Every buyer who inquires about that property is a new lead. Listings make you the go-to agent in your area.
I learned this the hard way early in my career. I spent my first year chasing buyers, running from showing to showing, working every weekend, only to find that my income was inconsistent. Then I made a conscious shift—I started focusing on getting listings instead of chasing buyers. Within a year, my income doubled.
The difference? With listings, I had leverage. Instead of being on call 24/7, I could market my listings, generate inbound leads, and let the business come to me.
The Power of Listings in Any Market
Regardless of whether it’s a seller’s market or a buyer’s market, agents who focus on listings always win. In a seller’s market, listings move fast, and multiple offers drive up prices. In a buyer’s market, sellers need skilled agents to help them stand out. Either way, the listing agent is in control.
If you’re relying solely on referrals or waiting for sellers to come to you, you’re leaving money on the table. The best agents don’t wait—they have active strategies to bring in listings consistently.
Proven Strategies to Get More Real Estate Listings
If you’re struggling to get listings, it’s not because there aren’t enough sellers—it’s because they don’t know you exist. Sellers are constantly looking for the right agent, but if you’re not actively positioning yourself as their best option, someone else will get their business.
To consistently get listings, you need a multi-channel approach—a mix of personal outreach, real estate marketing, and strategic real estate networking. Below are the most effective methods that top agents use to generate seller leads and sign more listing agreements.
Leverage Your Sphere of Influence & Past Clients
Your best listing leads are already in your database—you just need to engage them the right way. Too many agents ignore their past clients and personal network, assuming they’ll automatically send referrals. That’s a mistake.
Every homeowner in your database knows at least one person who’s thinking about selling. Your job is to stay top of mind so that when the conversation comes up, your name is the first one they mention.
How to Reactivate Your Network for Listing Referrals
- Call past clients and homeowners in your database.
Don’t overcomplicate it. Keep it simple:
“Hey [Name], I just wanted to check in and see how you’re doing. The market has changed a lot lately, and I’m helping several homeowners evaluate whether now is the right time to sell. Do you know anyone in your neighborhood who’s considering selling?”
- Send a personal, handwritten note to top contacts.
A simple thank-you note or market update makes a lasting impression.
- Leverage email marketing.
Send a monthly market update email with insights on home values, recent sales, and selling tips.
Add a strong call to action:
“Thinking about selling? Find out what your home is worth in today’s market. Click here for a free home valuation.”
- Use Facebook and LinkedIn to stay visible.
Post market insights, seller tips, and client success stories.
Comment on people’s life updates—homeowners often talk about major life changes (job relocations, growing families, downsizing), which could lead to a sale.
A Strategy That Works: The “30-Day Challenge”
I once coached an agent who was struggling to get listings. I gave her a challenge: reach out to five people in her sphere every day for 30 days.
She called past clients, sent personal messages, and engaged on social media. Within a month, she had four new listing appointments—just from conversations she wouldn’t have had otherwise.
Most agents avoid reaching out because they don’t want to “bother” people. But homeowners appreciate helpful insights, and if you’re not in touch, another agent will be.
Master Digital Marketing for Listing Leads
Sellers today start their research online. If you don’t have a strong digital presence, you’re missing out on high-intent leads who are actively looking for an agent.
Local SEO & Google Business Profile
If a homeowner searches “best real estate agent in [your city]”, will they find you?
If not, you need to optimize your Google Business Profile (GBP) and local SEO strategy.
Steps to Rank Higher on Google for Seller Leads:
- Claim and optimize your Google Business Profile (add reviews, update photos, post weekly).
- Use local keywords on your website:
- “How to sell a home in [Your City]”
- “What’s my home worth in [Your City]?”
- Add testimonials from sellers to your website and GBP.
Blogging & Content Marketing for Seller Attraction
Homeowners search for answers before hiring an agent. If you create content that answers their questions, you position yourself as the go-to expert.
High-Impact Blog Topics for Seller Leads:
- “How to Sell Your Home for Top Dollar in [Your City]”
- “5 Signs It’s Time to Sell Your Home”
- “The #1 Mistake Sellers Make (and How to Avoid It)”
Each post should include a call to action like:
“Thinking about selling? Get a free home valuation here.”
Agents who consistently publish high-value content get organic, inbound seller leads—without cold calling.
Running Targeted Facebook & Google Ads for Listings
If you want fast, scalable results, paid ads are a game-changer. But most agents waste money on generic ads that don’t convert.
How to Run High-Converting Listing Ads:
- Target homeowners, not buyers. Use ad copy that speaks to sellers:
“Thinking about selling? Find out what your home is worth in today’s market.” - Use lead magnets. Offer a free home valuation, seller guide, or market report to collect emails.
- Run retargeting ads. If someone visits your site but doesn’t contact you, show them follow-up ads.
Postcard Farming & Becoming the Go-To Agent
If you want consistent listings in a specific area, you need to dominate that market.
Postcard farming isn’t just about sending postcards—it’s about building long-term trust and recognition.
- Focus on a high-turnover neighborhood where at least 6% of homes sell each year.
- Make sure there’s room for a dominant agent—if someone already controls 50%+ of the listings, pick a different area.
How to Own Your Farm Area:
- Just Listed/Just Sold Postcards – Don’t just advertise your listings—share market trends and home-selling tips.
- Hyperlocal Facebook & Nextdoor Engagement – Answer homeowner questions and post valuable content.
- Host Neighborhood Events – Sponsor a community yard sale, food truck night, or holiday giveaway to connect with locals.
A Unique Farming Strategy That Works:
I once saw an agent host a free home valuation event at a local coffee shop. She invited homeowners to stop by for a free market analysis and a cup of coffee on her.
The result? Three new listing leads in one afternoon.
If you want to own a market, you have to show up consistently—online and offline.
Using Open Houses to Generate Seller Leads
Most agents see open houses as a way to attract buyers. That’s fine, but if you’re not using them to generate seller leads, you’re missing a huge opportunity.
Here’s the reality: Most people who visit open houses aren’t buyers—they’re future sellers. They’re either:
- Homeowners in the neighborhood checking out the competition before listing.
- Potential sellers looking for an agent they can trust.
If you know how to identify and engage these visitors, you can turn every open house into a listing machine.
Reverse Open House Strategy: Attracting Homeowners Who May Sell
Instead of marketing your open house only to buyers, shift your focus to homeowners in the area.
How to Do It:
- Door-knock or mail invitations to 50+ nearby homes.
- Instead of saying “Come see this home,” say:
“Curious what homes in your neighborhood are selling for? Join us for a private open house preview and get an inside look at the market.”
- Instead of saying “Come see this home,” say:
- Host a VIP “neighbors-only” preview 30 minutes before the public open house.
- Make it feel exclusive: “Join us for coffee and a private walkthrough before the crowds arrive.”
- Ask the right questions. When neighbors attend, engage them with:
“Are you thinking about selling in the next year, or just getting a feel for the market?” - Offer a home valuation on the spot. Set up a laptop or tablet and say:
“I can show you what your home is worth right now. Want a quick estimate?”
Why This Works: Most homeowners who are “just looking” are actually thinking about selling—they just need an expert to guide them.
Leveraging Live & Virtual Open Houses for Maximum Exposure
In today’s digital world, an open house doesn’t have to be just for local visitors. You can broadcast it to hundreds of potential sellers online.
How to Do It:
- Go live on Facebook & Instagram during the open house.
- Start with: “Thinking of selling? Watch this to see how we market homes!”
- Showcase your process. Talk about:
- How you market homes to get top dollar.
- What today’s buyers are looking for.
- Save the live video and re-share it. Post it on YouTube, Facebook, and LinkedIn to stay in front of potential sellers.
Why This Works: Sellers want to hire an agent who actively markets homes. If they see you promoting listings aggressively, they’ll assume you’ll do the same for them.
Partnering with Local Businesses
Most real estate agents focus on networking with other agents—but the real goldmine is building partnerships with local business owners and influencers.
When done right, these partnerships can send you a steady flow of seller leads without spending a dime on ads.
Homeowners trust local businesses—especially those they hire to work on their homes. If you build relationships with these businesses, they can become one of your best sources for listings.
Top Business Partners for Seller Leads:
- Mortgage brokers – They often work with clients who need to sell before buying.
- Home stagers & interior designers – Sellers hire them before listing.
- Contractors & landscapers – They know which homeowners are preparing to sell.
How to Build These Partnerships:
- Create a referral network. Offer to refer business to them in exchange for seller referrals.
- Feature them in your content. Write a blog post: “Top 5 Home Stagers in [City] Who Can Help You Sell for More.”
- Host a joint event. A workshop on “How to Prepare Your Home for Sale” featuring a stager or contractor attracts future sellers.
Why This Works: Business owners love free exposure, and in return, they’ll send you leads whenever they hear about a homeowner looking to sell.
Getting Expired Listings Without Sounding Like Every Other Agent
Expired listings are gold mines for one reason: these homeowners have already decided to sell. They just didn’t get the results they expected.
The mistake most agents make? They call expireds with the same tired pitch:
“I see your listing expired—are you still looking to sell?”
That’s what every other agent is saying. No wonder these sellers are frustrated.
A Better Approach: Lead with Value to Get Listings
Instead of immediately asking for the listing, position yourself as the problem solver.
Step 1: Research Before Reaching Out
- Look at their old listing. What went wrong? Bad photos? Overpriced? Poor marketing?
- Find something specific you can improve. Example:
“I noticed your home was listed with only five photos. That might have hurt your online traffic. I’d love to show you how my marketing can get you better results.”
Step 2: Send a Personalized Video or Letter First
- Most expireds get bombarded with calls. Stand out by sending a short video message or a handwritten letter first.
- Sample script for a video:
“Hey [Seller’s Name], I saw your home was on the market recently but didn’t sell. I know how frustrating that can be. I reviewed your listing, and I noticed a few things that may have held it back. I’d love to show you how I help homeowners get better results. Let me know if you’d be open to a quick conversation.”
Step 3: Follow Up with a Direct Call
- Now you have a reason to call. Example:
“Hey [Seller’s Name], I sent you a quick video about your home—I wanted to follow up and see if you had any questions. Would you still consider selling if the right offer came in?”
This non-pushy, consultative approach gets a much better response than the typical cold call.
Converting FSBOs Without Arguing About Commissions
FSBO sellers think they can sell without an agent—until reality hits.
The biggest mistake agents make? Calling FSBOs and immediately pitching their services.
Instead, become their ally. Show them why hiring you makes them more money—even after paying a commission.
How to Win FSBO Listings Without Sounding Salesy
Step 1: Offer a Free Marketing Boost
- Call and say:
“Hey [Seller’s Name], I saw your home is for sale by owner. I know the market well, and I’d love to give you a free marketing boost. Would you like me to share your listing with my network of buyers?”
- This makes you a resource instead of a salesperson.
Step 2: Build Trust & Educate Them
- Send them a simple comparison:
FSBO Homes vs. Agent-Listed Homes:
- FSBO homes typically sell for 6-10% less than agent-listed homes.
- Agent-listed homes get 3x more exposure through MLS & marketing.
- Follow up:
“I’ve worked with many FSBO sellers, and most end up hiring an agent when they see the difference in results. If you ever decide you want full-market exposure, I’d love to help.”
Step 3: Stay in Touch Until They’re Ready
- Most FSBOs fail within 30-60 days. The key is consistent follow-up.
- Call every two weeks:
“How’s it going? Have you had any serious buyers yet?” - When they hit a wall, you’ll be the first agent they call.
Probate Listings: Helping Heirs Sell Inherited Homes
When someone passes away, their property often goes into probate—meaning the court oversees the sale of the home. Many heirs don’t know what to do, and that’s where you come in.
Step 1: Get a List of Probate Properties
- Check county probate records or use a probate lead service.
- Look for properties with no recent sale activity—these are potential probate homes.
Step 2: Reach Out with a Helpful Approach
- Most heirs have no idea how to sell a probate home. Offer a free guide:
“I specialize in helping families sell inherited properties. Here’s a free guide on how the probate process works.” - Call and say:
“I understand this is a difficult time. I help families navigate probate sales to make the process as smooth as possible. Would you like some free resources?”
Step 3: Partner with Estate Attorneys
- Attorneys handle probate cases—if they trust you, they’ll refer probate clients to you.
- Offer to co-host a seminar: “How to Handle a Probate Home Sale.”
Divorce Listings: Helping Couples Sell During Transitions
Divorcing couples often need to sell quickly—but they don’t always agree on how. An agent who understands this process can be a huge asset.
Step 1: Network with Divorce Attorneys & Mediators
- Divorce attorneys refer agents all the time.
- Offer value first:
“I work with homeowners who need to sell during divorce. If any of your clients need a market analysis, I’d be happy to provide one.”
Step 2: Market Yourself as a Neutral, Professional Guide
- Divorcing couples are often emotionally charged.
- Position yourself as a calm, solutions-focused expert:
“My job is to help you both get the best possible outcome with your home sale.”
Step 3: Use Discreet, High-Touch Service
- These sellers value privacy. Offer discreet consultations and emphasize professionalism.
Putting It All Together to Get More Listings
Getting more real estate listings isn’t about waiting for referrals—it’s about being proactive, strategic, and consistent.
Here’s your action plan:
- Reconnect with past clients & sphere – The easiest listings come from people who already trust you.
- Use digital marketing to attract sellers – SEO, blogging, and paid ads keep your pipeline full.
- Farm a specific area & become the go-to agent – Long-term branding wins.
- Leverage open houses for seller leads – Market them to neighbors and showcase your skills.
- Target expired & FSBO listings with a smarter approach – Be a resource, not a salesperson.
- Tap into probate & divorce listings – These sellers need a professional who understands their situation.
Pick one or two strategies and start implementing them today. The agents who take action consistently are the ones who dominate their market.
