Our guest at this Summit is Chauncey Pham, a superstar real estate agent who has seen incredible success with a team of over 300 agents after a mere six years in real estate! Chauncey joined real estate after years of work in sales and marketing and a few real estate transactions completed with real estate agents who just weren’t doing their job well.
Our Agent First Summits happen every Tuesday morning! It’s a perk for all our real estate team members and any of their guests who want to grow their real estate business. To get an invitation, RSVP here: Save Your Seat!
In this session, Chauncey is going to share some of her best outside-the-box strategies for completing great listings!
Unique Listing Strategies
“If no one knows you’re an option, you won’t get chosen.” This statement pretty much sums up the goal of marketing for real estate agents. Your job every day is to make sure that as many people as possible know that you’re an option. There are tons of strategies you can use as long as you know that your goal is to reach as many people as possible each day.
In the beginning, start out simple by leaving your card, reaching your SOI, etc. Once you get started, you’ll figure out the systems that work best for you and get you the most business and you can start focusing more on those.
As you’re developing your strategies, it’s important to remember that if there is no problem, there is no sale. You have to figure out the problem your ideal client is facing and you have to answer it before you can get anyone to sign on with a listing.
Let’s look at a few ways you can answer your client’s problems and get the leads and listings you need!
1. Use Social Media
Don’t be afraid to put your content everywhere! If you have a specific niche, be sure to go directly to the source (e.g. if you work with first-time buyers, find a first-time buyers’ Facebook group or something). However, once you know that you’re reaching your target audience, you can always throw out more content that others may see and share with people they know who are in your target audience.
Post long-form content on your page, but don’t neglect stories! Use stories to literally tell your story day by day, sharing funny in-the-moment happenings that reflect your life whether it’s business or personal! Recording your story will help people get to know and trust you.
On that note, be willing to tell people all kinds of things about you. Be a good friend to everyone on your social media pages so that they know who you are and feel they can trust you for any need. When the time comes that they need your real estate services, they will come to you.
Whenever you’re marketing on social media, remember that it’s “social media, not selling media.” You have to be out there creating friends and connections not just buying clients. Don’t be afraid of vulnerability—vulnerability is a superpower on social media!
To really keep your marketing on point, there are four main things to share on social media:
- Fairytale stories
- Nightmare stories
- Answers to questions
- Solutions to frustrations
With these types of content, you will be reaching your target audience’s heart—sharing stories of success they want to see, of nightmare-ish happenings that make you human, and of answers and solutions to help them get where they want to go.
2. Create Your Own Inventory
Another great way to win listings is to create your own inventory. In this market, you may not find enough homes simply by working the MLS. Instead, go out there and talk to people who need your help!
One way to find your own inventory is to work with investors who are dedicated to flipping homes. These homes may not be on the market yet, but they will be soon, so be there and ready to take that sale for the investor.
Another way to find inventory is to connect with people in assisted living communities. Many of those moving into these facilities have a home that needs to be sold, which means they and/or their children are looking for a real estate agent to help them with a difficult sale.
3. Work with FSBOs
The third great strategy is to do an open house for a FSBO (For Sale By Owner). Here’s how to do it:
- Purchase/find a FSBO lead.
- Go to the owner and offer to do marketing—explain what you get out of the deal (lots of leads!) and what they get out of it (free marketing!).
- Check in with them regularly but DON’T ask if you can sell the house. They’ll come to you if they need you.
If you follow these three great tips for finding clients, you’re sure to get the listings you’re looking for in no time! Don’t hesitate to put yourself out there, be vulnerable, and ask to help. Connect on social media, connect with FSBO sellers, and connect with investors or assisted living communities where clients are in need and don’t have a lot of options.
If you’re willing to create and maintain those connections, you’ll get all kinds of out-of-the-box listings that you never expected. Your business will take off in no time!
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