21 Proven Strategies to Get More Seller Leads

Chris Heller HeadshotChris Heller,March 25, 2022

Young,Man,With,Sale,Board,Selling,His,HouseAs a real estate agent, it’s advisable to find a good mix of buyer and seller leads. Buyers seem to be more outgoing when looking for a home. But when it comes to sellers, it seems as if homes just magically appear on the market overnight.

It may be that those that are selling a home already have connections as opposed to first time buyers, or it may be seller market issues that come into play, but whatever the reason may be, most agents agree, seller leads just aren’t as easy to find.

And while seller leads are hard to come by, they are not impossible. We’ve taken some of the best strategies in the book and compiled them into this article. Read on to find out valuable tips for increasing your seller client base.

1. Fighting Low Inventory

Lately it’s been a seller’s market. This means that there’s plenty of potential buyers but not a lot of sellers. And with few sellers, you are less likely to get one knocking on your door.

However, you can overcome this issue by finding hidden inventories. There are plenty of ways to do this including:

  • Talking to top producing agents
  • Scouting abandoned properties
  • Networking with home builders
  • Converting FSBOs
  • Prospecting expired listings
  • Converting rentals into listings
  • Helping homeowners in pre-foreclosure
  • Developing relationships with banks and credit unions
  • Working with divorce, bankruptcy, and pre-probate lawyers

2. Drive Traffic to Home Valuation Landing Pages

A homeowner may be more likely to sell if they know what their home is worth. If you drive them to a home valuation landing page, they may find out how much they will be getting if they cash out and they may decide the time has come.

There are plenty of ways to drive traffic to a home valuation landing page including blogs, social media posts and so on. But for the best results, you may want to sign on with a lead generation service. They will provide top of the funnel seller leads that have been A/B tested so you get the prospects you need with less headaches.

Matt WardMatt Ward
Team Lead of The Matt Ward Group
Nashville, Tennessee

“To stay top of your real estate business, seller leads are very important. But finding and converting seller leads is not an easy task indeed. You can follow some proven strategies like finding hidden listing inventory or driving traffic to home valuation landing pages. But joining a team with well-known listing agents is a great way to get seller leads.. You can learn invaluable secrets from this top team which is making millions of dollars by helping people buy and sell houses. It will help you to build connections in your farm area which is worth getting more seller leads.”

 

3. Work with Expired Listings

An expired listing usually means that the last agent was unable to sell the home. They can be found on sites like MLS and REDX.

Getting sellers off expired listings can be challenging. You will first need to decide how you are going to contact them. A phone call, text or email are all viable options. You will also need to find out why their home didn’t sell and convince them that you can do what their agent didn’t.

Basically, it’s a numbers game and the more doors you knock on the more likely you will be to succeed.

dustin fox headshotDustin Fox
Owner/Realtor of Fox Teams
Fairfax, Virginia 

“Almost all first time sellers choose the wrong agent. When the agent can’t sell their home, it eventually turns into an expired listing. These expired listings can be a great source for you to find some seller leads!

However, just like any cold outreach, it would not be a good idea to wing it. You should optimize a lead source and an autodialer like Vortex or REDx. You should practice tried and true scripts along with objection handlers. By doing these, you can expect a good conversion rate.

Build Effective Relationship with Local Business Owners 

The local business owners in your neighborhood know a lot of people. If you can build an effective relationship with them, you will be able to generate a good number of seller leads, effortlessly. 

You can offer them a collaboration that benefits both sides. Also, you can think of unique ways like interviewing the local business owners. By posting the interviews on your blogs and social media channels, you can build a great deal of local content that your leads will be interested in.”

 

4. Join a Team of Well-Known Agents

A real estate team comes with its share of advantages and disadvantages, but if you work with trained professionals, they may be able to turn you on to seller leads or teach you strategies for finding seller leads.

You can also try networking with top producers in your area. You’d be surprised how far that will get you.

Scott-Berens-Sales-DirectorScott Berens
CEO of Balsamo Homes
Los Angeles, California

“Most people focus on generating leads from buyers in the real estate industry. However, there are many creative ways to get seller leads as well.

One way is to compile a list of all homeowners in your area who have recently sold their homes. You can then reach out to these homeowners and ask them how they found their real estate agent. This will help you identify any hot leads who may be interested in listing their home with you.

Another way to get seller leads is by running targeted ads on social media and search engines. You can use specific keywords and phrases that homeowners are likely to use when searching for a real estate agent. This will help you attract more leads interested in working with a seller’s agent.

Lastly, you can also generate seller leads by networking with other real estate professionals. Attend local real estate events and meet-ups, and introduce yourself as a seller’s agent. You never know who you might meet, and they may be able to refer you to some great leads.”

 

5. Network with Local Businesses

Local business owners are like influencers in their communities. If you use the right networking tactics, they may think of you favorably and refer you to their customers.

While knocking on doors and coming into their stores can be helpful, you can really seal the deal by doing writeups about their business in your blogs and posts.

 

6. Work with Homeowners on the Brink of Foreclosure

Speaker,By,Asking,Questions,During,The,SeminarWhen homeowners fall behind on their payments, they often must choose between selling their home or going into foreclosure. You can find out homeowners that are in pre-foreclosure by accessing public records or by purchasing them through a site like REDX.

If the homeowner agrees to work with you, you can assist them in taking steps to avoid foreclosure. The methods to use will vary from state to state depending on local laws so you will need to research carefully.

Helping them out will keep them from ruining their credit by foreclosing and it will get you an opportunity to sell. It’s a win-win.

 

7. Find Seller Leads in Your Sphere

Some agents go out of their way to find seller leads when they are better off looking in front of their faces.

The contacts in your sphere will be more likely to convert as there is already an existing relationship. You can make yourself more visible by going to local events, staying in contact via email and social media, by supporting community causes and more. The more connections you make and maintain, the more clients you are likely to get.

 

8. Create a Strategy for Lead Nurturing

A lead nurturing strategy takes a combination of methods that need to be executed over time. These include phone calls, emails, social visits and so on.

You can keep on top of where your clients are in the funnel and the next actions to take by automating your campaign through your CRM. That way you will never miss out on a chance to reach out.

nick taveras headshotNick Taveras
Owner of DNTHome Buyers
Central New Jersey
10+ years in the industry

“Getting seller leads is all about being creative not only in this business, but especially in this market, as everyone is competing to get leads, and to buy homes. Bring your people together I have found in my years working with buyers that referrals make a big difference in lead generation, and it gets even better when you engage with your current and past clients in a way that is beyond the process of home buying. Interacting with past clients like they’re your friend is a great way to get referrals because you’ll be the person they’ll think about every time someone needs a realtor. Bringing your people together for ice cream socials, holiday celebrations, or any client appreciation events have resulted in more clients asking for my help, then just making phone calls or sending them emails. With that said, depending on referrals is nothing new, but the way you get them needs to be.”

 

9. Convert Renters into Sellers

Real,Estate,Brokerage,Contracts,For,Sale,And,Rent,With,InsuranceIt’s good to find clients that are renting, but it’s even better to find those that are selling. Selling means a bigger profit.

You can convert your renting clients into selling clients by educating them on how much their home is worth as well as mentioning the drawbacks of renting including maintenance, collecting rent and so on.

 

10. Try the Cold Call

Cold calling is something that everyone dreads. But statistics show that the human connection made in one phone call is as effective as sending out 10 postcards. And it’s a lot cheaper.

Set aside a few hours a day to cold call each day focusing on FSBOs and expired listings.

 

11. Build a Network of Local Service Providers

Paint,Roller,On,The,Wall,During,Painting,-,Renovation,OfWhen it comes to selling a home, local service providers have an ear to the ground. After all, if someone is selling, they will need renovations. So, a serviceperson who installs windows or paints houses may hear about a sale before anyone else does.

Just like any other business, when it comes to networking with service providers, it’s all about, you scratch my back, I’ll scratch yours. Do a writeup of their company and they are likely to call you first when they hear that someone in the community is ready to sell.

 

12. Work Open Houses

When you are conducting an open house, many of the people that come through will be looking to get out of their existing situation which could mean they are ready to sell. You can glean this information through casual conversation but either way, be ready to put your best foot forward and hand out plenty of business cards.

 

13. Send Out Postcards

We previously mentioned that cold calls may be more effective than mailings, but that doesn’t mean you should eliminate postcards from your campaign.

When sending out postcards, don’t merely advertise your services. Mail out birthday greetings, congratulatory cards and more. This will increase your odds of being the first one they call when they’re looking to sell.

 

14. Network with House Flippers and Real Estate Investors

Real estate investors and house flippers buy and sell properties for a living. If you want more selling clients, network with them, and let them know how you can aggressively market their properties to bring in a profit.

ashley chambers headshotAshley Chambers
Seasoned Real Estate Investor
Los Angeles, California

“Most real estate investors rely on relationships, word of mouth, and references for distressed seller leads. Some real estate investors take the initiative to look at places like Craigslist, Facebook Marketplace, FSBO, Zillow, Realtor.com, and I’m sure you know a few more.

Off-market distressed property sellers literally come to us because we target people who are very motivated to sell their house and sell it fast. We will talk to them, negotiate pricing, terms, and timelines so that an investor never has to even meet a seller.

Our team receives distressed properties every single day. Our marketing efforts for investor leads, leave us with an over-flowing pipeline of property owner leads that are desperately looking for Real Estate Investors. Primarily Cash Buyers, Hard Money Flippers, and Private Money Investors. We cut out the estate agent and their fees.”

 

15. Try Working a New Niche

If you have tried everything and you are still not getting seller leads, you may consider working a new niche. For example, if you are working in condos, you may try vacation properties. If you are working with farm properties, you could try garden properties. You never know what will be hot with sellers.

 

16. Change Your Content Angle

We all know content is king. It engages and educates potential buyers and sellers and establishes you as a thought leader in your field.

If you want to bring in sellers, try changing your content angle so it appeals to them. Publish articles with topics like “What You Need to Do to Get Top Dollar for Your Home” and “How to Sell Your Home in a Buyer’s Market”. Distribute content via social media, groups, and blogs. The leads should start coming in soon enough.

JasonJason Simard
Owner of Sims Real Estate Group
Licensed Agent for 7+ years

“Have a blog- Real estate professionals should write blogs on different related topics. Creating a blog or adding to your website is easy. Clients always have something to know and something to ask. And, if you can feed them knowledge through your blogs they may turn into your leads for sure. Writing creative ideas, sharing event information, experiences, adding your clients’ testimonials helps to grow business.

Hashtag research- Researching social media can educate you with much knowledge. You can learn more about marketing ideas, clients’ demand, current market, etc. Hashtag research is tricky but useful research among these. Facebook and Instagram hashtags tell such ideas where you can also find cities, prices, and other things according to your choice. And, eventually helps you to attract standard leads.”

 

17. Work with Lawyers

People that are dealing with a bankruptcy, a divorce of probate issues may be looking to sell their home. If you network with lawyers that deal in these fields, they may hand out your card to clients who are looking to change locations. Providing writeups for their services may get you the in you need to have them recommending your services.

Finding sellers is not easy, especially considering the seller’s market we are currently in. But the tips in this article will help you attract the leads you need to stay afloat. What do you do to bring more sellers in the door?

 

18. Host an Event

trey langford headshotTrey Langford
Founder of Build Idaho
Meridian, Idaho
Licensed Agent for 7+ years

“Each year, we host two Client and Friends Appreciation Parties. It is expensive but a solid marketing investment. Last spring we rented the entire zoo after hours and this year we reserved the entire private party section at the local minor league baseball team in front of third base. We will have several drawings for giveaways and participation at the event, like throwing first pitch. We expect around 700 people so it is a big deal and we look like a big deal! The event is awesome and people walk away not only having a great time but also talking about it. We love it when people talk about us.
What are the results? We have already had a consistent stream of listings in 2022 and just last week one of my invitees called me up to sell their home. That lead alone will pay for this year’s event.”

19. Facebook Ads with a Purpose

shad headshotShad Elia
CEO of New England Home Buyers
Haverhill, Massachusetts
Licensed Agent for 20+ years

“Local vendor relationships are the online counterpart of targeted Facebook marketing. Targeted Facebook advertisements, similar to how wedding coordinators connect you with newlyweds, attorneys with divorcees, and moms groups with growing families, focus on specific interest groups. If you are already doing lead generation efforts on Facebook, take a moment to examine your area and audience.

Facebook advertisements can be used to target segments of your present audience or interest groups with whom you would like to collaborate in the future.”

20. Target Specific Neighborhoods

Martin headshotMartin Orefice
CEO of Rent To Own Labs
Orlando, Florida
“One of the strategies that has served me well when it comes to finding sellers is targeting neighborhoods with the right demographics. The perfect one has a lot of empty nesters who will soon be downsizing or retiring to warmer climes, but still has the quality of life features young families are looking for; walkability, good parks, and good schools especially. If you can successfully manage a sale for one older couple in a neighborhood like this, you’re going to have a great source of leads for years to come.”

21. Get Involved

marina headshotMarina Vaamonde
Founder of HouseCashin
Houston, Texas

“Get involved in the community. Sponsor food drives, back-to-school events, nonprofit events, your local YMCA, and so on. Real estate is a purely networking-based industry, which means that success is determined by how many people you know, how strong your network is, and, frankly, how many people like you.

That all starts with becoming a household name in your community. The more your name is attached to positive things like charities and nonprofits in your community, the more people think about you when they’re looking to buy or sell their house.

Moreover, these events tend to be cheap to sponsor. You can easily sponsor a local YMCA event with $100-$200.”

Chris Heller Headshot

About the Author

Chris Heller brings 27 years of experience in real estate. Chris serves on the AgentAdvice Editorial Board and is the Chief Real Estate Officer at OJO Labs. Chris brings deep expertise having held influential industry positions including CEO of mellohome and former CEO of Keller Williams Realty International.

Last Updated: 5/31/2022