“Come list me” calls are the holy grail of real estate.
The problem? Agents are notorious for waiting for laydown leads to come in.
What I’m about to walk through requires action, and it will generate more people reaching out to you when it comes time to list their home.
I’m going to break down four strategies, so you understand exactly what to do. Before you commit to any of these, understand this is a long-term play. This is volume activity.
If it doesn’t work after the first or second attempt, keep going. This is a marathon. Talk to me after 12 months, and then you can tell me whether this worked or not.
Strategy 1: Consistent Activity Across Every Channel
We all know the channels of communication:
- Phone/voice to voice
- Text
- Direct mail
- Social media
- In person
There are six of them. You need consistent activity happening in every one of those buckets.
Start with consistent daily phone calls to your sphere and the people you know. Five calls a day is the magic number. Most people don’t even do that.
- Call to wish someone a happy birthday.
- Give them an update on something happening in their neighborhood.
- Share a piece of sales activity.
- Acknowledge a moving anniversary.
Use the FORD scripts. Just be consistent with daily calls to your sphere.
You also need consistent email content going out to your database. Start monthly and work up to weekly. I send video emails every week. That’s a discipline. I film once a week and distribute the content.
If you’re just getting started, do a monthly newsletter or a monthly how’s-the-market video. There has to be consistent email content going out.
Along with that is consistent video content. Getting on video matters. People recognize you. They research you. You need consistent video content going out across channels.
Take the same video you emailed and post it on social media. We use the same strategy because it works.
The last piece here is a consistent blog on your website with local information.
For example, I recently did a video about a downtown redevelopment near where I live. What does it mean for homeowners? What are the pluses? What are the minuses?
I shared my opinion, then turned that video into a blog post.
You want consistency across all channels: consistent calls, consistent email, consistent video, consistent social content, and consistent blogs.
That’s strategy number one: consistent activity to the people you already know.
Do you get a listing appointment every time you make a birthday call? Sometimes, not always. What happens when you stay consistent is that calls start coming in.
- “Hey, I’m a past client.”
- “I’ve been seeing your stuff.”
- “I’d love to set up a time to talk.”
That’s what you’re looking for. One-offs don’t work here. Consistency does.
Strategy 2: Micro-Farm Every Home You Sell
You just sold a home. Are you micro-farming the area?
The data shows that when one home sells, one or two more will sell nearby. Homeowners are paying attention. They see the sign. They want to know what’s happening in their neighborhood.
Are you sending direct mail? Are you using a yellow letter? Are you sending postcards?
I prefer letters. The data shows letters perform better.
This doesn’t have to last forever. You can do a monthly mailer for six months or every two weeks for three months. I like consistency over a shorter time frame.
Send messaging like:
- We just put this home under contract
- We just sold this property
- Here’s how many offers we received
- Here’s what that meant for the neighborhood
If it’s an area where you want more listings, send at least three letters for every home you sell:
- Under contract
- Sold
- Thirty days after closing
If you don’t want listings in that area, don’t do it. But if you do, this works. Yellow letters perform well. You will get listing appointments from this.
There’s no doubt about it.
Strategy 3: The Magic Buyer Letter
This strategy only works if you actually have a buyer. If you do, the magic buyer letter is powerful.
When a buyer wants a specific street or neighborhood, that matters. Sellers often think about moving five, six, or seven months before they take action.
The headline most people recognize is:
“Stop reading this letter if you’re in your dream home.”
If they keep reading, the letter explains that you have a buyer trying to buy in their neighborhood or on their street.
Include details about the buyer while staying fair housing compliant. Focus on pre-approval, pricing, and timing. Offer a confidential conversation.
You have to have a buyer. That’s the rule. If you don’t, don’t do this.
When you do have a buyer, you’re helping them, and you’re also identifying homeowners who are already thinking about selling. Whether that buyer buys that specific home is out of your control. What you gain is a list of potential sellers who raised their hand.
Strategy 4: Video CMAs With a 17:1 Hit Rate
This strategy has a 17-to-1 hit rate.
Video CMAs work.
- Use simple video software.
- Do a screen share.
- Put your head in the corner of the screen.
- Walk the homeowner through the MLS data for their property.
If you do one video CMA a day, the data shows that roughly every three weeks, that activity will generate a listing.
Most agents won’t do this consistently. The ones who do see the results.
Commit to the Work
Every one of these strategies works when you stay consistent. None of them work if you dabble.
This is about volume, scheduling, and committing to the process. Give it time. Stay in motion. Let the results build.
That’s how you create more “Come list me” calls.
