Webinar Recap: Focusing on Marketing and Open Houses to Get Leads From Your Listings

Posted on Mar 20 2020 - 11:23am by Liz Dominguez

For two industry veterans, generating leads consistently from listings is all about having a plan: use captivating marketing, host open houses, track where your leads are coming from.

During RISMedia's recent webinar—"Branding, Buzz and Blitz: How to Generate 6-8 Leads a Month from Every Listing"—panelists Nate Martinez, broker/co-owner of RE/MAX Professionals in Glendale, Ariz., and Bob Sokoler, leader of The Sokoler Team with RE/MAX Properties East in Louisville, Ky., talked strategies and tips for ensuring a steady stream of leads.

The webinar was moderated by Verl Workman, CEO and founder of Workman Success Systems and sponsored by Zurple.

Where can agents start? Here's what Sokoler and Martinez had to say:

1. Marketing

Martinez said property flyers continue to be an effective method of marketing a listing. However, agents should be careful not to give too much information away, providing just enough to entice leads.

"We are just constantly telling them to call our number. Limit the information on your marketing—there's no bedrooms, bathroom, there's no price," said Martinez about his own flyers, which go out to 3,600 people monthly.

Great photos, however, are a must.

"Control the content being displayed," said Martinez. "Get the best photographer for your listings so the pictures really pop off the page."

2. Open Houses

Sokoler shared tips for an "open house everyday" system, as many are currently being cancelled due to the spread of coronavirus.

"Open house every day is the greatest thing since sliced bread," said Sokoler. "Put out a sign at the front of the house with a specific number that people can either call or text."

From there, the buyer will be able to say whether or not they are working with an agent. If not, they are connected to Sokoler's agents; the first one who picks up the phone gets the lead.

Martinez said open houses are his most lucrative lead gen source.

"We've gotten 173 leads from open houses, totaling $2.4 million in potential revenue. That's what we focus on," said Martinez.

3. Tracking Leads

In order to gauge how many leads are coming from listings, Martinez and Sokoler said tracking and putting these contacts into a CRM is essential.

"When you get leads, they have to go into some sort of CRM," said Martinez. "It doesn't matter which one. The best one is the one you use."

By tracking leads, Martinez said agents can determine where the lead came from, how likely it is that they will purchase a home and how long it takes to convert these leads.

"On every lead that comes into the system, we're going to rate them an A, a B or a C, and then have follow-up systems for each one," said Martinez.

4. Value Proposition

Most importantly, however, to convert leads and get more seller clients, agents must provide a unique value, especially during these difficult times.

"The key for all agents is that you're able to promote to your seller, even in what we are facing, that you can still provide a path other agents haven't been able to figure out," said Sokoler.

For more tips on generating steady leads from your listings, watch the webinar below:

To view more webinars from RISMedia, subscribe to our YouTube playlist.


2 Comments so far. Feel free to join this conversation.

  1. Phil B. March 23, 2020 at 6:16 pm -

    These are all great tips! Here in NorCal, we find that not only lead gen, but rapid follow-up are both critical to long-term success. Given that we are required to shelter in place for the time being, virtual options for viewing properties and meeting with clients are becoming the norm – at least for now.

  2. Agnes SEO March 26, 2020 at 2:24 pm -

    Informative article, exactly what I was looking for. Thanks for sharing!