How to Get Real Estate Listings and Build Your Business

If you want to get more listings, you can't just hope for the best. The agents who consistently have a full pipeline aren't just lucky—they've built a predictable system for finding, winning, and closing deals.

It all comes down to a clear strategy. You need to master a mix of prospecting methods, walk into every appointment with a killer listing presentation, and follow up relentlessly. This isn't about chasing every lead; it's about creating a machine that brings opportunities to you.

Your Blueprint for Winning More Listings

This guide is your playbook. We're skipping the fluffy, generic advice and getting straight to the actionable steps that work in today's market. Forget wishful thinking. Success comes from a repeatable process that turns your efforts into signed listing agreements. We'll start with the most important part: building a prospecting pipeline you can actually count on.

Setting the Stage for Success

Your work starts long before you ever sit down at a seller's kitchen table. True preparation is what separates the pros from the amateurs. You need to know your unique value inside and out and have the right tools to prove it.

For instance, being able to guide your clients on getting their property ready is a huge value-add. Handing them a comprehensive home preparation checklist shows you're already thinking two steps ahead.

From there, we’ll get into the fine art of the listing presentation. This is where you prove you're the only agent for the job. It’s not just about crunching numbers; it’s about crafting a narrative that aligns perfectly with the seller’s financial and personal goals.

The agents who consistently win are the ones who operate from a plan. They don't just react to the market—they build systems that create their own market, turning prospecting into predictable appointments and signed agreements.

Putting Modern Tools to Work

In this business, technology is your biggest advantage. I’ll show you how to generate CMAs in a flash, create incredible virtual staging that helps buyers see a home's potential, and write listing descriptions that truly sell.

Tools like Saleswise are a game-changer here, giving you the power to pull together data-driven reports and beautiful marketing visuals in minutes, not hours. It’s about working smarter.

This is just the beginning. We're about to cover everything you need to know to become a listing machine:

• Mastering Your Prospecting: We’ll cover how to nurture your Sphere of Influence (SOI), effectively target Expireds and FSBOs, and actually get a return on your online ads.
• Creating Winning Presentations: I’ll break down how to structure your pitch, price a home with confidence, and present a marketing plan that blows the competition away.
• Executing Flawless Marketing: Learn the secrets to using professional photography, AI-powered virtual staging, and persuasive copy to get buyers in the door.
• Systemizing Your Follow-Up: We'll build simple follow-up plans that make sure no lead ever slips through the cracks.

This blueprint is designed to take you from an agent who hopes for listings to one who systematically creates them. Let's get started.

Mastering Prospecting and Modern Lead Generation

A steady pipeline of listings doesn't just happen by luck. It's the direct result of a smart, consistent prospecting system that blends multiple channels. If you want to build a truly robust business, you have to move beyond relying on just one source of leads. The real goal is to create predictable opportunities by showing up where potential sellers already are—whether that's in their social circle or their online search history.

It all starts with a mental shift. Stop thinking of prospecting as "cold outreach" and start seeing it as relationship-building at scale. Every phone call, email, and conversation is a chance to offer value, showcase your expertise, and become the agent everyone in your market thinks of first, long before a "For Sale" sign ever hits their lawn.

Tapping into Your Sphere of Influence

Your Sphere of Influence (SOI) is, without a doubt, your most valuable asset. These are the people who already know you, like you, and trust you—your friends, family, past clients, and even the owner of your favorite local coffee shop. The National Association of Realtors consistently finds that a huge percentage of sellers find their agent through a simple referral.

The secret to unlocking your SOI's potential isn't sending a generic holiday card once a year. It's all about consistent, valuable communication that keeps you top of mind.

• Share Real Market Updates: Send a monthly or quarterly email with a quick snapshot of what’s happening in their specific neighborhood. You can use a tool like Saleswise to pull relevant comps and data in minutes, making your update feel both personal and incredibly insightful.
• Become the Local Expert: Don't just talk about real estate. Share news about that new restaurant opening up, community events, or even changes in local zoning. Position yourself as the go-to source for all things local.
• Just Check In: A simple text or call asking how they're doing can be more powerful than any marketing campaign. Building genuine relationships is a long-term play that pays off in future listings.

Engaging Expireds and FSBOs with Empathy

Expired listings and For Sale By Owner (FSBO) properties are goldmines of motivated sellers. But your approach has to be rooted in empathy, not a hard sell. These homeowners are often frustrated, skeptical, or just plain tired.

For expireds, their last experience was a letdown. Instead of launching into a pitch about how you're different, start by simply listening.

Pro Tip: Open the conversation with a disarming question like, "I saw your home is no longer on the market, and I was just curious—what do you think was the biggest hurdle in getting it sold?" This invites them to share their story and instantly positions you as a problem-solver.

FSBOs, on the other hand, are often trying to save money and may not realize the full complexity of the transaction. Your job is to be a resource, not to push them into a listing agreement. Offer a free, no-strings-attached Comparative Market Analysis (CMA) to help them price their home correctly. It's a simple act of service that builds immediate trust and shows you know your stuff.

Modernizing Door-Knocking and Direct Mail

Door-knocking and direct mail might feel a bit old-school, but they work wonders when you give them a modern twist. The key is to provide value, not just a sales pitch.

Instead of a generic postcard, send one with a QR code offering a free, instant home valuation that directs them to a clean landing page. When you're door-knocking, lead with an invitation to a nearby open house you're hosting or a just-printed report on recent sales right on their street. This simple shift changes the dynamic from an unwelcome interruption to a helpful neighborhood update.

For a deeper dive into modern lead generation strategies, you can explore these proven ways to generate leads in real estate to win more listings.

Leveraging Targeted Online Advertising

While the traditional methods build your hyperlocal reputation, online advertising gives you surgical precision in reaching potential sellers. Platforms like Facebook and Google are incredibly powerful for getting your brand in front of homeowners who are already thinking about making a move.

The table below breaks down how these different channels stack up, helping you decide where to focus your time and budget.

Effective Prospecting Channel Comparison

This comparison highlights that there's no single "best" way; a winning strategy uses a mix of these approaches.

When you're running digital ads, it's all about the targeting. On Facebook, you can dial in your audience based on demographics, online behaviors (like visiting Zillow), and even life events that often trigger a move. On Google, you can capture high-intent leads by running ads that appear the moment someone searches for "best real estate agent in [Your City]."

Ultimately, winning the listings game is about creating a balanced system. You need the warmth of your SOI relationships, the problem-solving approach for Expireds and FSBOs, and the scalable reach of digital ads. By combining these methods, you create multiple streams of opportunity that ensure your pipeline is always full. For more ideas on filling that pipeline, check out our guide on how to generate seller leads.

Crafting a Winning Listing Presentation

Getting the appointment is a huge win, but it’s really just the beginning. Your listing presentation is where the magic happens. This is your moment to shift from being just another agent to becoming the seller's trusted advisor and the only logical choice. A powerful presentation isn't a sales pitch; it's a strategic consultation designed to solve the homeowner's problem.

It all starts with a simple mindset shift. You're not there to talk at them; you're there to listen, understand, and then present a clear solution. The best agents walk into these meetings with a solid structure but stay flexible enough to adapt to the client's personality, concerns, and ultimate goals.

Setting the Stage by Building Rapport

Before you even think about opening your laptop or binder, your first job is to connect on a human level. This isn’t just about making small talk. It's about genuinely understanding their story.

Kick things off with open-ended questions that go beyond the property itself.

• "What first attracted you to this home?"
• "What's prompting your move now?"
• "What are you most looking forward to in your next chapter?"

Their answers reveal their core motivations. Are they moving for a new job, downsizing for retirement, or needing more space for a growing family? This context is everything. It allows you to frame your entire presentation around what matters most to them, not just your commission.

The most effective listing presentations are built on a foundation of empathy. When sellers feel heard and understood, they stop seeing you as a salesperson and start seeing you as a partner in one of the biggest financial decisions of their lives.

The Heart of the Presentation: Your Pricing Strategy

Once you've established that rapport, the conversation naturally shifts to the most critical element: pricing. This is where you must demonstrate undeniable expertise backed by solid data. Guesswork and gut feelings won't cut it. Your meticulously prepared Comparative Market Analysis (CMA) is your most powerful tool here.

A great CMA doesn't just list a few sold properties. It tells a clear story about the current market, showing how similar homes (comps) were priced, marketed, and what they ultimately sold for. This data-driven approach takes emotion out of the equation and builds the seller’s confidence in your recommended list price.

Modern agents have a huge advantage here. Instead of spending hours manually pulling comps and building a report, a platform like Saleswise can generate a comprehensive, client-ready CMA in about 30 seconds. This frees you up to focus on what matters—interpreting the data for your client, not getting bogged down in the research.

Precise pricing is absolutely critical. The market data shows that the sold-price-to-list-price ratio remains incredibly tight. Luxury single-family homes are selling at 98.78% of their list price, and attached properties are even higher at 98.98%. This proves that getting the price right from day one directly impacts whether sellers get top dollar.

Showcasing Your Unique Marketing Plan

After you’ve landed on a price, you need to show them exactly how you're going to get it. This is your chance to stand out from the competition. Don't just list what you'll do; explain the "why" behind each action.

Your marketing plan should be a multi-channel strategy that covers all the bases.

• Professional Visuals: Emphasize that professional photography, drone shots, and a 3D virtual tour are non-negotiable standards for every single listing you take.
• Digital Presence: Detail your plan for syndicating the listing to major portals, running targeted social media ad campaigns, and sending email blasts to your database of potential buyers.
• Local Outreach: Explain your strategy for networking with other top agents in the area and promoting the listing within the local real estate community.

As you present your marketing plan, connect each activity back to their primary goal: selling their home quickly and for the highest possible price. For a complete look at building these crucial reports, check out our in-depth guide to creating a CMA for realtors.

By combining a personal connection with data-driven pricing and a robust marketing strategy, you create an irresistible presentation that leaves no doubt you're the right agent for the job.

Marketing Your Listings for Maximum Impact

Getting the listing agreement signed is a huge win, but let's be honest—that's when the real work starts. Now it’s time to deliver on your promises. To truly serve your seller and catch the eye of the best buyers, you need a marketing plan that makes the property impossible to scroll past. This is about so much more than a sign in the yard; it's about crafting a story that sells.

The game has completely changed. An incredible 97% of homebuyers now start their search online, which means your digital presentation is everything. If your listings don't pop on screen, they’re practically invisible. You can dig into more of these eye-opening real estate statistics and trends on resimpli.com. Your marketing has to be visually stunning and strategically deployed from the moment you go live.

Creating an Unforgettable First Impression

You only get one chance to make a first impression, and in real estate, that impression is almost always visual. Before a buyer reads a single word, they've already judged the home based on the photos. This is the one area where you absolutely cannot cut corners.

Hiring a professional photographer is non-negotiable. It’s the baseline. A pro knows how to work with light, find the right angles, and compose shots that make small rooms feel open and highlight the home's best features. Your iPhone just can't compete.

But great photos are just the start. To really make your listing stand out, think bigger:

• Drone Photography and Videography: Got a property with a great lot, a killer view, or unique architecture? Drone shots give buyers a perspective they just can't get from the ground. It immediately feels more premium.
• 3D Virtual Tours: Tools like Matterport let buyers walk through the home from their couch. This is a game-changer, especially for out-of-state buyers or those with busy schedules.
• Twilight Photography: There's something magical about a photo of a home at dusk, with all the lights glowing. It creates a warm, high-end feel that is incredibly captivating in a feed full of daylight photos.

Using Today’s Tech to Gain an Edge

Modern tools are giving savvy agents a serious advantage, helping them present every property in its absolute best light without breaking the bank or their schedule.

One of the most powerful tools in the box is virtual staging. We’ve all seen photos of empty rooms—they feel cold, small, and just plain uninspiring. It's tough for buyers to see the potential. Virtual staging solves this by digitally adding stylish furniture and decor, transforming a vacant house into a home people can actually picture themselves living in.

Virtual staging isn't just a gimmick anymore; it's a core marketing strategy. It closes the "imagination gap" for buyers by showing them not just what a house is, but what it could be. This one move can massively boost online engagement.

And it’s not just for empty homes. You can use this tech for virtual renovations, too. Show buyers how that dated kitchen could look with new cabinets and countertops, or how a simple paint job could transform the living room. It helps them see past cosmetic flaws and focus on the home's potential.

Writing Listing Descriptions That Actually Sell

Once your amazing photos have stopped the scroll, your words need to seal the deal. A great listing description doesn't just list facts and figures; it tells a story and sells a lifestyle. But let's face it, writing compelling, original copy for every single listing is a grind.

This is where a tool like Saleswise can make a huge difference. You can plug in the basics—beds, baths, square footage, and a few key selling points—and it will generate a professional, engaging narrative in seconds. No more staring at a blank screen trying to find a new way to say "charming."

And the utility doesn't end with the MLS. You can instantly create:

• Social Media Posts: Get ready-to-go captions for Instagram and Facebook to blast your new listing out to your network. If you need some ideas, our guide to real estate social media content has you covered.
• Property Flyers: Generate clean, well-written text for open house flyers without having to fuss with the copy.
• Email Blasts to Your Database: Quickly draft an email to your sphere announcing the new property and highlighting why it’s a must-see.

When you combine killer visuals with smart, AI-powered copy, you build a marketing package that looks and feels top-tier. It's this systematic approach that not only draws in more buyers but also reinforces your reputation as an agent who gets results.

Building a System for Follow-Up and Conversion

Getting a lead is just the starting line. The real race is won in the follow-up.

It’s a cliché for a reason: most agents drop the ball here, leaving a massive opportunity on the table for those who don't. A systematic approach to nurturing leads is what turns a casual inquiry into a signed listing agreement. This isn't about sending random "just checking in" emails; it's about building a repeatable system that proves your value over time.

The secret is understanding that different leads need different playbooks. A long-term nurture plan for your sphere of influence (SOI) looks completely different from the more aggressive follow-up needed for a hot lead like an expired listing.

Designing Your Follow-Up Cadences

First things first, you need to segment your leads and create a specific plan for each. A one-size-fits-all approach is a surefire way to get ignored. The goal is simple: deliver the right message at the right time to build trust and stay top-of-mind.

• For Your Sphere of Influence (SOI): This is the long game. It's all about relationships. A monthly market report email, a quarterly personal call to see how they're doing, and some light social media interaction keep you on their radar without being annoying.
• For Expired Listings: These sellers are frustrated and need immediate, direct contact. Your first touchpoint should happen fast, followed by a sequence of calls, texts, and emails over the first 7-10 days. Offer real value, like a new CMA or a quick analysis of their previous marketing.
• For FSBOs: Just like expireds, FSBOs are actively trying to sell now. Your follow-up should be genuinely helpful. Offer them a seller's net sheet, tips for running a successful open house, or other resources. You're slowly demonstrating why a great agent is worth it.

Right now, the U.S. real estate market is benefiting from sustained economic growth, which is driving investment. This is the perfect kind of insight to share in your follow-up, framing a property's value within the bigger picture. You can dig deeper into these trends and learn how they impact real estate strategies from CBRE.

The purpose of a follow-up system isn't to pester people into a listing. It's to consistently prove your expertise so that when a prospect is finally ready to sell, you are the only agent they think of calling.

Automating and Personalizing Your Outreach

Trying to manually track dozens of leads on different schedules is a recipe for failure. This is where technology becomes your best friend, letting you scale your efforts without sounding like a robot.

A tool like Saleswise can automate the creation of the very content you need for these follow-ups. Instead of spending hours pulling comps or writing market updates, you can generate personalized assets in seconds.

For example, imagine you get a reminder to check in with a past client. With a few clicks in Saleswise, you can create a hyper-local market report for their exact neighborhood. Slap that into an email, and you've instantly turned a generic "hope you're well" message into a high-value touchpoint that screams "local expert."

This is how all the pieces of modern marketing—from visuals to communication—come together.

This workflow shows how professional photos, virtual staging, and well-crafted property descriptions all feed into a cohesive marketing package you can use in your follow-up.

Essential Scripts for Effective Follow-Up

Having a system is half the battle; you still need to know what to say. Here are a couple of solid scripts you can make your own.

Example Phone Script for a "Warm" SOI Lead:

• You: "Hey [Name], it's [Your Name]. I was just putting together a market update for your neighborhood and saw a home down the street just sold for a surprising price. It got me thinking of you. Got a minute for me to share what's happening in the local market?"

Example Email for an Expired Listing (Second Touchpoint):

• Subject: A Fresh Look at [Property Address]
• Body: "Hi [Seller Name], I know your home recently came off the market, and I'm sure that's frustrating. I took a moment to analyze its previous marketing and have a few specific ideas that could attract a new set of buyers. Would you be open to a quick 15-minute call this week to discuss a different approach? No pressure at all."

These scripts are simple, value-first, and designed to open the door for a real conversation. When you combine a structured cadence, smart automation, and proven scripts, you create a true conversion machine. This is how you stop chasing leads and start consistently turning contacts into contracts.

Common Questions About Getting Real Estate Listings

Even with the best playbook in hand, you're going to have questions as you work to get more listings. Building your inventory is a game of constant learning and fine-tuning your approach. Let's tackle some of the most common questions I hear from agents who are serious about becoming a listing machine.

What's the Most Effective Way for a New Agent to Get Their First Listing?

When you're just starting out, the fastest way to get that first listing agreement signed is by focusing on two groups: your Sphere of Influence (SOI) and For Sale By Owner (FSBO) properties. Think of these as the lowest-hanging fruit.

Your first move should be to personally reach out to every single person you know. Call them, text them, meet them for coffee. Let them know you’re in real estate now and offer a free, no-strings-attached home valuation. This gets you valuable practice, shows them you can provide real value, and broadcasts to your network that you're open for business.

At the same time, start hunting for FSBOs. These sellers have already raised their hand and said, "I want to sell my house." They have an immediate need and often become much more open to an agent's help once they run into the inevitable headaches of selling a home themselves. Lead with genuine help—offer a professional CMA you generated for free—long before you even think about asking for the listing.

Pro Tip: Your only goal on the first call with a new lead is not to get the listing. It's to get the appointment. Focus all your energy on providing just enough value to earn a face-to-face meeting. From there, everything else can fall into place.

How Can I Compete with Experienced Agents in My Local Market?

You can't out-experience a 20-year veteran, so don't even try. Instead, you need to out-service, out-market, and out-hustle them. Your biggest advantage is that you're nimble.

Frame yourself as the modern, tech-savvy agent who gets things done differently. Show sellers how you use powerful tools that many old-school agents have been slow to adopt. Make your killer marketing plan the star of the show. Be specific about what you'll do:

• Use AI-powered virtual staging to help buyers see a home's true potential.
• Bring in professional drone photography to give their property a high-end, premium look.
• Run a targeted social media ad campaign to put their home directly in front of active buyers.

This strategy really resonates with sellers who appreciate a strong digital game plan, efficiency, and an agent who's clearly willing to go the extra mile. Your energy, combined with a modern toolkit, is a potent combination that can absolutely win listings.

How Many Contacts Should I Make Per Day to Get Listings?

There isn't a single magic number that works for everyone, but a goal that many top coaches stand by is 20-30 meaningful conversations every day. And I want to stress the word "conversations"—this isn't just about how many numbers you dial. It’s about having a real back-and-forth dialogue with a potential client or someone who can send you a referral.

The real secret here is unrelenting consistency. You have to block out time for prospecting every single day and protect that time like it's gold. This is what builds momentum. Track your numbers—contacts made, appointments set, listings taken—so you can figure out your personal conversion rates and adjust as you go. It's that disciplined, daily grind that eventually creates a predictable pipeline of listing appointments.

Ready to create stunning CMAs in 30 seconds, generate virtual staging, and write compelling listing descriptions instantly? Saleswise gives you the AI-powered tools to win more listings and impress every client. Start your $1 trial today and see the difference at https://www.saleswise.ai.