THE BEST REAL ESTATE LEADS
Top-producing real estate agents understand a fundamental truth of our industry: accurate, timely real estate leads are the foundation of a lasting, prosperous career.
A solid real estate buyer lead has value. But the highest earners in our business focus on seller real estate leads because these pros know that listing agents generate more GCI for less effort than buyer’s agents.
If you’re relatively new to our industry or haven’t done much work on the listing side of the business, you are likely to wonder where to get leads for real estate.
Unfortunately, many agents take a passive approach to finding sales leads real estate.
Perhaps they send out an occasional postcard or letter. Maybe they’ll purchase low-cost, unreliable leads for real estate from any of a number of sources.
But production-focused agents know that to achieve their (often-ambitious) goals, they need proven real estate seller leads that provide a distinct competitive advantage in their MLS.
That’s why more top producers turn to espresso agent for the best real estate leads in the industry. They’ve come to appreciate that many companies are selling real estate leads but that only Espresso Agent offers the breadth of quality, accurate real estate seller leads that support a multi-faceted prospecting strategy.
Espresso Agent clients can access LEADS FOR REAL ESTATE across several categories:
EXPIRED LISTING LEADS
- They’ve already made their most important decision, that is, to sell their home. So, no convincing is necessary.
- They are obviously open to working with a real estate agent.
- They have a property they need or want to sell, and, at that moment, no assigned agent.
It’s likely you’ve heard some or all of these stats before, but, if not, here are some important statistics that validate the revenue potential of Expireds:
- More than 50% of Expireds will successfully re-list and sell with another agent
- Expireds are 90% immediate, urgent business, and 10% futures
- 4 out of 10 list within one month
- 6 out of 10 Expireds take a break before signing with a new agent
- Only 28% will re-list with their current agent
- 35% will have their home off the market for a month or more
- 37% will re-list with a new agent within 30 days
As you can see, Expireds represent a tremendous opportunity for agents willing and ready to make an effort. Espresso Agent clients are fortunate to have a leg-up on many of their peers. That's because they receive the best expired leads in their CRM inbox every morning throughout the year.
Check out our blog post winning with expireds-a refresher course for a more in-depth look at prospecting Expireds.
Also, you might find plenty of useful information about prospecting Expireds in this post: expireds listing information packet.
Learn more about Espresso Agent's expired listing leads.
FOR SALE BY OWNER (FSBO) LEADS
For Sale by Owner (FSBO) listings continue to be an excellent source of revenue for agents. Experienced pros understand that FSBOs are motivated to sell, yet require a subtle approach in order to become a listing client. Here are a few tips from top-producing agents:
FSBOs often get frustrated quickly when trying to go it alone. To that end, it’s important to stay in touch in order to keep your name top-of-mind with them.
Build trust with FSBOs by affirming their decision: “Great idea to sell on your I think you’ll have a lot of success. And if you need any help, let me know.” To a certain degree, FSBOs need decide on their own if selling their own home makes sense. Which puts you in an excellent position to get the listing when that decision is finally made.
Use your initial conversations to build rapport and trust. Discuss strategies such as the importance of curb appeal. Perhaps you can suggest landscapers you know who can help them transform their front yard. By supporting their efforts to sell in the short-term, they’re more likely to remember you when they’ve “hit the wall” on their own selling efforts.
Remember, about 90% of FSBOs go it alone to save on real estate commission. Build trust by affirming their decision. “I have no doubt that you can sell on your own.” Allow them time to see what it’s like to sell on their own. When the time is right, you can ask: “If there would be a financial benefit to working with me, wouldn’t you at least want to hear what I had to say?”
It takes FSBOs about a month to appreciate how time-consuming it is to sell their own home. With a patient, value-added approach, you can set yourself up to be the “go-to agent” when the prospect finally says: “I’m ready to pay you a commission!”
If you haven’t done much work with FSBOs, you might find value from these blog posts:
A FSBO refresher.
Top 14 FSBO objection shut-downs when generating leads in real estate.
Check out Espresso Agent’s best-in-class FSBO leads Here.
FOR RENT BY OWNER (FRBO) LEADS
The best real estate agents are always hungry for new sources of sales leads real estate, and new numbers to call.
FRBO can be a lucrative source of business as you can work from any of three different categories:
- 1Investors who run their own ads
- 2Investors who own properties but use a property management company to assist with marketing and showing the property
- 3Agents who own their own rental properties
In particular, building your investor database can be a very profitable strategy. Successful, high-producing agents always have a number of investors they work with. Investors often buy multiple properties, turning over those they don’t want to acquire something new.
As is the case when working with any category or real estate leads, learning the nuances and language that can guide your prospecting calls is essential.
Espresso Agent has excellent scripts to guide you as you build investor relationships. But, again, your goal is to understand their needs and let them know you will be looking for the ideal investment on their behalf.
If you’re new to FRBO opportunities, check out our blog post: Empowering agents with FRBOs.
REAL ESTATE FARMING
Another widely-used prospecting strategy is real estate farming, otherwise known as circle prospecting. Some agents focus heavily on real estate farming as their go-to business-building strategy.
Let’s start with a basic definition of real estate farming:
Cold-calling targeted property owners of niche property around market activity in the attempt to create a lifelong relationship (not necessarily make an immediate transaction)
Unlike working with FSBOs or Expireds, where there will likely be more immediate urgency and motivation, real estate farming is about building your database of future opportunities. Or, to look at it another way, it is more of a “top-of-the-funnel” business development strategy. But one that can pay some huge dividends over time.
What’s nice about real estate farming is that there is a higher likelihood the homeowner will stay on the phone with you for a more extended period. Therefore, it’s all about how you approach the call. You are not trying to “sell” them at this point. Instead, it’s about making an initial contact and putting your name out for future opportunities.
Check out our blog post on circle prospecting strategies for more tips on real estate farming.
And if you want to expand your “top of funnel” prospects, consider Espresso Agent’s best-in-class real estate farming software.
Many top-performing real estate agents have had success in moving homes that were on the brink of foreclosure. The challenge, of course, is knowing where you can purchase real estate leads related to pre-foreclosure homes.
It’s important to remember that homeowners whose properties have been identified as Pre-Foreclosure Leads may be open to selling their home in advance of actual foreclosure or a short sale. And many real estate investors are eager to jump on these opportunities. So, if you’re working with an investor, you’ll have to understand how to find a pre-foreclosed home. That’s where our detailed blog post how to find a pre-foreclosure home provides great tips on how to navigate this category of seller real estate leads.
With Espresso Agent, you can add Pre-Foreclosure capabilities to your prospecting portfolio for an additional $59 per month. It includes cell #'s and verified email addresses where available, and is based on their radius (max of 50 Miles) and the zip code they set their account up with.
If you want to know where to get leads for real estate, you’ve come to the right place.
Espresso Agent is all about selling real estate leads that can transform your business. And while we know that many agents are primarily interested in buyer leads for real estate agents, the team at Espresso Agent is steadfast in its belief that focusing on listings is the best path to a lucrative career for any real estate agent. Remember:
“Buyers take time, listings take skill.”
You might also want to check out the other tools that come with Espresso Agent:
- Our CRM platform that keeps you organized and on-task.
- Our dialer that helps you make four times as many calls compared to manual dialing.
- Our VIDEO EMAIL service that allows you to put a face to your outbound emails.