Episode Overview

Podcast: Your Daily Real Estate Podcast with Tristan Ahumada
Episode: 747 – 22 Listing Plays in 8 Minutes After 22 Years Doing This
Host: Tristan Ahumada
Date: December 16, 2025
Theme:
In this rapid-fire episode, Tristan Ahumada shares actionable real estate listing strategies, focusing on numbers 11 through 22 from his full list of 32. Drawing from his 22 years of experience, Tristan emphasizes practical tactics agents can use immediately to land more listings—especially those easily missed by the competition. The episode offers a blend of tactical advice, motivational encouragement, and anecdotes demonstrating real-world results.

Key Discussion Points & Insights

The Mindset Shift: Don’t Wait, Hunt

• Referrals Are Good, But…: Tristan reminds agents not to passively wait for referrals—winning agents “hunt” for listings by showing up where others aren’t.
• Memorable Moment:

  "Agents who are winning right now, they're doing something a little different. They're hunting... They're showing up in places their competition just isn't." (00:15)

Listing Strategies 11–22

Strategy 11: Work your For Sale By Owners (FSBOs) and Expireds

• Fresh isn’t always better: Most agents chase recent expired listings, but forgotten ones (6–12 months old) still offer opportunity.
  • Insight: Sellers may still want to sell but were discouraged by timing or bad experiences.
  • Quote:

    “Be the agent who follows up when everyone else has forgotten. That's where the low hanging fruit is.” (02:08)

Strategy 12: Present a Market Update at Networking Events

• Go to Educate, Not to Sell: Join networking groups (Rotary, Chamber, BNI) and offer a non-salesy 10-minute market update.
  • Benefit: Positions you as a subject-matter expert, not a salesperson.
  • Quote:

    “You’re not the agent who's always selling. You're the expert. And experts get called.” (03:04)

Strategy 13: Coordinate a Neighborhood Event

• Be a Community Connector: Organize events like garage sales, Easter egg hunts, or community safety nights.
  • Social value wins listings: People prefer agents who genuinely care about the neighborhood.

Strategy 14: Call Your Past Listing Leads

• Revisit Old Conversations: Dig into your CRM and reach out to prospective sellers who paused or lost interest in the past two years.
• Personal anecdote: Tristan shares a story of converting two appointments from 12 old leads.
  • Quote:

    “I made about 12 calls, got to number seven. I already had two appointments. One of them listed the next month.” (05:30)

Strategy 15: Market to Move-Up Neighborhoods

• Double Your Listings: Don’t just advertise a listing in the same subdivision.
  • Tactic: Target nearby, slightly less expensive neighborhoods—when their residents upgrade, you can list both properties.

Strategy 16: Build Relationships with Vendors

• The Overlooked Goldmine: Plumbers, electricians, painters—these vendors regularly hear about households preparing to sell.
  • Quote:

    "These are people inside homes every single day... Build those relationships. Send them referrals when you can, take them to coffee." (07:08)

Strategy 17: Reverse Prospecting Postcards

• Personalized Outreach: Send postcards saying you have a specific buyer for a neighborhood—only if true.
  • Result: One agent at Tristan’s brokerage secured two listings in 30 days using this exact method.
  • Quote:

    "This works because it's specific. It's not 'I sell houses, everyone,' it's 'I might have someone that your house may be amazing for'—that gets attention." (09:00)

Strategy 18: Live in the Comments on Social Media

• Don’t Ghost: Engage by commenting and responding instead of just posting.
  • Insight: The algorithm (and relationships) rewards active engagement.

Strategy 19: Write a Weekly Seller Newsletter

• Consistency = Authority: Regular updates—written and video—build trust and keep you top of mind.

Strategy 20: Show Up Ready for Floor Duty

• Make the Most of Downtime: Use in-office “floor time” to connect with walk-ins, make calls, or generate content.
  • Reframe: Treat it as an active opportunity, not a chore.

Strategy 21: Open Houses + Circle Prospecting

• Expand Your Reach: Before the open, knock on 20–25 nearby doors and invite neighbors.
  • Key Point: Your next listing often comes from neighbors, not open house visitors.

Strategy 22: Partner with New Construction

• Model Home Foot Traffic: Staff new builder’s homes; meet owners, buyers, and neighbors.

• Use Social Media: Record and post tours of new builds—if a video goes viral, use it for targeted lead ads.

  • Quote:

    “If any of those go viral, your job is to put some money behind it and make it a lead ad. That means if people are interested, they're going to fill out the form... and now you're creating an opportunity for these builders because you're bringing in the buyers.” (13:35)

Memorable Quotes & Moments

• On Agent Omnipresence:

  “The agents who consistently get listings aren't necessarily the ones making the most calls. They're the ones showing up the most in the right places.” (07:25)

• On Taking Action:

  “Most agents hear strategies like this and they nod along and then never do anything with it. So I'm not just going to tell you what to do. I'm going to tell you why it works and how to actually make it happen.” (01:00)

Action Steps & Resources

• Complete PDF: For all 32 strategies, DM “listings” to Tristan on Instagram for the PDF/Google Doc.
• Tomorrow: Tune in for the next set of strategies and advice on what to say at listing appointments.

Suggested Listening Flow

For best results, revisit strategies 1–10 (from the previous episode), then implement the advanced tactics shared in 11–22. Prioritize the unique approaches discussed here, especially vendor networking and reverse prospecting, as these are often overlooked by most agents.

Timestamps of Important Segments

• Opening Mindset & Introduction: 00:00–01:05
• FSBOs and Expired Listings: 02:08
• Networking Market Updates: 03:04
• Vendor Partnerships: 07:08
• Reverse Prospecting Postcards: 09:00
• New Construction & Social Media Ads: 13:35

This episode equips agents with proven, creative, and practical strategies to win more listings—especially by showing up in places others ignore. With Tristan’s direct insights and real-world anecdotes, listeners are inspired to take decisive action and build omnipresence in their markets.