← Your Daily Real Estate Podcast with Tristan Ahumada
Your Daily Real Estate Podcast with Tristan Ahumada
Episode 748: 10 Listings Agents Miss Every Day (Zero Paid Leads)
00:11:46
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The best listing opportunities aren't on a lead list. They're hiding in plain sight at a garage sale down the street. Just like I told you yesterday at a broker open that you skipped in a conversation with a landlord who's just exhausted. Most agents walk right past these opportunities every single day. In the next eight minutes, maybe 10, maybe a little bit more, I'm going to show you 10 listing strategies that, that don't require you to buy leads or cold call strangers. And number eight is one you can do this weekend or this week, whatever day you want to stay until the end. Because I'm going to share a mindset shift that changed a lot for me. I had an agent tell me last month that she picked up a listing because she went to a garage sale and just started a conversation. Yeah, that's how easy it is sometimes. Now, the homeowner mentioned they were downsizing. She didn't pitch, she just listened. Two weeks later, she had the listing. That's not locked. That's awareness. There's a big difference and that's what I want to give you today. If you caught part one and part two of this series, you've already got 22 strategies. This is a final 10. And honestly, these might be the most overlooked ones of all. Now let's get into it. Strategy number 23, be an expert in the market. This sounds obvious. I know, Tristan, you know, stop telling me what to do. I already know exactly what I need to do. I'm just not doing it. Well, you know what? Then I'm going to tell you the obvious thing. But most agents don't actually do it. Surprise. Know your numbers cold, please. Inventory levels, average days on market, price per square foot, trends month over month changes. And don't just look at data preview homes. Walk through listings every single week if you can, or as often as you can when you can. Speak from experience, not just stats. Sellers trust you more. You're not reading a report. You're the person who was just inside 10 homes this week and can tell them exactly what's happening. Strategy number 24, go to broker opens weekly and document what you see. Now, I know in some areas broker opens aren't a thing during certain times because it's snowing and you can't go. That's great, but that doesn't mean you can't do your own type of broker open. That means you're going to go up on Redfin or Zillow or the MLS and you're going to go through and upload them into chatgpt or perplexity right within that browser and say, hey, tell me more about this. Make a plan about this. What am I not looking at here? Oh, this is great information. Oh, I like this. It's almost like walking through them when you can't actually walk through them, right? But regardless, show up every week. Walk the homes. Don't just look at them. Document, pull out your phone, record a quick video, take notes on what you're seeing. Now, you can also do the same thing if you're looking at them on your screen. You've seen those TikToks and Instagram reels where somebody's just sitting in front of their computer and then just sharing the properties that they're seeing, and they have hundreds of thousands and thousands and millions of views. And some cases, well, you can do the same thing, right? Then just share it on social. If you're getting it in person, great. Share it on social too. You're building authority. Every single time you do this, you're showing people that you're actively in the market or interpreting what's happening or what they're seeing, not just talking about it. Strategy number 25, run a market update seminar for your community. That's a good one, right? Partner with a lender. Bring in a home inspector or stager or an attorney. Even better, host a free event for homeowners in your area. Teach them what's happening in the market. That's what it's all about, what they need to know. What's changed? You're not selling here, you're serving. And sellers remember who educated them before they were actually ready to do anything. Strategy number 26, host a niche event or class. This is one of my favorites. Create something like secrets of selling your home right or what every homeowner needs to know before listing. And you can make it specific to the season, too. What every homeowner needs to know before listing in the winter, before listing in the summer, before listing in the spring, right? Think about niches. Make it valuable, too. Promote it in your neighborhood. Maybe send out letters. Team up with a local title company or lender. The people who show up, they're raising their hand. They're telling you they're thinking about it. They're thinking about something. That's why they showed up. You don't need 100 people. You need 10 of the right people. That's probably the biggest misconception that I hear, Tristan. I only got seven people. Listen, I only had six people the last time. And it's the quality over the quantity remember that number 27 or strategy number 27. Learn and talk about assumable loans. What? What's an assumable loan? Google it. This is a conversation most agents aren't having because they don't know what it is. And that's a mistake. There are homeowners right now sitting on 2.53, 3.5% mortgages, and a lot of those loans are assumable. Now, if you understand how this works, it's amazing. If you can explain it clearly, even better, you become that. Go to agent for a specific and motivated group of sellers. Most sellers don't even know about it. 99% don't even know. So please, do the homework. Learn it, then start talking about it. Go and Google it right now. Strategy number 28. Attend community events or join a committee. Join the HOA board. Volunteer at the school fundraiser. That's more fun. Show up at the fall festival. You're not there to pitch anyone. You're there to be known. And when people know you, when they see you showing up and contributing, they think more of you. Right? Out of sight, out of mind. Well, it's the reverse, too. They're going to see you, they're going to think of you. It's almost the same thing as social media. And they're going to think of you when it's time to sell, especially when they know what you do. This is long game stuff, but it works. Here's what separates agents who are always hunting for leads from agents who have listings come to them, right? The attraction game. It's just awareness. The strategies I'm about to give you are all about seeing opportunities that other agents usually walk right past. Now, quick question before we keep going. Have you ever gotten a listing from a random conversation? Not a referral, not a lead, just a conversation that turned into something. Drop conversation in the comments. If that's happened to you, I want to hear that story. If possible, even put it in the comments. Now, if you want all 32 of these strategies in one checklist, just DM me the word checklist on Instagram and I'll send it to you now. All right, let's finish this. Strategy number 29. Look for people making large improvements to their home. When you're driving. Yes, Driving through a neighborhood, pay attention. Do you see a dumpster in a driveway? A new roof going on? A landscaping crew redoing the front yard? Those homeowners might be getting ready to sell. Or they just might be improving their home. Either way, a simple, friendly conversation can open the door now, don't be weird about it. Don't be one of those agents that just wants to sell, sell, sell, sell, sell. Just be curious. Be a neighbor. Strategy number 30, go to garage sales. Surprise. I'm serious. I'm serious. I'm not being Gary Vee here, but people who are cleaning out are often preparing for something bigger. A move, a downsize, a life change. This weekend, drive around your target neighborhood. Now, when you see a garage sale, stop. Be friendly. Ask questions. You'd be surprised how often these leads lead to an actual listing conversation or into real estate. That's the crazy thing. Most conversations in random places like this, garage sales, or just situations with homeowners, they tend to lead to real estate. Now, strategy number 31. Remember that everyone who owns a home is a potential seller. This is the mindset shift I mentioned at the beginning. Stop putting people in buckets. Stop deciding that someone is a seller or not a seller. Everyone who owns a home is a potential seller. They just don't know it yet. Life changes, circumstances change, opportunities come up. And like I say, mri, right? Maintenance, repairs, and improvements. Sometimes those get a little out of hand. Sometimes people are like, you know, I just don't want to deal with this anymore. I just want to move into a house that's not going to give me these challenges. Even though all the homes give you these challenges, your job is to stay in front of them. So when the time comes, you're the one that they call. Strategy number 32. Call for rent by owners. Find those for rent by owner signs online, in person. Look on Craigslist. Look on Zillow Rentals. That's where homeowners go and manage it themselves. Call them. Ask how everything's going. Are they tired of dealing with the tenants? And if they're not, do they have one that they're tired of? Do they have other properties that they've thought about selling? Possibly. These are people who already own real estate. They already understand the game, and a lot of them are one bad tenant away from being ready to sell. It's exactly what happened to me when I was calling, trying to get listings. I decided to just go to Zillow at the time and find for sale by owners. And I started calling them, and one of them turned into four full transactions. And it's funny, because the one I called on wasn't the one he said, but I do own one that I need to get. I just need to sell. I'm tired of just having tenants come in and out of that one. Tristan, can you come over, I'm like, yeah. Answer is, yes, I can. And you can do the same thing. You just need to know what to say. Now, Those are the 32 strategies to find mistakes. Here's the truth. None of these matter if you don't execute. So I want you to pick three, just three, and commit to doing them consistently for the next 30 days. Now, tomorrow, we're going over some principles that. Mary Kay. Yes, the Mary Kay with the pink Caddy. Right. Everyone knows her. These are the foundation to running an amazing business. So I'll see you on that one tomorrow.