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Getting new listings can be daunting if you don’t have a system in place to make sure you tap into several lead sources. But how can you add new lead sources to your business? Is social media a viable solution? Should you partner up with someone more experienced, or find a mentor instead? On this episode, Aaron Wittenstein shares his strategy to getting more listings in a tough market.

I would look at what already brought you the business that you have and double down on that. -Matt Johnson

Three Things We Learned

Build a referral machine on social media

Invest time in building relationships with the people in your friend’s list. You can start by simply saying “hi” and bringing up a recent post of theirs, or you can offer them a coupon to a local restaurant. No matter what you do in the beginning, make sure you don’t ask for referrals right away.

Know your numbers

In order to grow your business, you should know how many calls you need to make and how many leads you convert, and then increase your workload. The best way to grow is to identity your main source of revenue and double down your efforts on that.

Join a team or find a mentor who has experience with expired listings

Partnering up with someone is too much of a responsibility. Instead, try finding someone in your circle who already made it big and ask for their mentorship. Joining a team where coaching is involved is another good way to learn more about the industry, get more leads, and sharpen your skills.

Key Quotes

Identify what boosting your business actually means. Quantify that. So how many listing, how many contracts, how many buyers do you want? -Greg McDaniel

The best time is the summer time—June, July, August—when most expires come through, which is why I tend to be very strong listing in the third quarter. -Aaron Wittenstein

When approaching expired listings, always ask questions about why they want to sell or why they no longer want to sell and rent out instead. Many homeowners are disenchanted by the fact they couldn’t sell their home the first time and they turn to renting as a plan B. But if you start a conversation about how complicated renting can be and the risks it might present, they may rethink their decision and give you a chance with their listing.

Guest Bio

Aaron Wittenstein is a realtor at Keller Williams NY Realty and has 13 years of experience in the real estate industry. You will find Aaron invested in all of the aspects of selling and buying properties, from analysing data and being on the phone to meeting with sellers and buyers.

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.