How to Get Real Estate Listings and Generate More Appointments

If you’ve been asking yourself how to get real estate listings in today’s competitive market, you’re not alone. This is one of the most common questions I hear from agents at every event, coaching call, and strategy session.

Sellers drive inventory, momentum, and market visibility. If you’re not consistently generating new listings, you’re going to feel stuck. Fortunately, there are proven strategies that the top agents in the world use to stay listing-focused and get results.

Below, I’m sharing three of the best strategies to help you master your real estate listing presentation and grow your pipeline of seller opportunities without relying on luck or guesswork.

How to Get Real Estate Listings: Strategies That Work

Listing Strategy No. 1: Use the “Yikes” Letter

One of the most creative and effective ways to get real estate listings is by sending the classic “Yikes” letter.

This is a letter you send to homeowners in specific neighborhoods on behalf of a buyer who is actively searching in that area. The headline?
“Yikes! There are no homes on the market!”

The letter explains that your buyer is ready, willing, and qualified to purchase, but there are no current listings that meet their criteria. It asks the homeowner if they’ve considered selling and invites them to reach out.

Here’s an example:

“Dear Mr. and Mrs. Homeowner,
I’m currently representing a wonderful family looking to move into [neighborhood]. They love the area and are hoping to find a home that meets their needs—but nothing is available.
Would you consider selling your home if the right opportunity presented itself?”

Send this in a hand-addressed envelope or as a brightly colored postcard. It’s a great strategy not only for generating seller leads, but also for building brand awareness.

Even if they don’t act today, you’re planting a powerful seed for future listings.

Listing Strategy No. 2: Call Your Database

When agents ask how to get listings, I often ask them, “When was the last time you talked to your database?”

Your next listing may already be in your phone. The key is starting the conversation.

You’re not cold calling. You’re checking in. Use this opening line:

“Hey, with everything that’s happened lately, how has the market changed how you feel about your current home?”

From there, move into value-based dialogue:

  • What are your current real estate goals?
  • If you decided to sell, what price would you hope to get?
  • How would moving improve your lifestyle or finances?

Real estate listing appointments start with relationships. If they know you care, they’ll come to you when they’re ready to list.

Need a guide for that conversation? Don’t forget our full listing appointment checklist to stay on track.

Listing Strategy No. 3: Connect with Investors and Non-Owner Occupied Properties

If you want to know how to get real estate listings fast, look to investors. They’re not emotionally attached to the property, and many are looking for the right time to cash out.

Here’s a simple script to start the conversation:

“Hi, this is [Your Name] with [Company]. I noticed your property at [Address], and I’m curious—have you thought about selling while prices are strong?”

If they say no, ask if they own any other properties or if they’re looking to do a 1031 exchange. Conversations like this often lead to listings or referrals.

Ask these follow-up questions to go deeper:

  • What are you looking for in the agent who lists your property?
  • Would it be helpful if I shared my marketing strategy before our meeting?
  • If you feel confident in my approach, are you open to listing with me during our appointment?

This approach works because it’s direct, respectful, and rooted in real opportunity. And it positions you as the agent who brings solutions, not pressure.

Start Taking More Listings Today

Getting real estate listings is about consistency, confidence, and connection. Whether you’re using scripts, direct mail, digital marketing, or your own personal network, the agents who take action are the ones who win.

Looking for more tools to take your listing strategy even further? Explore our library of real estate agent tools and check out our coaching programs designed to help you generate more appointments and build long-term success.

Leave a comment below and let me know which strategy you’re implementing this week to get your next real estate listing.