How to Get Real Estate Listings and Generate More Appointments

Knowing how to get more real estate listings is one of the biggest factors that separates top producers from struggling agents. Listings create momentum, fuel your marketing, and attract new clients. When you’re not consistently generating listings, your business stalls. The key is learning how to generate listings through proven, repeatable strategies that work in any market.

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 more real estate listings is by sending a simple “Yikes” letter to generate listing leads. This classic strategy helps you stand out and generate warm listing leads directly from homeowners in your target neighborhoods.

The idea is straightforward: send a personalized letter on behalf of a buyer who’s actively searching in that area. The headline reads, “Yikes! There are no homes on the market!”

The letter explains that your buyer is ready, willing, and qualified to purchase but there are currently no listings that meet their needs. It closes by asking the homeowner if they’ve considered selling and inviting 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 your “Yikes” letter in a hand-addressed envelope or as a brightly colored postcard to grab attention. It’s a smart strategy not only for generating new seller and listing leads, but also for strengthening your brand presence in the community.

Even if a homeowner doesn’t act right away, you’re planting a powerful seed for future listings and positioning yourself as the agent who knows how to win every listing when the time comes.

Listing Strategy No. 2: Call Your Database

When agents ask how to get listings, I usually ask them one simple question: When was the last time you talked to your database?

Your next listing might already be sitting in your phone, you just have to start the conversation. This approach is especially effective if you’re wondering how to get listings with low inventory, because your best opportunities often come from people who already know, like, and trust you.

You’re not cold calling. You’re checking in. Try opening with something simple and genuine:

“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. When people know you care, they’ll come to you first 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, start by connecting with investors. Unlike traditional homeowners, investors aren’t emotionally tied to their properties, and many are simply waiting for the right time to cash out. That makes them a powerful source of listing leads.

Here’s a simple script to open 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 considering a 1031 exchange. Conversations like these often lead to listings or referrals.

Use 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 based on genuine opportunity. It also helps you master your listing presentation—showing investors that you’re the professional who brings real 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.