I’m continuing with my goal of leading you on the path of success, which includes answering questions you may have about your business that are keeping you up at night.

If you have one of your own, record your question and email the video to me at tfs@tomferry.com

On today’s #TomFerryShow episode, I answer a question from Hector Vazquez, a listing coordinator from San Clemente, CA, on how to generate more listings for his team.

Here we go!



Before I share my five listing attraction strategies, I want to show you the helpful client funnel diagram.

It’s important to think about what stage of the process people are in before you try to reach them with a “one size fits all” approach. The TOFU, MOFU & BOFU diagram really helps you see clearly where your leads are located and indicates how to market them.

TOFU are leads that are all at the Top of the Funnel that you reached by your content marketing and social advertising on Facebook, Instagram, LinkedIn, Twitter, and YouTube.

These leads aren’t yet interested in hiring your services. They weren’t actively searching for it. Prior to seeing your ads, they were looking at makeup or cat videos or searching for their ex and happened to come across your ad.

MOFU are all the leads that are in the Middle of the Funnel and they went on Zillow, Realtor or Trulia. These leads are actively searching for their next property and once your profile appears in their filters, you’re closer to the next part of the funnel.

BOFU, Bottom of the Funnel are found in your database. These leads talk about your services with their friends and family, and can provide more referrals!

Now that I’ve got you thinking more specifically about where people are in the process, let’s begin on the winning real estate marketing strategies you can use to attract more listings



Strategy No. 1: Quarterly Thematic Marketing Campaign

Each quarter, you’ll want to create three marketing campaigns and send them through email, social blast, and your database.

I assure you that these will make you the knowledgeable and trustworthy agent of your area.


90 Day Market Update

At the beginning of every quarter, you’ll be sending all the listings, closings, and price data that is happening in the community.

You also want to include your interpretation of the data because at the end of the day, the goal is to make you the “knowledge broker” of your area.

People will want to know what YOU think. By providing a clear take of the information, it’ll be more appealing to look over.