Where do your listings come from?
I hope that’s a tough question to answer…
…Because if it takes some thought, that probably means you have a variety of strategies in place that are all delivering listing opportunities to you.
If you only have a few – or worse yet, one – it’s an all-too-easy question to answer.
I want to help you make it more difficult to answer.
If you weren’t at Success Summit three weeks ago, you missed out.
Throughout the event, I shared 33 Listing Attraction Systems with the thousands of agents in attendance.
So they have a head start on you.
But I’ve decided to share 16 of those 33 in a four-part series here on the #TomFerryShow!
Before we get to the first four, I also encourage you to download and take my Listing Attraction Test based on the top 12 listing sources used by our Elite+ coaching members, which I covered in this episode of the #TomFerryShow.
Think of the Listing Attraction Test as a worksheet to gauge how you’re doing with each of those 12 methods. Once you’ve evaluated how you’re doing, then you can use it to set your goals and establish action steps to integrate new methods into your business and to make those you utilize more effective.
Now let’s get on to the first four of 16 new methods
 

Listing Attraction System 1: Past Client CMA & Sticky Note

Does anything get a homeowner thinking about their opportunities more than being presented with the value of their home… ESPECIALLY in today’s climate, where their home value has likely appreciated by 50% in the last five years?
And is there anything more impressive to a homeowner considering a sale than a proactive real estate professional?
Those questions collide together in this first listing attraction system.
What you’re going to do is send an unsolicited CMA to all of your past clients (and sphere) who own a home in your marketplace.
(Don’t worry. If that sounds overwhelming, you can divide them up and do it over an extended period of time. I suggest two a day.)
BEFORE you send out a beautiful CMA to these people, add a sticky note with this message to the front:

A few days after you’ve sent the CMA and sticky note out, follow up with a phone call and ask the magic question, “Have you had any thoughts of selling?” and then be quiet and let them answer.
That engagement will go a long way, and you’re bound to win some listings with this method.
 

Tom Ferry - OnDemand Summit 2021

 

Listing Attraction System 2: Instagram Polls Hack

How can you use Instagram for more than marketing and pretty pictures?
The “Poll” feature in Instagram Stories is a great way to get people to identify themselves as viable listing prospects.
Simply create two polls:

  1. Are You Living in Your Dream House Now? YES / NO
  2. Have You Had Any Thoughts of Selling Your Home in 2018/2019? YES / NO

Most people will answer “No” to question one, and if those same people answer “Yes” to question two, that’s a hot lead! Follow up with a private DM to get in touch with the message, “Thanks for reaching out in my recent IG poll! I’d love to help you find your dream home!”

You don’t want to over-use this strategy, but a few times a year is perfect!