Real Estate June 11, 2024

Top 5 Creative Ways to Get MORE Listings!!!

Creative Strategies to Generate Listings:

Insights from Mike Ferrante and Tony Geraci

In the highly competitive real estate market of Cleveland, securing listings is often the most challenging part of the business. As inventory remains low and demand continues to outstrip supply, innovative approaches are essential. Today, Mike Ferrante from the 21 Mike Team at Century 21 HomeStar and Tony Geraci, Broker/Owner of Century 21 HomeStar, share five creative strategies to help realtors stand out and secure more listings.

1. Open Houses: Beyond Buyer Acquisition

Many real estate agents view open houses primarily as a way to attract buyers. However, Mike Ferrante emphasizes that open houses can also be a powerful tool for generating seller leads. Here’s how:

  • Engage Potential Sellers: When buyers visit an open house, they often have a property to sell. Always ask visitors if they have a home to sell, and capture their information for follow-up.
  • Highlight Your Expertise: Use the opportunity to demonstrate your knowledge of the local market and your marketing prowess. Sellers are more likely to trust an agent who is proactive and knowledgeable.
  • Collaborate with Listing Agents: If you don’t have any listings of your own, collaborate with other agents in your office. Offer to host open houses for their listings, expanding your reach and potential client base.

2. Geo-Farming: Establishing Local Dominance

Geo-farming involves targeting a specific geographic area and consistently marketing to its residents. This strategy requires patience and persistence but can pay off significantly in the long run.

  • Be the Local Expert: Consistently market yourself as the neighborhood expert. Use mailers, newsletters, and community events to keep your name top-of-mind.
  • Door Knocking: Combine your geo-farming efforts with door knocking. Personal visits allow you to introduce yourself, offer market insights, and establish relationships.
  • Data Utilization: Use tools like Realist to identify homeowners who are likely to sell soon. Focus your efforts on these high-probability leads.

3. Hosting Events: Community Engagement

Hosting or sponsoring events is a fantastic way to engage with your community and establish your presence as a realtor who cares about the local area.

  • Neighborhood Events: Sponsor local block parties, garage sales, or holiday events. Provide value to residents, and in return, you’ll build strong relationships.
  • Creative Ideas: Organize unique events like a pet show, a community clean-up day, or a shredding event. These activities not only serve the community but also give you a reason to interact with residents.
  • Personal Touch: Use these events to gather contact information and follow up with participants. A personal touch can turn a casual encounter into a business opportunity.

4. Networking with Value: Building Strategic Relationships

Networking is more than just handing out business cards. It’s about building relationships and providing value to your network.

  • Strategic Partnerships: Form partnerships with local professionals such as divorce attorneys, estate planners, and financial advisors. These professionals often encounter clients who need real estate services.
  • Provide Value: Create useful guides or resources that these professionals can share with their clients. For instance, a guide on “Moving a Parent to Assisted Living” can be invaluable to an estate planner or eldercare attorney.
  • Stay Top-of-Mind: Regularly check in with your network. Provide updates, share market insights, and always be ready to offer your expertise.

5. Leveraging Social Media: Efficient and Effective Outreach

Social media platforms are powerful tools for staying connected with your sphere of influence and reaching potential clients.

  • Consistent Posting: Maintain a balance of personal and professional posts. Share market updates, client testimonials, and personal milestones to keep your audience engaged. Mike suggests two personal posts for every business post.
  • Engagement: Actively engage with your audience. Respond to comments, like posts, and participate in discussions. Building relationships on social media can translate into real-world business.
  • Strategic Content: Share valuable content that resonates with your audience. For example, posts about local market trends, home maintenance tips, or community events can position you as a knowledgeable and helpful resource.

Final Thoughts

Generating listings in a competitive market requires creativity, persistence, and a strategic approach. By leveraging these five strategies—open houses, geo-farming, hosting events, networking with value, and effective social media use—realtors can increase their visibility and build stronger relationships with potential clients.

Mike Ferrante emphasizes the importance of playing the long game. Building a robust database, consistently engaging with your community, and providing value at every opportunity will help you stand out as a trusted and reliable real estate professional in Northeast Ohio.

If you have any other creative ideas or strategies that have worked for you, please share them in the comments below. Let’s continue to support each other in growing our businesses and serving our communities effectively!


For more great Real Estate content:

You can listen to our Podcast FREE BEER AND REAL ESTATE or YouTube for Mike’s weekly classes!!!