Not getting enough listings? I’ll show you how to keep your listing pipeline full by staying connected with past clients, hosting open houses, and more.
Where do listings actually come from? It’s a question I get asked all the time by agents, whether they’re new, part-timing, or starting over. Honestly, it’s very important to know where, because if you don’t find listings, you don’t have any advantage in this business.
That’s why I’m breaking down five proven places agents get listings from. I’ll also share the number one daily habit top agents use to keep listings coming in, no matter how the market’s doing. Let’s get started.
1. Your sphere of influence. Your sphere is comprised of people you already know, and it is your best starting point. I’m talking about being able to send quick text messages, DMs, and phone calls. Reaching out to them shouldn’t be complicated because you can send a simple message. For example, “Hi, just checking in. Do you know anyone who may be looking to sell in the next few months?” can spark the right conversation at the right time.
2. Past clients. If you’ve helped someone before, don’t forget about them. Past clients are valuable because they already trust you. Reach out and ask if they know anyone who might be thinking about moving this year. It could be a neighbor, a coworker, or even a friend. It’s a simple question, and it works because you’ve already established a relationship.
Every listing agent I know dedicates at least one hour a day to prospect.
3. Open houses. They’re a great excuse to meet people in the neighborhood. Don’t hesitate to knock on a few doors before and after, chat with folks walking by, and introduce yourself. Then, you can follow up after. Smart agents use open houses to start relationships and turn them into listings.
4. Social media posts. You’d be surprised how powerful these are. You can start by sharing helpful tips for sellers or posting about your wins. But the most important thing when posting is to ask, “Thinking of selling this year? Let’s chat!” That one line opens up conversations more than you expect.
5. Farming and follow-up mailers. This one’s all about staying consistent. Share local updates, send out mailers, record neighborhood videos—anything that shows you know the area. Every touchpoint builds your authority, and when people are ready, they’ll come to you.
Here’s a tip: Every agent who’s consistent with their listings does time blocking. They dedicate at least one hour a day to prospect and that’s it! One hour a day keeps the listings away… or rather, keeps them coming in.
I hope this gave you some clarity and confidence on where to focus your time. And if you ever need help building out your own listing system, our team is always here to support you. You can always reach out to us at 301-651-0292 and send an email to jonlahey@thefinelivinggroup.com. Who knows? Your next listing could be just one conversation away.
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