When you have no listings of your own yet…

if you have no listings of your own, announce other listings

Use Other Agents’ New Listings to Generate Listings For Yourself

Some agents – but definitely not ALL agents – send “Just Listed” cards to the homeowners around each of their new listings. Those cards traditionally are used to inform neighbors of new offerings in hopes of finding a buyer among their friends and family members. The second purpose, of course, is to put that agent’s name in front of more potential sellers. Just listed cards can do much more, and NOT just for the listing agent.

“Just Listed” messages can and should help generate more listings – for any agent who takes the time and makes the effort to send them.

They’ll generate new listings by letting homeowners know that marketing a home means pointing out the desirability of a neighborhood.

Not just one home, but the entire neighborhood is being promoted – and when that neighborhood has benefits and/or features to offer, that promotion is attracting interested buyers.

Your letters will remind them that just because a potential buyer is interested in a neighborhood, it doesn’t mean that the currently listed house will fill his or her needs.

Some who came, saw, and walked away are apt to be looking around, hoping to find a more suitable home in the same neighborhood.

Others who may have wanted both the house and the location got there too late or tried and failed in a multiple offer situation. They’re still looking as well. This means that when another home comes on the market, there’s a ready-made pool of buyers, eager for a tour.

Don’t stop with “Just Listed.”

“Under contract” and “Just sold” cards remind those homeowners that there really are buyers interested in their neighborhood.

Even better for the ambitious new agent: So few agents bother to use them that when you do, your name just might become a household word.

Both the “under contract” and “just closed” letters reinforce the idea that the first listing generated interest in the neighborhood. Then they go on to say that there were interested buyers who “lost out” on that home, but would still like to relocate to the neighborhood.


No response to the announcement letters? Follow up with letter #4 …

The 4th letter in this set is a follow-up that you can use to get permission to add those homeowners to your email database. It offers to send periodic market updates – and / or to program your MLS system to inform them of new listings in the neighborhood. A bonus – the “I told you so” letter.

If your efforts have been successful and you really did list and quickly sell another home nearby, use this letter to tactfully say “I told you so.”

Once you have the appointment…

Reinforce what you’ve already said about now being the right time to sell. I’ve included a short document repeating what your earlier letters stated regarding the benefit of going on the market when another home has just been offered. Include this one in your listing presentation.


The letters are ready for your customization…

These letters are designed to be customized with details such as the address of the new listing and the attributes of the area. You could alter all of them to make generic “one size fits all” letters, and I have included a generic version of the “Just Listed” letter, but I don’t recommend it. Specificity generates interest – and you want your letters to be read.

Order your letters today, and drop them in the mail by morning.

At only $37 for the four primary letters, the “I told you so” letter, the generic version of “Just Listed,” and the listing presentation insert, you can’t go wrong.


Wishing you boundless prosperity,

P.S. Want more ways to build your business without spending a lot of money?

Read my e-book: 107 Ways to Build Your Real Estate Career on a Tiny Budget.

Have questions? Have ideas for my real estate marketing ezine or for letter sets you need? Write me at:marte@copybymarte.com

Graphic courtesy of Stuart Miles @ freedigitalphotos.net

14 Things to Do to Make Highest and Best Use of a “Blank Week” in Real Estate

Are you ever faced with a week with no buyer appointments, no listing presentations, no closings and no tasks that must be done to get you to a closing? It can be kind of scary – in fact it can feel a bit like suddenly being unemployed.So what should you do when faced with such a week?

I’ll tell you one thing NOT to do, and that’s waste it. Don’t sit home and worry, and don’t go to the office and play video games on your computer. Don’t whine and don’t join into any conversations about how bad things are.

Instead, get busy creating your work for next week or next month.

Here are some ways to do that…

  • Telephone past clients – just to check in and see how they’re doing.
  • Update your contact management databases. Are there past clients who need to be added? Are there business cards in your desk drawer that should be added to your sphere of influence list? Are there addresses that need to be updated?
  • Review all your real estate web pages and test every link. Check to make sure that every page is about your visitor’s wants and needs, not about you. Make notes for improvements and tweaks – then do them!
  • Read your agent bio and decide if you’d hire you based on what it says. Does it give your readers a good reason why they should choose you?
  • Review your marketing materials – are they all customer-centered, or are they all about you? If they’re all about you, revise and re-write.
  • Test your auto responders. Read the real estate prospecting and letters that you’re sending automatically and check to see if any have outdated information, typos, or misspelled words. (It wouldn’t be good to be still talking about first time buyer tax breaks.)
  • Think about the home buyers and sellers you’d like to have, then buy or write prospecting letters to mail or to offer via a “capture box” on your website. Get them into your auto responder, ready to bring you more business.
  • Write as many real estate blog posts as you can and upload them, scheduling them to be published over the next week – or even over the next month.
  • Visit every open house available in your area.
  • Visit FSBO homes and introduce yourself. Offer the homeowners some free information and advice. (My FSBO Letter set has a free report written especially for this purpose.) Get their email addresses, then buy or write follow up prospecting letters and get them loaded into your auto responder.
  • Call or visit every one of the owners of expired listings that you’d like to list. Offer them a report about why homes don’t sell. (My Expired listing letter set includes that report.) As with the FSBO’s, get their email addresses, then buy or write follow up letters and get them loaded into your auto responder.
  • Get out and take new photos of your listings – then update your home for sale flyers and the information on MLS and/or your website.
  • Review the price opinions you prepared on each of your listings. Do they need to be updated and revised? If the true market value of any of your listings has changed, make an appointment to show the sellers what needs to be changed and why.
  • Create a new market report for your geographic area or your specialty niche. Then send it or hand deliver it.

Do you think you could accomplish all of that in just one week?

It’s really a tall order. So just throw a dart at the list and start there, doing as many tasks as you can that will generate your future business.

Wishing you boundless prosperity,

P.S. Want more ways to build your real estate business without spending a lot of money?

Read my e-book: 107 Ways to Build Your Real Estate Career on a Tiny Budget.

Have questions? Have ideas for future ezines? Write me at: marte@copybymarte.com