Getting a first listing client

March 12, 2019

When agents come into the profession for their first spring, they may not always know how to connect with a listing client. Fortunately, there are plenty of ways to make that process a little easier to deal with.

When you're just getting your start as a real estate professional, finding a first client who's looking to sell isn't easy. In fact, in this kind of buyer's market, it's not always simple for even the most experienced of veterans, according to Realtor Magazine. While anyone can tell you about the various options for contact management software or get leads from services or other agents, there's a lot more to actually converting those leads into listings.

Have the right mindset
One of the keys when it comes to turning a name on your computer screen into a selling client is to remember that every one is a potential client, whether you've sold 100 houses or zero. Even if you can't convert the first 50 people you contact, you might find a great, eager client on the 51st try, and it may be wise to use your own personal network to get that first referral. For instance, if a friend of a friend may be looking to sell, reaching out and establishing that connection could go a long way, since that person could be more likely to see you as someone they can trust.

In addition, it's usually a good idea to present this as something of a value proposition. That is, if you contact someone who is on the fence about selling, it can be beneficial to have a litany of reasons close at hand about why now is a great time to list, right as the spring shopping season is ramping up.

Digging in
Of course, to make that connection you will likely need to do plenty of research on every prospective lead, based on the features their houses might have and what comparable properties in the area are selling for, according to Marketing Artfully. That should be done even before reaching out, so that your first method of contact - whether it's an email, text or phone call - will be something that can really intrigue them. Even if you don't hear back, reaching out at least once a week with even more valuable information about why now is the time to sell may help push them in the right direction.

This might also be useful when new agents are trying to tackle the ancient art of the pop-by. After all, this exercise is all about getting your name and face out there, and making connections with people in your community. Even if the people you meet on your trip through a neighborhood aren't looking to sell, if you make a good impression, they may tell you about friends or famil who are considering listing their homes. The same may be true for people who already tried to sell homes without the help of an agent, or whose first listings didn't go as planned.

The most important attribute in finding that first client to guide through the real estate sales process is persistence. As long as you don't get discouraged and stick to the plans you lay out for yourself, you'll likely find success connecting with sellers.