Getting licensed is the first critical step in starting a real estate business in Washington State. However, soon after getting licensed and aligning yourself with a real estate brokerage, you must figure out how to get real estate listings – or you won’t last long as an agent (called broker in Washington).
The Washington real estate market has experienced population growth and economic development. Major metropolitan areas like Seattle, Bellevue, Spokane, and Tacoma continue to experience high demand, making them attractive to buyers and sellers alike. But how do you attract these buyers and sellers to your business?
Here are some actionable insights on strategies for brokers to help secure listings for their new real estate business. Spoiler alert! Success begins with building a robust network.
Key Takeaways
Building a Strong Network
- Leverage personal and professional contacts by regularly communicating with family, friends, past clients, and colleagues.
- Schedule regular informal meetings, like coffee dates, to discuss real estate needs.
- Actively request referrals from satisfied clients and maintain engagement through personalized communications like thank-you notes and newsletters.
Active Participation in Associations
- Join real estate associations like Washington REALTORS® to network and establish professional relationships.
- Regularly attend events, workshops, and seminars hosted by real estate organizations to build credibility and visibility.
Community Involvement
- Participate actively in local community events and charity functions to build your local reputation.
- Sponsor or volunteer for community initiatives to demonstrate commitment and attract trust from potential clients.
Building Your Brand and Providing Exceptional Service
- Develop a clear personal brand emphasizing unique skills, market knowledge, and exceptional customer service.
- Clearly articulate your unique selling proposition (USP), such as specialized neighborhood expertise or innovative marketing strategies.
- Leverage client testimonials and actively solicit referrals to build trust and credibility among prospective clients.
Online Marketing Strategies
- Create and maintain a professional, user-friendly, mobile-optimized website featuring updated listings and informative content.
- Regularly post engaging content and interact with audiences on social media platforms including Facebook, Instagram, LinkedIn, and TikTok.
- Implement SEO best practices to increase website visibility and attract organic traffic.
- Invest in targeted online advertising campaigns using platforms like Google Ads and social media.
Offline Marketing Techniques
- Execute targeted direct mail campaigns to reach specific neighborhoods with personalized postcards and brochures.
- Host regular open houses to facilitate face-to-face engagement and gather potential leads.
- Utilize strategic print advertising in local newspapers, magazines, and community publications to reinforce local visibility.
Leveraging Technology
- Employ Customer Relationship Management (CRM) systems such as HubSpot, Salesforce, or specialized real estate CRMs for effective lead management.
- Offer virtual tours and high-quality video marketing to attract both buyers and sellers by showcasing properties professionally.
- Utilize popular real estate apps and tools like Zillow Premier Agent, Redfin Partner Program, and RealScout for lead generation and market insights.
Strategies for New Agents
- Seek mentorship from experienced agents to gain practical insights and develop essential skills quickly.
- Start building a portfolio by assisting with rentals, smaller transactions, or co-listing opportunities.
- Continuously learn from seasoned brokers by observing their listing presentations, client interactions, and marketing strategies.
Addressing Common Challenges
- Combat market saturation by specializing in niche markets and consistently communicating unique strengths.
- Handle rejection by developing resilience, refining communication techniques, and viewing feedback constructively.
- Maintain motivation through structured routines, goal-setting, celebrating milestones, and ongoing professional development.
Building a Strong Network
According to the National Association of REALTORS® 2024 Profile of Home Buyers & Sellers, 88% of home purchases were made through a real estate agent or broker. The survey further shows that 40% of buyers found their agent through a friend, neighbor, or relative. Among first-time buyers, 51% relied on referrals from their personal network.
In short, knowing people matters in real estate.
Here are some tips for growing your business by growing your network.
Leverage personal and professional contacts
A solid network is one of your most valuable assets as a real estate broker. Begin by tapping into your existing network of family, friends, former colleagues, and past clients. Ensure everyone knows about your business and dedication to providing top-notch service.
Regular communication keeps you top-of-mind and can generate valuable referrals. Schedule regular coffee dates or informal meetings with friends, past clients, and associates to discuss their real estate needs or those of people they know. Use social events, personal gatherings, and everyday interactions as opportunities to remind people about your real estate expertise in a natural, approachable manner.
Encourage satisfied clients to share your contact information, actively nurturing these personal connections to build a continuous stream of listings. Send personalized thank-you notes, holiday cards, and informative newsletters regularly to maintain engagement and reinforce your presence in their minds.
Join real estate associations and groups
Active participation in associations such as Washington REALTORS® provides extensive networking opportunities. Real estate organizations often host events, workshops, and seminars where you can establish valuable professional relationships. Staying engaged positions you as a serious, dedicated professional and often leads to reciprocal referrals from peers.
Attend community networking events
Becoming an active community member significantly enhances your local reputation. Attend local networking events, community gatherings, and charity functions to build visibility. Volunteering or sponsoring local initiatives showcases your commitment to the community, making potential sellers more inclined to trust and list with you.
Building Your Brand and Providing Exceptional Service
How will you set yourself apart from other Washington brokers serving the same population? You can do so with a top-notch branding strategy – and by providing top-notch customer service. Here are some thoughts about those strategies.
Build a personal brand
Establishing a strong personal brand sets you apart from competitors. Clearly define your unique selling proposition, emphasizing your specialized knowledge, exceptional customer service, or innovative marketing methods. Consistent branding across all communication channels enhances your recognition and appeal.
Offer unique value propositions
Identify and communicate clearly the unique benefits of listing with you. Whether it’s expert neighborhood knowledge, innovative marketing, staging expertise, or exceptional negotiation skills, clearly articulating your unique selling proposition helps you attract more listings.
Leverage client testimonials and referrals
Encourage satisfied clients to provide testimonials, highlighting their positive experiences. Display these prominently on your website, social media profiles, and promotional materials. Actively ask happy clients for referrals, further expanding your listing opportunities.
Online Marketing Strategies
Make sure you understand what support your real estate brokerage will offer in regards to your professional website, search engine optimization, and ads. According to the NAR report mentioned earlier, 43% of buyers indicated that their first step was to look for properties on the internet. You can’t leave your online marketing strategies to chance.
Here’s how your website, social media presence, and targeted ad campaigns will help you gain more listings as a real estate broker.
Create a professional website
Your professional website is essential for online marketing success. It should be visually appealing, mobile-friendly, easy to navigate, and regularly updated. Include detailed listings, helpful resources, client testimonials, and informative blogs or market updates. Your website should reflect your brand’s professionalism and expertise.
Utilize your social media platforms
Social media platforms like Facebook, Instagram, LinkedIn, and TikTok are powerful tools for real estate marketing. Consistently share engaging content such as property photos, client success stories, and market insights. Interact with your audience through live Q&A sessions or behind-the-scenes videos, strengthening relationships and attracting potential sellers.
Implementing SEO best practices
Optimize your website for search engines by incorporating strategic keywords relevant to your target market (e.g., “Seattle real estate broker,” “homes for sale in Tacoma”). Regularly publish blog posts, property listings, and local market updates to improve your website’s search visibility and attract organic traffic. Hiring an SEO expert on your own might be a good idea if your brokerage doesn’t have a professional on staff. This will help you stay up-to-date on current strategies and avoid common pitfalls like keyword stuffing and overlooking technical SEO.
Run targeted ad campaigns
Online advertising platforms, including Google Ads and social media ads, enable precise targeting based on geographic location, demographics, and buyer interests. Leverage these tools to generate high-quality leads, directing interested sellers to your listings or consultation pages.
Offline Marketing Techniques
Because of the local nature of your business, you may earn leads using offline marketing strategies as well. Here are some tried and true methods of offline marketing strategies. We didn’t include cold calling, but that strategy should be a given.
Do direct mail campaigns
Direct mail marketing remains effective for targeting specific neighborhoods. Sending personalized postcards, newsletters, or brochures highlighting recent successful transactions reinforces your local market presence and generates listing opportunities.
Host open houses
Open houses are valuable opportunities for face-to-face engagement with potential clients. Well-planned open houses attract curious neighbors, prospective sellers, and buyers. Provide informative market materials and engage visitors in meaningful conversations to build relationships and gather potential leads.
Utilize print advertising
Despite digital dominance, print advertising in local newspapers, magazines, or neighborhood publications remains effective. A strategic print ad campaign reinforces your brand and increases your visibility among potential sellers within specific communities.
Leveraging Technology
Yes, relationships are at the core of a successful real estate business. But once you build your client list, you’ll quickly understand the need for technology to help with communication, marketing, and organization.
Again, ask your brokerage about the technology and training they provide for new agents. Here’s a taste of how technology can help you get more listings and better serve your clients.
Use CRM systems
Implement Customer Relationship Management (CRM) systems such as HubSpot, Salesforce, or a specialized real estate CRM. These platforms streamline communication, organize client data, and automate follow-ups, helping you manage leads more effectively and enhance client engagement.
Use virtual tours and video marketing
Offer virtual tours and high-quality property videos. These tools attract buyers who are moving into your market and impress potential sellers by demonstrating your commitment to using modern technology to market properties effectively. Share these visual tools widely on your website and social media.
Learn about other real estate apps and tools
Utilize industry-leading real estate apps such as Zillow Premier Agent, Redfin Partner Program, and RealScout. These apps generate leads, provide essential market insights, and enhance client interaction through advanced technological solutions.
Strategies for New Agents
Building your network, honing your marketing campaign, and getting good reviews takes time. Here are some strategies for new agents who need listings.
Find a mentor
New agents greatly benefit from experienced mentors who offer practical insights, guidance, and support. Seek mentorship opportunities through your brokerage or local real estate organizations to rapidly build essential skills and industry knowledge.
Build a portfolio
Initially, focus on gaining experience through rentals, smaller property sales, or co-listings. Each successful transaction adds credibility and confidence, building a robust portfolio to showcase to prospective sellers.
Learn from experienced agents
Observe seasoned brokers, noting their listing presentations, marketing techniques, and client interaction strategies. Continual learning from experienced professionals helps new brokers quickly adapt and succeed in competitive markets.
Frequently Asked Questions
How can I get more listings as a real estate agent?
Focus on comprehensive market knowledge, proactive networking, targeted marketing, outstanding client service, and leveraging advanced technologies to attract and secure new listings consistently.
What are the best marketing strategies for real estate listings?
The most effective marketing strategies include SEO-optimized websites, active social media presence, targeted online and offline advertising, direct mail campaigns, open houses, and impactful visual marketing through videos and virtual tours.
How do new real estate agents get listings?
New agents secure listings by leveraging personal networks, seeking mentorship, building credible portfolios, and actively participating in targeted marketing efforts. Continuous education and practical experience further boost new agents’ success rates.
What technology can help me get more real estate listings?
Technology such as CRM software, virtual tours, targeted online advertising, real estate apps, and advanced analytics tools significantly enhance a broker’s ability to attract, manage, and convert leads into listings.
Common Challenges and Solutions
While the most recent NAR Member Profile reports that 73% of REALTORS® are “very certain” and 19% are “somewhat certain” they will remain active in the real estate profession in the next two years, most brokers face career hardships. Here are some of the most common challenges brokers face – and a quick word on solving those issues.
Market saturation
Stand out by specializing in niche markets, providing exceptional service, and maintaining a consistent, targeted marketing strategy that highlights your unique strengths and market insights.
Rejection and objections
Develop resilience by treating rejection as valuable feedback. Regularly refine your communication and negotiation techniques to address objections confidently and convert hesitant clients into satisfied sellers.
Staying motivated
Maintain a clear routine, set achievable goals, celebrate successes, and continuously invest in professional development. Building motivation and consistency ensures long-term success and sustained growth.
Successfully securing listings requires a combination of market expertise, strategic networking, innovative marketing, exceptional client service, and effective use of technology. By applying these proven strategies consistently, Washington State real estate brokers can significantly enhance their listings and market presence. Start implementing these tactics today to achieve measurable success.
The most successful brokers don’t work in a vacuum. Instead, they are avid learners and continuously seek professional development and continuing education opportunities to grow their minds and businesses. Rockwell Institute has proudly served Washington real estate professionals for over 50 years. Our experienced instructors are industry veterans with 10-plus years of real estate education experience and are accessible by phone, email, or social for support.
Whether you need to get your license or complete continuing education courses to keep your license, turn to Rockwell Institute for help.
