How To Get Real Estate Listings (Our Top 10 Picks)
Let’s talk listings (and how you can get them).
Agents must combine proven strategies with innovative approaches to connect with sellers and ultimately close the deal!
Today we share our top 10 picks for how real estate agents can generate listings.
- Our top 10 strategies to get real estate listings.
- Tips and tricks for every strategy.

Our top 10 picks for how to get real estate listings include:
- Consistent direct mail campaigns
- Networking and building relationships
- Working with expired listings
- Tapping into FSBO listings
- Home valuation landing pages
- Real estate farming
- Open houses
- Door knocking
- Follow up strategies
- Social media for real estate
1. Real Estate Direct Mail Campaigns
Direct mail remains one of the most reliable ways real estate agents get listings.
Unlike digital ads that are easy to forget, physical mail offers a tangible experience—homeowners can open, touch, and even store it for later. No digital ad can replicate this personal touch.
By consistently sending mail, you build a lasting presence within your sphere of influence (SOI) and farming area. If you’re looking for creative ways to market yourself, direct mail campaigns provide a proven method to make an impression.
Think about it. If the same real estate agent sent you a mail piece for 12 months (consistently); who would you call when you’re thinking about your next move?
Definitely not a random from Zillow.
Cost and effort:
There is an upfront cost for design, printing, and postage, but targeted direct mail campaigns can be optimized to reduce waste.
Wise Pelican provides direct mail subscription packages that allow you to send out monthly mailers without even thinking about them; no long term effort required
Results when successful:
Direct mail advertising is a long-term strategy that requires patience. However, the results can be astronomical. Kirk Weingartens, an expert REALTOR, got six listings within 12 months by implementing targeted direct mail campaigns with Wise Pelican.
Tips for maximizing your direct mail efforts:
- Start with your SOI: Create an exhaustive list of your SOI and start sending mailers to them. Someone you know might be interested in listing their home.
- Expand your reach to your farm: Focus your energy on a particular farm by sending regular postcards or newsletters featuring local market trends and recent sales.
- Highlight closing gift ideas for sellers: Add a personal touch by showcasing thoughtful gifts as part of your mailers to leave a lasting impression.
- Personalize your mailings: Use the recipient’s name and include specific details about their property or neighborhood to make your mail more relatable.
- Offer creative value: Incorporate creative ways to get real estate clients in your mailers, such as free home valuations, staging tips, or access to market reports.
- Mix up your formats: Vary the types of mail you send—postcards, newsletters, flyers, or even handwritten notes—to keep your audience engaged.
- Follow up (in a timely manner): Reinforce your message by following up with phone calls or emails after sending your mailings.
2. Networking and Building Relationships
Building a strong network is like planting seeds in a garden—you nurture relationships today, and they bloom into referrals tomorrow.
Most sellers prefer working with someone they know or who comes highly recommended. By tapping into your sphere of influence—friends, family, past clients, and community connections—you create a dependable source of listings without the constant hustle of cold calling.
Building strong connections within your community and industry can lead to referrals and exclusive listings.
The effort required:
Networking requires time and consistent effort but minimal financial investment. Attending local events, joining real estate associations, and participating in community activities are key activities.
Results when successful:
The trust and rapport developed through networking can result in a steady stream of referrals and repeat business, providing long-term benefits that far exceed initial efforts.
How to effectively network:
- Tap into your sphere of influence: Engage with friends, family, past clients, and community connections through personalized direct mail, phone calls, or casual meetings.
- Expand your route: Go to places you haven’t been before.
- Have a script for all scenarios: Take different paths during your daily routine, visit new spots around town, and connect with different people to increase opportunities for networking and referrals.
- Join local business associations: Participate in groups like the Chamber of Commerce or small business networking groups to expand your referral network.
- Stay engaged in the community: Host neighborhood meet-and-greets, attend charity fundraisers, and actively participate in local events to maintain a strong presence.
Nearly 40% of sellers found their real estate agents through referrals from friends or family, while about 26% chose an agent they had previously worked with for buying or selling a home (Source: NAR).
3. Working with Expired Listings
Expired listings are often those that struggle to find the right buyer, leaving homeowners frustrated and eager for a fresh start.
This is your golden opportunity to step in with a new approach and turn those expired listings into successful sales.
Start by identifying expired listings through your local MLS or real estate data providers. Then, craft a personalized message that acknowledges their past struggles and offers a clear, improved strategy to get their property sold.
The effort required:
Researching expired listings can be time-consuming, but the potential payoff is significant. Tools and platforms can streamline this process, making it more manageable.
Results when successful:
By approaching sellers with a complimentary market analysis and improved strategies, you can convert these listings into successful sales more easily than starting from scratch. Be ready with a few scripts that anticipate any pushbacks from the homeowner.
How to leverage expired listings:
- Identify expired listings: Use your local MLS to filter recently expired properties and set up automated alerts. Collaborate with title companies or real estate data providers for comprehensive lists.
- Reach out with a fresh approach: Offer a complimentary market analysis to demonstrate how you can position their property differently.
- Personalize your communication: Send personalized letters or postcards that feel like genuine conversations, sharing how you’ve helped others in similar situations.
- Show understanding and offer solutions: Acknowledge their frustration and present a new strategy to achieve the desired results, emphasizing that every listing has a second chance with the right approach.
4. Tapping into FSBO Listings
Many homeowners decide to go the DIY route to save on commission fees, but more often than not, they lack the expertise and network that a professional agent provides.
As a result, listings often stay on the market longer, leaving homeowners frustrated and causing properties to sell for less than their true value.
This is where you come in—offering the guidance and resources they need to successfully sell their homes.
According to NAR, around 15% of FSBO sellers struggle with pricing their home correctly, while 7% face challenges with understanding and completing paperwork, and another 7% have difficulty selling within their planned time frame.
The effort required:
Reaching out to FSBOs requires personalized communication and follow-up, which can be time-intensive. However, offering value through expert advice can differentiate you from other agents.
Results when successful:
Successfully converting FSBOs into listings can significantly expand your portfolio, as these sellers are often highly motivated to work with a professional agent.
Strategies to engage FSBO sellers:
- Identify FSBO listings: Check popular real estate websites like Zillow, Craigslist, Facebook Marketplace, and local newspapers. Drive around neighborhoods looking for FSBO signs or flyers.
- Break the ice with value: Send letters offering home valuations or smart marketing tips to capture their attention without being pushy.
- Provide expert advice: Help set competitive prices by analyzing recent sales data. Or offer staging tips on decluttering, furniture arrangement, and minor renovations to make homes more appealing.
- Be a resource: Even if they don’t choose you immediately, providing valuable information can lead to future referrals and opportunities.
5. Home Valuation Landing Pages
Imagine offering homeowners a free, instant estimate of their home’s value exactly when they want it.
A home valuation landing page does just that—it attracts potential sellers by providing immediate value and insights into their property’s worth.
It’s a win-win situation: they get valuable information, and you capture a qualified lead ready to list.
Cost and effort:
I won’t recommend developing a landing page like this yourself. There are plenty of companies that can provide home valuation tools at a cost. But once you have it you will have the ability to use it across multiple marketing channels.
Results when successful:
These landing pages generate qualified leads, as homeowners interested in their property’s value are more likely to consider listing with you.
Top tips for your home valuation landing page:
- Share it on all your marketing channels: Share it on social media, targeted ads on facebook, QR codes on postcards and letters, community boards, etc.
- Add a QR code to your business card:: Include a link or QR code to the landing page on your business cards for easy sharing during networking.
- Act instantly once you receive a lead:If a homeowner has completed their home valuation it’s important that you follow up as soon as possible (ideally within minutes). Prepare a script to convert them into a client or at the very minimum to stay in touch.
- Continue adding value to leads: AAdd leads to your email list, your mailing list, and keep them engaged with valuable marketing materials.
We’re currently developing a home valuation tool for REALTORS that will be 100% free. Create a free Wise Pelican account if you’d like to be notified when our home valuation tool is ready.
6. Real Estate Farming
Real estate farming is about being present consistently, so when homeowners think about real estate, they think about you first. By concentrating your efforts on one community, you build a reputation and become the go-to agent when it’s time to sell.
The key is consistency.
If homeowners see your face and name regularly—through direct mail, market updates, or local events—they start to associate you with real estate success in their area.
Your presence becomes a fixture. The agent who’s always there, always providing value, and always in the know.
Do this right, and you will continue benefiting from your farming efforts for years to come.
The effort required:
Do not underestimate the effort required for effective farming. Consistent marketing through signs, mailers, and local events requires dedication and cost but can be tailored to fit various budgets. Be selective about your farming strategies to balance your effort, time, and cost.
Results when successful:
By becoming a recognized presence in a targeted area, you build trust and familiarity, leading to higher chances of securing listings from local residents. Real estate farming combines multiple strategies to create a comprehensive and effective marketing plan.
Effective real estate farming strategies:
- Direct mail campaigns: Regularly send out postcards or letters to keep your name in front of homeowners.
- Local newsletters: Share monthly or quarterly newsletters with market trends, community events, and real estate tips.
- Sponsor community events: Increase your visibility by sponsoring local events like farmers’ markets, charity runs, or school activities.
- Host open houses and tours: Use open houses to meet neighbors and demonstrate your expertise in the area.
- Social media for local content: Share community news, highlight local businesses, and engage with residents on platforms like Facebook and Instagram.
- Real estate signs: Use signs strategically with “Coming Soon,” “Just Listed,” or “Sold” riders to showcase your activity. Get eye-catching real estate signs and place extras at key intersections to increase visibility and reinforce your presence as a local expert.
- Door Knocking with purpose: Introduce yourself to homeowners, offer market insights, or invite them to local events.
7. Open Houses
While open houses are primarily known for attracting potential buyers, they can also be an excellent strategy for generating future listings.
By hosting open houses you put yourself in front of potential buyers and local homeowners who may need an agent down the road.
Every interaction during an open house creates an opportunity for lead generation, which you can leverage for future follow-ups and business growth.
The effort required:
Hosting open houses involves preparation, staging, and marketing, which can be resource-intensive but highly rewarding.
Results when successful:
Open houses not only help in selling the featured property but also generate leads from attendees who may be interested in listing their own homes.
Maximizing Open House impact:
- Promote ahead of time: Use social media, email lists, open house postcards, signage, and community boards to spread the word about your open house.
- Create a welcoming atmosphere: Offer refreshments, play music, and ensure the home is clean and inviting to make guests feel comfortable.
- Engage with visitors: Greet everyone personally, provide information about the property, and ask questions to gauge their interest in selling or buying.
- Have a sign-in sheet: Collect contact information to follow up with potential buyers and sellers who attend.
- Showcase your knowledge: Share insights about the local market, recent sales, and neighborhood amenities.
- Follow up promptly: Send a thank-you note, email, or call attendees to maintain the connection and explore potential opportunities.
- Use open house materials: Hand out flyers and brochures that highlight helpful information about the property and your services.
Get An Open House Sign And Make It Official
8. Door Knocking
There’s a lot of misinformation floating around about door knocking, particularly the claim that it’s no longer effective in generating listings.
The truth is that door knocking remains one of the most direct ways to meet potential clients and grow your business—especially for agents willing to put in the effort. It’s free, allows you to reach as many people as you choose, and provides invaluable practice in face-to-face interactions.
That said, it’s important to acknowledge that door knocking can be tedious, especially for those who aren’t comfortable with repetitive tasks or being out in challenging weather.
In reality, door knocking continues to provide agents with some of the best leads available, making it a strategy worth serious consideration.
The effort required:
This method takes consistent effort and a bit of resilience. While it may not be for everyone, we encourage you to give it a fair shot—try at least 100 knocks before deciding if it’s the right fit for you. The opportunity to connect directly with homeowners makes it a highly personal and effective way to generate leads.
Results when successful:
Face-to-face conversations often lead to a higher success rate in securing listings from homeowners. Even if you don’t get a listing or lead, you still made a personal connection that could turn into a client within the future.
Tips for effective door knocking:
- Timing is everything: Knock during late mornings or early evenings when people are more likely to be home.
- Bring something of value: Hand out market reports, neighborhood updates, or small gifts to break the ice and give homeowners a reason to remember you.
- Have a simple script ready: For example, “Hi, I’m [Your Name] from [Your Agency]. I’ve been working with buyers and sellers in this area and wanted to introduce myself. Are you curious about what homes like yours are selling for right now?”
- Be prepared for objections: If someone isn’t interested, respond with, “No worries! If you ever have questions or need any advice, feel free to reach out. Here’s my card.”
- Follow up after the visit: Send a postcard or letter thanking them for their time and keep the door open for future conversations.

9. Follow-up Strategies
Consistent follow-up is key to converting leads into clients. No matter how good your first interaction is, it’s what you do afterward that counts.
Let’s face it, life gets busy. You’re hosting open houses, running comps, negotiating deals, and doing a thousand other things. But if you don’t have a reliable follow-up system in place, you’re letting potential business slip through the cracks.
The key is consistency.
If you’re regularly reaching out with helpful information—whether it’s answering their questions, providing market updates, or offering advice—you keep yourself top of mind. Over time, this builds trust and positions you as the go-to agent when they’re ready to buy or sell.
The effort required:
Don’t underestimate the effort involved in maintaining a solid follow-up strategy.
It requires setting up a system for reaching out regularly—through calls, emails, or texts—and tailoring your communication to each lead’s needs.
Automation can help, but personalization is what truly makes an impact.
Results when successful:
The more value you provide over time, the more likely your leads are to turn into clients. By staying engaged with potential buyers and sellers, you’re increasing your chances of converting them into clients when they’re ready to take the next step.
Effective follow-up strategies:
- Immediate outreach: Send a thank-you message or follow-up call within 24 hours of meeting a new lead.
- Regular check-ins: Space out follow-ups over days, weeks, and months, depending on the lead’s timeline. Be consistent without being overwhelming.
- Add value: Share market updates, home valuation offers, or local community information that can be helpful to the lead.
- Use multiple channels: Mix up your outreach between phone calls, emails, texts, and even direct mail to stay top of mind.
- Personalize your communication: Tailor your messages based on the lead’s specific needs, whether they’re a buyer, seller, or just exploring the market.
- Track and adjust: Use a CRM to manage follow-ups and keep track of each lead’s status, adjusting your strategy as needed to stay relevant.
10. Social Media Strategies
With platforms like Instagram and TikTok, you have a direct line to potential clients, and the best part? It’s free. But to make it work, you need consistency.
The key is staying visible.
By posting regularly—whether it’s property highlights, market updates, or even behind-the-scenes looks at your day—you keep yourself in front of your audience.
Over time, they’ll begin to see you as the go-to expert in your market. And when they’re ready to buy or sell, they’ll think of you first.
The effort required:
It does take time to craft meaningful posts and engage with your followers. But with scheduling tools and a bit of planning, you can streamline the process. It’s all about creating a sustainable rhythm.
Results when successful:
With regular, engaging content, you can turn your followers into clients. It won’t happen overnight, but if you stay consistent, social media will help you build a steady stream of leads.
Effective strategies for social media success:
- Post property highlights and market updates.
- Share behind-the-scenes content to show your personality.
- Engage with your audience through polls, questions, and comments.
- Use tools to schedule posts and stay consistent.
- Build your presence across platforms like Instagram, TikTok, and Facebook.
The Bottom Line: All Marketing Strategies Work
In the end, all marketing strategies work.
When you put in the effort, you can easily generate real estate listings within the first few months. Simply be consistent and focus on a mix of strategies that balance effort and reward.
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