3 Ways To Get Listings in a Red Hot Market

Many agents overlook these proven ways to get listings in a Hot Market. Hopefully, this blog post will help you realize that you can get listings, and show you how. So, without further ado, let’s dive into the strategies:

Strategy #1: Target Vacant Homes Owned by Out-of-Town Sellers.

A lot of people own homes they couldn’t sell during the recession. Today, the housing market has finally rebounded to the point where they can sell. And so they’re throwing their homes on the market — right and left.

In fact, you can use the Hot Market to your advantage. Ask the owners, “Did you realize you can finally dump that house you’ve been losing money on for years?”

Here are 2 reasons you should focus on them:

1. They can’t sell FSBO. OK — maybe they can. But, it’s a lot harder to sell a house FSBO when you’re out of town.
2. There isn’t much competition. You see, most Realtors are focusing on Expireds, FSBOs, and other listing strategies. They’re not focused on Vacant Homes. So, when you do find someone that wants to sell, you’ve got a much better chance of getting the listing.

Here’s proof this works:

Case Study #1:

An agent I know recently sold this Vacant Home for $272,000. The owner lived out of town. He contacted him, let him know what his house was worth, and the owner listed with him. It sold a few months later.   

Case Study #2.

An agent I know recently sold this Vacant Home for $240,000. The owner lived out of town. He had bought the house as an investment during the housing boom. He was forced to rent it for about 8 years - until the market recovered. The agent contacted him, told him what the house was worth, and showed him his marketing plan. The owner listed with him and it sold a few months later.   

Strategy #2: List Inherited Homes. Reach Out to People Who Recently Inherited a Home and Help Them Sell it.

A lot of people inherit a home each year. Most of them want to sell it.

Here is why you should target these listings:

1. There is little competition for these listings. Why? Because it’s hard to find the leads. It often takes hours of time poring over court records to find them. So, most agents aren’t willing to do it. But, if you’re willing to do the work, then you can get a lot of listings.
2. Many of the owners are out of town. So, they don’t have an established relationship with a local agent. Oftentimes, they’ll list with the first agent that shows up.
3. Most of the sellers are motivated. They just want to sell the house and get their money.

If you’d like more info on how to get these listings, then check out our guide: How To Find & Win Inherited Home Listings.

Here’s proof this works:

Case Study #3:

An agent I know recently sold this Inherited Home for $179,900. He found the lead, contacted the owner, and showed her his marketing plan to sell the house. She listed with him, and it sold a few months later.   

Strategy #3: Test Out a Weird Strategy for Getting Listings and Breaking into the High-End Market.

This one is a little weird. But, it’s the easiest way to break into a High-End market. Have you ever tried to break into the High-End market? I’ll admit. It’s a little challenging. Most High-End sellers list with established agents.  

So, you’re caught in a Catch 22. You can’t get listings unless you’re “established.” But, you can’t become “established” unless you’ve sold homes in the area. How does an average or newer agent become “established!?"

Here’s a little-known way to get established — even if you’re a nobody. And, it involves big commissions. For example, one agent recently got a $1.25 million sale from this. What’s the secret? List High-End Vacant Lots or Vacant Land Parcels.

Here's why you should target these listings:

1. There is little competition for these listings. Why? Because everyone else is focusing on the single-family listings, and overlooking the vacant lots. (Meanwhile, you’re sneaking under the radar and breaking into the market.)
2. Many of the owners are out of town. So, they don’t have an established relationship with a local agent. Oftentimes, they’ll list with the first agent that shows up.
3. Most of these properties will sell because the market is hot. Vacant lots often get a bad rap. It’s true that they are harder to sell than a house. But, a hot market alleviates that problem. Trust me, these listings sell in a hot market. I know from personal experience.   

Here’s how to get these listings:   

Step 1: Pick the High-End area that you want to focus on. I’d focus on just 1 or 2 areas to start.

Step 2: Find all the vacant lots or vacant land parcels in the area. You can often get a list from a data company like Melissa Data, PropertyShark, TheRedx, or MMT Info. You can usually find a data company by Googling “City Name Property Records.”

If that doesn’t work, then call the county. Your county’s Property Appraiser or Tax Assessor may provide the data to you.

Step 3: Reach out to those owners and see if they want to sell. You can simply call and ask.

Here’s a script you could use:

“Hi, is this [Owner Name]? This is [Your Name]. I’m a Realtor in [City]. I noticed you owned a vacant lot at [Property Address]. Right now the market in [City] is hot, and I wanted to see if you’d be interested in selling that property - provided you got the right price.

You’ll be surprised at how many want to sell. I’ve found that a lot of people bought the property planning to build their dream home there. And then plans changed and they aren’t building there anymore.

By now, I’m sure you’re excited about these opportunities. And you’re ready to get started. But, I’m going to make it even easier for you to get these listings. Let me explain.

I’m going to give you a free gift that will make it easier for you to get listings.

Here’s what it is. It’s a tool that will transform you into an expert. That’s right. A published expert who specialized in selling homes for top dollar. And, what seller doesn’t want top dollar for their home?!

I’m sure you’re wondering what this tool is. It’s a copy of my “Mini-Salesperson” that gets me listings. It’s a published book on how to sell a home for top dollar.

Here’s how the book will give you an edge when you reach out to sellers. For example, Sandi is using her books tool to list Inherited Homes. She gets a lot of referrals from Estate Attorneys. Every once in a while she is competing with another agent for the listing.

But, that’s not a problem because her book gives her an advantage. She goes into the listing presentation and immediately gives the seller a copy of her book. It makes her stand out from any other Realtors the seller may be interviewing.

Would you like to see how this works? I’ll give you a Free Copy of the book that will separate you from your competition so you can get more listings. Just click the button below to request your free copy.

Joe Nickelson is a real estate professional dedicated to helping home buyers and sellers achieve their dreams of owning property, and helping real estate agents stop using the sometimes-vicious tactics that weigh on their consciences. He believes that the Smart Agents books will, quite literally, change people’s lives for the better. Check out his full bio here!