Jeff Lobb with SparkTank Media and Stacie Staub with West + Main Homes teach how to find new listings in the record low housing market.
1. Pain & Change
“You need to be looking for “pain & change” from people you know, because it indicates movement,” says Staub.
When you are on your Facebook feed, look for posts about life changes like, empty nester, new baby, divorce, and death. These are signs of “pain & change”.
“You will have an opportunity of becoming a genuine resource for these people,” says Staub.
Always focus on the people and their life events when scrolling through your social media feeds.
2. Coming Soon or Just Listed
Movement creates movement! All of a sudden, it just takes one house in a neighborhood going on the market for others to also consider moving.
Reach out to every neighbor, “hey did you see the Jones are moving? Would you like me to let you know what they list their home for as soon as we know?” Be a source for information in their neighborhood.
You will also want to “farm” the area. Lobb recommends using skip trace when farming the area. It will get you an email address and a phone number for homeowners. You may get a lot of wrong numbers, but stay focused on the right ones you receive. He uses overseas talent from Fiverr to do his skip tracing inexpensively.
3. Meet Up Groups
This is an old school method of networking, but it’s getting easier with everyone being forced on-line.
“Start your own group by setting up a Zoom link, and invite like-minded individuals who want to also grow their business like your plumber, lender, title person,” suggests Staub.
Meet regularly and ask your group if they know someone who is going to list their house. Let them know you’d like them to refer you. You nurture them and their people, and your sphere grows.
“People loved to be asked for their opinions and their referrals. Ask for a referral from others by saying you’re looking for a Vet for your group. Then ask the Veterinarian for a referral of an electrician, and watch as your group begins to grow,” says Staub.
The goal of real estate is to connect with people and take care of them.
