A short monologue offering a practical, repeatable system for generating real-estate leads from FSBOs (for-sale-by-owner) and expired listings, plus strategies for agent attraction and past-client segmentation. Key tactics: build targeted databases, send weekly value mailers, use scheduled daily calls and a dedicated weekly "FSBO Friday" follow-up block, and scale via admins and CRM automation.
You put me in production, I would definitely do for sale by owners. The market's good or bad or whatever. There's always DIYers in every market that's just building a database and adding value to it. So you may only have 27, may take you four, five, six weeks to get that FSBO database up to 27. But every week you're sending out an item of value and every week you're giving a phone call and you're just saying, hey Sean, it's FSBO Friday. I'm following up with all my for sale by owners. See if you got any showings, if any challenges came up. Did you get that property disclosure I mailed over? Make sure you use that if you get an offer. And I'm here if you ever need advice and give you interview agents, I'm here. So you're just building a database for sale by owners. It's all a database. Same thing with agent attraction. Who are the agents I know? What's the level of my relationship? Do they have influence? And if you have a strong relationship and they have influence in the market, those are the kinds of agents we want to have conversations with because those are going to be your builders. Same thing for your database of past clients. If they're like a software soccer mom that is connected to every other mother and she's like the alpha soccer mom and she's not like a triple A in your database, you're missing an opportunity there and that's someone that you just treat a little bit differently than everyone else. So all of it's a database, but staying organized and doing as much of it as you can scale and you just push a button. Monday through Friday you're sending out the new first day mailer. You're making that day zero call Monday through Friday. And then every Friday you have a time block where you're doing all of your follow ups. It doesn't include the first week. So anyone that comes online Monday through Friday, they get a call. It could be up to what, 11 days later. So they'll get a call, worst case Monday and then they may get a call the next Friday. That's just a system that you follow. So your calendar, if you have an admin, they're going to send out the mailers, but in your CRM you're just going to sit down for your new business development time, you're calling your daily FSBOs and then every Friday you've got a follow up call scheduled in your CRM for your FSBO Friday calls. You're not thinking about where the business is coming from from. You're just building the database in real time and following it. Same thing with expireds. You're building a database direct mail. And with expireds? I never called them. I didn't like it. But calling an expired after you send an item of value is an easier call than just cold calling or calling old expireds.
