How to Get Listings: 21 Luxury Listing Agents Spill Their Secrets

“My very first listing was my neighbor across the street. We had a personal connection, and she felt comfortable taking a chance on me. I was also working with a mentor that was well-established, so I had his name behind me as well. That gave me the confidence to really present this listing in a way that I knew I could sell it.”

“One thing that comes to mind that I would have changed was my outlook on doing open houses. I always looked at open houses as an opportunity to pick up a buyer but never to pick up a listing. I wish that I had thought about it in a different way, and consider that this was an opportunity for me to meet neighbors, tell them about what I could do for them, and potentially pick up additional listings in the area.”

“Here’s my rule of thumb: If you have one listing, you should walk away with a sale and pick up at least one more listing in the neighborhood. I know that now—I didn’t know that then.”

“The biggest piece of advice I have is to increase your product knowledge. If you know the area, know the price per square foot, know what things are selling for, all of this will work to your advantage in a listing appointment. If you can get face time with a homeowner looking to sell, you have a few minutes to make an amazing impression.

“Make sure you walk in there with guns blazing. Figure out what makes you unique and capitalize on that. You have to establish yourself as an individual, someone who knows what they are doing, and most importantly, someone who can sell that home.”

“I was living on the Upper West Side when I got my first sale listing at 120 Riverside Blvd., #16J. I sold it for $1.475 million in 2006, not long after I started my career as a broker assistant in 2005.

“I recall the top agents in my office telling me at the time I was crazy to compete with one of the top brokers in the industry and neighborhood with no sales track record. However, I won the listing because the owner believed in me and my marketing skills.”

“I was driven and knew I could do the job better than the rest, despite others disbelieving in me. It ultimately pushed me even harder to succeed having very little money in my pocket after moving to New York on my own in 2000, not knowing a single soul here and in deep debt from attending NYU Grad School.”

“The landscape for new real estate agents today is hard, not necessarily harder, but in terms of getting new listings, the expectations have changed as sellers have different tools and more options they refer to when they look to hire an agent to sell their home.

“There is no set ‘standard’ per se. Sellers have more resources and more options for them to be selective as the internet, social media, real-world social connections (not social media, that is), track record, connections to buyers, marketing skill and level, customer service, etcetera play some or no part in their decision when hiring an agent to sell their home.

“As these factors affect a seller’s decision when hiring a new agent, if I was a new agent in today’s real estate market with no track record, I would build on my marketing skills, customer service, and show a seller how I would work and hustle harder than anyone else to get the job done.

“If you present yourself this way as a new agent, you can win over a listing and get the opportunity to do your best work to grow personally and professionally.”

“The advice is to never let your guard down on expectations, don’t overpromise and underdeliver, and don’t count on luck as it’s far and few in this industry. Show your strength, everyone has their own set, and find what qualities you love about being a real estate professional and work hard on building that.

“For me, it is working on my marketing and providing great customer service and communication with my clients. If you build quality long-term relationships with your clients, referrals will also come in and you will be able to build your business faster. And last but not least, never forget to think outside of the box and hustle with dignity.”

“I got my first listing from a Just Sold postcard, as a result of my first-ever sale in real estate in 2014 in a condo building on the Galt Mile. The owners kept my Just Sold postcard for three months, as they were here seasonally, and then proceeded to call me three months later.

“They recognized that my name was of Dutch origin and called me because they were also of Dutch origin. The family was in their 80s and had bought the unit from the husband’s mother, who was the original owner. This condo had never been sold since it was built in the early 1970s by the developer.”

“The family were the kindest people ever and they gave the listing at our first meeting. I then called a Canadian buyer client who bought before it went on the MLS. I was also the buyer’s agent and got both sides. I am still in contact with this family and the family who bought it from me and who still own it.”

“I would’ve learned how to use social media and drip campaigns sooner, as staying in front of your sphere of influence is key to staying top of mind.”

“My best advice is to always be real and know your stuff. Ask your buyers where they reside upfront and offer to help them sell their property or work on it with another agent who specializes in their area. Show them you know your stuff and want to help them make the transition possible.”

“I got my first listing door knocking. I dropped a flier on the door after no one answered the door and I got a callback. Now it’s a little different, we do a combination of the new school and old school. We mail out to the areas that we cover. Approximately 5,000 mailers a month and we do Google pay-per-click mixed with retargeting on social media.”

“I would focus on social media a lot more and start with my sphere and make sure I have a strong plan to reach out to them. I would go to the app MCBackUp Pro and export all of my contacts from my phone into a customer relationship manager (CRM).”

“The one thing that the consumer is wary of is ‘Commission Breath.’ They can smell it when agents who are money-hungry are talking. They can also smell ‘Commission Perfume’ where your actions create an environment where they can smell that you need the commission. The best thing you can do is to shut up and listen to their needs and talk about how you will authentically help them with what their challenges are. Usually, it’s netting them the most money in the least amount of time with less hassle.”

Matthew Cohen, Brown Harris Stevens Manhattan

Consistently ranked among the top brokers in the business, Matthew Cohen was recognized as one of the youngest real estate brokers in New York City to surpass $100 million in sales in his first four years in the business.

Here’s Matthew’s story about getting his first listing and his advice for new agents:

How did you get your first listing?

“I actually got my first listing from a wonderful guy I went on a first date with many years ago. He and I did not connect romantically, but he said he was so impressed by my knowledge of the market and passionate energy that he could not think of a better agent to give the listing to.”

If you were just starting out today, would you do anything differently?

“The only thing I wish someone would have told me is how important having balance is in a business like real estate, which can be 24/7. I now do SoulCycle almost every day, which is very therapeutic for me, and allows me to start every day with a clear mind and soul.”

What advice do you have for agents looking to become listing agents?

“I give the same advice to all of the newer agents that I mentor and assist. Be as knowledgeable as you can be about the NYC market, let your passion for the business always shine bright, and you never know where business is going to come from.

“Put everything into every single detail of a transaction with your client—showings, open houses, and so on. Attention to detail and caring more than any other agent will always produce referrals, which will then roll into more business. I attribute much of my success in my career to making my business quality-oriented, not quantity-oriented.”

Gloria Carmona, Director, Estates Division at Compass

An internationally recognized agent who has represented some of the finest luxury properties and developments in Los Angeles, Carmona relies on a deep cultural and market knowledge to work with HNWI (high net worth individuals) from around the world.

We asked Carmona how she got her first listing and what advice she had for agents looking to learn how to get listings on their own. Her story will definitely be inspirational to any agent who is using shoe leather to work a farm area:

How did you get your first listing?

“I was planting flags on Memorial Day weekend, absolutely exhausted and almost with a feeling of humiliation since I did not enjoy walking the streets and putting the flags on people’s front yards with my card on it. I ended at 5 p.m., went home, and cried for two hours trying to find what my next career could be. The same night, I got a call from a neighbor who absolutely loved that I had the thought (which I didn’t, my manager told me to do so) to do something so meaningful. He was not quite ready to sell the house, yet that was a sign for him that he had found the right agent to sell his house.”

If you were just starting out today, would you do anything differently?

“YES. It would NOT be a second job, I would devote myself to real estate only and work 10 hours a day, seven days a week, of which 60% of the time would be invested in EDUCATING myself about all aspects of real estate.”

“A license DOES NOT make you a real estate agent. Education, learning, and studying the business will. I would be the most knowledgeable agent I could be.”

What advice do you have for agents looking to become listing agents?

“Contrary to popular belief, you do not have to become a listing agent to be successful in real estate. I work mostly with international buyers and although I now also have listings, I had a very successful career when I was representing buyers only. If you just want to be a listing agent, invest in yourself more than you invest in your career, become the most knowledgeable agent, and be prepared with facts to know more than any experienced agent. The number of years on the business will never equal current knowledge of how real estate is handled. LEARN, LEARN, LEARN–READ, READ, READ.”

Sean Moudry, Colorado Broker, Author, Real Estate Coach & Close Contributor

Sean Moudry, or as he’s known around our office, “the hardest working man in real estate,” has built a truly inspiring career over his 27 years in the industry. Starting as an agent in Colorado from humble beginnings, Sean worked his way up to become a REALTOR 30 Under 30 agent, Broker Owner, real estate coach, consultant, sought-after speaker, author, and star contributor to The Close. Of course, like most agents on our list, Sean didn’t start out as a superstar agent:

How did you get your first listing?

“My first listing was in my second full year in real estate. It was a past client and I was so unsure of myself that I only charged $900 in commissions.”

If you were just starting out today, would you do anything differently?

“I wasn’t proficient with my listing presentation until I went on at least 20 listing appointments (and failed at most of them). As a new agent, I would shadow as many listing agents who would allow me to until I felt I was ready to present flawlessly.”

What advice do you have for agents looking to become listing agents?

“I would advise new agents to take a step back and really think through how they are uniquely positioned to help sellers, before trying to become a listing agent. Matching with buyers is relatively easy—they just want someone they like to open doors and walk them through the transaction. Working with homeowners is much more complicated.

“A homeowner’s choice of agent is driven more by what you offer and how it benefits them. But be careful not to try to offer everything to everyone, which is why focusing on your own mission, vision, and values is a crucial first step to getting the right sellers to resonate with you and hire you.”

Alan Taylor, Estates Director l Executive Director, Trust & Probate Division, Compass

One of the highest-producing agents in the San Fernando Valley, Alan comes from four generations of real estate professionals and is one of the top 1% of agents nationwide for production.

Here’s Alan’s story about his first listing in the industry (hint: shoe leather won the day) as well as his advice for new agents and buyer’s agents:

How did you get your first listing?

“It’s a long story, but my first listing came from my farm area. It was an expired listing, I was in my first year, had no clue how to take a listing, but I was partnered with my father, a veteran Realtor and office manager of Prudential California Realty.

“I must have knocked on her door 10 times before I finally got the appointment. When she came to the door, she shared some sense that she and her husband would be open to speaking with my dad and me when they were ready. Unfortunately, it took forever for that time to come, so I kept driving over to her house and knocking on her door. After a few weeks of knocking, she even said to me:

‘Alan, if you knock on my door one more time, I promise you, I will not give you my listing.’

“Even though I think she said it in a fun way, I did take a couple of weeks off. But, of course, when I came back I knocked again, and she was not thrilled, to say the least. That said, she ultimately appreciated my tenacity and agreed to interview my dad and me and we got the listing.”

If you were just starting out today, would you do anything differently?

“I can’t say that I would do anything differently. I think that I did all of the things that a new agent should do. I adopted a farm right away, got heavily involved in the community, became a police community representative (PCR) for the Van Nuys police division, held neighborhood watch and city councilman meetings, and was even on the public safety committee for a while. I rolled my sleeves up, met a lot of people, and engaged right away.

“I also was in a couple of different networking groups with attorneys and CPAs and was in a constant state of growing my database and relationship-building, and that is exactly what you need to do. Meet a lot of people, develop relationships with them, and show them that you’re the right person to call when they or a friend needs help.”

What advice do you have for agents looking to become listing agents?

“For new agents trying to get listings, the absolute best thing you can do is partner with a team, or a well-known listing agent, to make sure you get a listing in the first place. Too many agents don’t want to give up any of their commission to a team leader, but at the end of the day, it’s better to get something and build your career than get 100% of nothing.

“The other thing that you must do is go on as many listing appointments as possible. You should also shadow a top agent if at all possible, and take the time to build your property marketing plan. It should be a four- to five-page document with 50 bullet points that cover your marketing plan and what you bring to the table as a listing agent.

“When you’re actually on a listing appointment, you need to be able to explain why your brokerage is the best for their needs, and, more importantly, why your marketing plan is the best marketing plan to get their home sold quickly and for top dollar.

“It takes a lot of practice, but if you really work on it, role play, practice, and prepare for it, you’ll be ready to crush any listing appointment that you land. Once you get on a roll, closing sellers becomes second nature. All it takes are those first few yeses and the willingness to commit to becoming a better agent.”

“It’s really a choice that you make—a decision to spend your time working on a listing presentation with no appointments versus calling that buyer back. It’s opportunity cost; sometimes you have to give one thing up to get something else.”

“For seasoned buyer’s agents, I would offer the same advice, perhaps with the caveat of being more selective with the buyers that you choose to work with so you can spend more time focusing on your listing business, marketing plan, and listing systems that will support your business. At the end of the day, you have to build it. If you build it, they will come.”

Louis Adler, Principal & Co-founder of REAL New York

A Brooklyn native and the Principal and Co-founder of Manhattan and Brooklyn Brokerage REAL New York, Louis Adler has done everything from working with influential property developers like the Durst Organization on new developments to starting a multi-family portfolio in Brooklyn to working the largest sale in Downtown Manhattan’s history, a $55 million penthouse suite.

Here’s Louis on nabbing that all-important first listing, and his advice from a broker’s perspective on becoming a listing agent.

How did you get your first listing?

“By genuinely communicating to the seller that I have a large pool of buyers who may be interested in the property before it gets on the market. And by being honest with them about the fact that it would be my first listing, which will result in 100% attention. It is always good to work with an agent that has something to prove.”

If you were just starting out today, would you do anything differently?

“I would try to pair with an experienced agent, as their knowledge and expertise would help to ensure you’re not making any mistakes along the way.”

What advice do you have for agents looking to become listing agents?

“The old saying ‘Agents that list, last’ is so true. Agents with listings have a better chance of gauging the growth of their business and also have the ability to forecast their income.”

Leilani Serrao-Baker, Douglas Elliman California

How did you get your first listing?

“My first listing came from my sphere of influence.”

If you were just starting out today, would you do anything differently?

“No, I interviewed extremely seasoned agents/brokers and found an incredible mentor who taught me how to be a listing agent who puts clients’ needs first and who implements strong, productive techniques to achieve the best possible results for clients. That gave me the confidence to go after listings.”

What advice do you have for agents looking to become listing agents?

“Don’t settle. Find a mentor who is passionate about teaching and guiding you. Don’t give up. Most people give up right before they hit gold.”

Aleksandra Scepanovic, Co-founder & Managing Director, Ideal Properties Group

How did you get your first listing?

“It was a long day of cold calling. I had been listening to my partner making calls for a few months prior. He has an incredible, extremely light and persuasive phone manner … so I tried my hand at it, and succeeded. It was a rental listing that turned into a set of 12 rental units before the day was over.”

If you were just starting out today, would you do anything differently?

“Nothing, truly. I’ve done my share of heavy lifting, on the phones and off.”

What advice do you have for agents looking to become listing agents?

“Remember that you’re talking to people, and treat your sellers and landlords the way you’d want them to treat you. If you see leads as a source of a commission check—you’ll fail. It’s a fairly easy thing to do, if you’re a seller or landlord … spotting an agent disinterested in your needs, and only interested in your property.”

“Also, and I’m sure you’ve heard this a gazillion times before (which doesn’t make it less true)—persist. Follow up. Make yourself available. Make yourself truly interested. Make yourself an ally.”

Gill Chowdhury, Warburg Realty Manhattan

Starting his career in real estate at just 20 years old, Gill quickly rose through the ranks in the ultra-competitive Manhattan real estate market. Today, Gill is the team leader of the Chowdhury Team at one of New York City’s oldest and most prestigious luxury brokerages, Warburg Realty.

Here’s what he told us about his first listing as well as his advice for newbies.

How did you get your first listing?

“My first listing came by chance. I listed a rental in a building where properties were also sold. An owner approached me asking for a price opinion. I had assumed they meant for sale and so prepared the information. When they shared they were considering renting it, I simply asked if they would also consider selling it. They decided it made more sense to sell and I sold it!”

If you were just starting out today, would you do anything differently?

“Join a team. It’s unlikely that the brokerage will provide the support that a green agent in today’s environment requires. Joining the right team will give you the framework needed and connect you with revenue-generating opportunities more frequently and faster than you would be able to realize on your own.”

What advice do you have for agents looking to become listing agents?

“Ask yourself why anyone would list with you? Identifying valid reasons that can resonate with both a seller and your authentic self is incredibly important. Once that’s done, make contact with motivated sellers and ask for a listing appointment. The secret to receiving is asking!”

Scott James, Douglas Elliman California

How did you get your first listing?

“I received my first listing by being persistent with acquiring a buyer for a prominent property in Pasadena. The owner was impressed and I was given the opportunity. Alongside my co-listing partner, we had it in escrow within seven days!”

If you were just starting out today, would you do anything differently?

“Attend more open houses in different cities to have a better understanding of the overall Southern California market conditions with the agents respectfully hosting.”

What advice do you have for agents looking to become listing agents?

“With new agents, I suggest bolstering your social platform! Establish a strong social link to your circle and spread it out with Google, Instagram, Facebook, and so forth. With seasoned buyer’s agents looking to establish as a listing agent, simply reach out to your client sphere that you have built on the buy-side and see who’s looking to sell, and ask for referrals from your clients that had confidence in you to help secure a purchase. It’s all about relationships and confidence in yourself!

“My personal approach to this question, however, is to start early with both sides.”

“Establish a strong bond to both sellers and buyers as they are all relative to the end game of making parties satisfied with their wants and needs!”

“My current numbers reflect a balance with a slight edge to seller’s representation. However, my advice would be to try to react to the current market conditions and adapt when it’s a buyer’s market vs a seller’s market.”

Andrew Obrien Matina, Douglas Elliman Manhattan

An Elliman agent in Manhattan, Andrew’s clients include political leaders, NBA All-Stars, entertainers, born and raised “Manhattanites,” “Brooklynites,” and “transplants” from around the United States, Europe, Asia, Canada, South and Central America, and Australia.

How did you get your first listing?

“​As a new agent at a relatively small shop brokerage who had an interest in new construction condos on the Williamsburg waterfront, I found myself pitching against big teams from the big blue-chip firms like the Douglas Ellimans, Corcorans, and Halsteads of the world. Even though I wasn’t winning listings, I was getting sales pitch opportunities.

“I was fortunate enough to impress one of NYC’s top producers, who convinced me to join Douglas Elliman. Aligning myself with some of the top agents in our industry along with the brand power and prestige of Douglas Elliman is what ultimately led to winning sales listings. Customers have confidence in our brand. Every pitch used to feel like an uphill battle; now it feels like it’s ours to lose.”

If you were just starting out today, would you do anything differently?

“I would have joined Elliman sooner. I thought I’d get lost in the shuffle if I joined a big firm with no experience. Instead, I joined a much smaller firm, which didn’t have nearly the amount of training and support that Elliman has to offer. The biggest difference about being in an Elliman office is access to top producers.”

“Once I got my first big sales pitch as an Elliman agent, I went out and got the biggest agent I could find to go and pitch with me. I got to hear the conversation, which was eye-opening. It changed my entire approach to how I interact with sellers.”

What advice do you have for agents looking to become listing agents?

“There are a million avenues one can travel in real estate. There’s no one way to be successful—some agents build entire careers out of specializing in one sliver of the market—whether it be new dev, condo resales, co-ops, commercial, multi-families, or even rentals. I would focus on going in the direction you’re most interested in—then finding the people in positions you want to get to and ask for their help.

“Don’t be too proud to ask for help. Check your ego at the door. Anytime you get an opportunity to pitch a seller, recruit the best agent you can to go with you and offer to split 50/50. Don’t choose the agent with 50 glittery sales listings that are all in one new development—choose the agent who has 50 different property listings. Those are the agents who can teach you how to pitch to anyone, anytime, anyplace.”

Andrea Wernick, Warburg Realty Manhattan

As a former New York City school teacher and advertising industry veteran, Andrea Wernick was destined for Manhattan real estate greatness. She combines razor-sharp business savvy with the nurturing and supportive spirit that every great agent needs. She even finds the time to help inspire women as a lifestyle coach.

Here’s Andrea’s take on starting out as a listing agent and her advice for those who want to make the transition from buyers agents:

How did you get your first listing?

“My first listing came from sending out postcards. It was a large two-bedroom. I try to send out postcards every three months to keep in touch with buildings I’ve worked in and my sphere of influence.”

If you were just starting out today, would you do anything differently?

“I would do exactly the same thing—send out postcards and use Warburg Realty’s Marketing department to your fullest advantage. You need to market buildings so people get to know who you are. How else will they know to call you? Especially if you’re a new agent!”

What advice do you have for agents looking to become listing agents?

“The best advice is to self-promote, either by traditional advertising such as mailers (postcards, letters) or even print ads in local newspapers. However, you really must become fluent in social media. That’s the only way you will let the planet know who you are! I am constantly posting something that has to do with real estate at least once a week on my LinkedIn, Instagram, and Facebook.”

“I also suggest if you don’t have a huge sphere of influence to join a club or a social group and try to meet new people every week. It’s a lot of work and it takes time but eventually, you will get a listing. The key to real estate sales is to be consistent! As they say ‘You need to be in it to win it!’”

Jacob Wood, Douglas Elliman Manhattan

How did you get your first listing?

“The first-ever buyer I helped close got engaged, and we sold his studio four years after purchase. Most buyer’s agents start out working with studio and one-bedroom buyers, and the upside of this is that those buyers tend to be ready to sell in four or five years.”

If you were just starting out today, would you do anything differently?

“What I’d do differently would be to keep up with my old leads and clients better. Renters over 30 with good income and job security will become buyers in a few years, and buyers who weren’t ready when we met will be ready a year or two later, especially if they were priced out of the market a couple of years ago.”

What advice do you have for agents looking to become listing agents?

“My advice for new agents would be to get in front of buyers any way you can. Help seasoned agents with their open houses and follow up relentlessly with the buyers you meet.”

“My advice to seasoned buyer’s agents would be to follow up with your old buyers! They become sellers before you know it.”

Zachary Stackell, Douglas Elliman Manhattan

How did you get your first listing?

“My first 2.5 years as an agent were spent representing buyers, renters, and showing apartments for listing credit with senior agents. I needed to get my feet wet, so helping anyone I could was how I got started. After a few deals representing buyers (and two years in the industry), I got my very first listing. It came as a result of a marketing campaign I created: sending postcards with old pictures of the street where the building I was targeting was built.

“The postcards were handwritten explaining who I was, how I lived down the road, and how I would love to be the reader’s broker. It worked very well. I met my very first (all my own) clients and signed my first listing, starting my business of being a listing broker. I was nervous and overprepared for the pitch; I stayed and spoke to the owners for three hours. They signed that day.”

If you were just starting out today, would you do anything differently?

“If I were starting in the business today, I’d spend less time online and more time out in the field and meeting people. I’ve realized that knowing and being a part of a community is the most important thing for a mindset and thus a business. While it’s imperative to have a social media/online presence, I think spending less time online and more time knowing your stuff is the way to go.”

What advice do you have for agents looking to become listing agents?

“The biggest tip I have on becoming a listing broker would be to know how to feel at ease with yourself—and your knowledge. There were pitches I went on where a mild sense of insecurity translated to me losing the listing.”

“Focus on mindset, know the facts without studying the facts, and be of value to your clients. There are thousands of brokers vying for your listing—what makes you different and valuable? If you can answer that question confidently, that’s 90% of the battle.”

Marco Gervasi, Douglas Elliman Long Island

A Long Island native previously working in the hospitality industry, Marco was ranked a Top 20 Under 40 agent by The Young Professionals Network (YPN).

How did you get your first listing?

“My first listing came about from a Facebook message. When I got my license at Douglas Elliman and promoted myself on Facebook, a friend from high school reached out to me to sell his home. What a memorable first listing it was! Started as a regular sale that turned into a short sale, which, of course, I’ve never done. That experience alone gave me the confidence to take on anything. ‘If I can handle that, I can handle anything.’”

If you were just starting out today, would you do anything differently?

“If I were just starting out today, I would capitalize on exposure through social media and other avenues. As a newer agent, portray yourself to the public so they can know and trust you on a more personal level.”

“Also, follow up … follow up … follow up! In the beginning of my career, that was something I lacked. In October, a friend would say I’m interested in selling or buying and come May, I’d see their home is already for sale or that they bought something.”

What advice do you have for agents looking to become listing agents?

“As for advice to new agents trying to get listings—work, work, work hard! I was mainly a buyer’s agent selling to my friends within my immediate sphere, but I kept in front of their faces for referrals. If I didn’t have business or a strong pipeline building, I would fill my weekend with open houses and advertise them as if they were my own. Eventually, people thought I was busy and would reach out for advice. No one knew who I was, but speaking in the third person is incredibly powerful. Obviously with permission from the listing agent, but the saying ‘fake it till you make it’ holds true.

“Lastly, be goal-driven with an expiration date. I had in front of me every day a pull-down starting from 12 (12 contracts), and when I would get something in contract, I’d tear it in front of everyone in my office during my meeting. Being accountable for what you do and don’t do is incredibly important. Now, I’m getting referrals, which is amazing. Sharing testimonials and clients’ experiences is so powerful when people decide to take a leap of faith with you.”

Marjorie Tornatore, Douglas Elliman Long Island

After working on Wall Street for 19 years, Marjorie discovered her passion for architecture and interior design and signed on with Douglas Elliman. She was named agent of the month in May of 2021.

How did you get your first listing?

“I did cold calls when I started.”

If you were just starting out today, would you do anything differently?

“What I would do differently is stick to the market price shown on my comps, not just agree with the high price the customer thought we should sell at. Biggest mistake! Wasted a lot of time and dollars.”

What advice do you have for agents looking to become listing agents?

“Be patient, work with buyers, and observe the whole process. Do case studies on how you could have seen those unforeseen issues if you were the listing agent. Create a checklist.”

Janine Gershon, Douglas Elliman California

A Stanford graduate and Los Angeles native, Janine transitioned from property management to sales and is now a top agent at Douglas Elliman in Beverly Hills.

How did you get your first listing?

“My mother was a very prominent Realtor in Beverly Hills, and I had been representing one of her clients as a buyer’s agent. That client preferred to have me list her property as I was closer to her in age and thus mindset. My mom strongly encouraged me to take the listing. I tried to pass the entire commission on to my mom since it was her client, but she insisted that I share in the commission. I discovered that I very much enjoyed representing the listing.”

If you were just starting out today, would you do anything differently?

“If I were just starting out today, I would not do anything differently.”

“I feel that the exposure that I got as a buyer’s agent to a myriad listing agent’s techniques and strategies was invaluable to my future endeavors as a listing agent.”

What advice do you have for agents looking to become listing agents?

“My advice for new agents is simply to develop good relationships with your clients as buyer’s agents. That almost invariably will lead to you being utilized or recommended by them to handle listings as well as buyers.”

While the odds of someone making an offer on the spot at your open house are slim to none, a huge percentage of them are looking to move, which means they’re going to need to sell the home they live in now. In order to convert them, have some icebreaker scripts ready to go, and make sure your website has tons of advice for sellers and shows off your marketing chops. A drip campaign promising off-market listings or market reports can be a compelling offer.

[Related article: 21 Open House Ideas That Will Actually Get You Leads]

[Related article: The Best Open House Follow-up Email Templates of 2021]

There’s no way to put this delicately, so I’m just going to say it: The more leads you buy, the more opportunities you have to convert them and get listings. It’s basic math. So get your listing presentation and lead nurturing campaigns ready to go, and up your spend on buyer and seller leads.

[Related article: 5 Smart Ways to Buy Real Estate Leads]

[Related article: The Top 6 Real Estate Lead Generation Companies 2021]

Homeowners today spend far more time researching the market online, so if you want to get listings fast, target their searches and social media and give them what they’re looking for.

[Related article: 5 Clever Real Estate Landing Pages That Convert Like Crazy]

[Related article: How to Create Real Estate Facebook Ads That Actually Generate Leads]

Expired listings are a great way to get real estate listings quickly because you already know they want to sell. Half the work is done for you already. That said, cold calling expireds isn’t easy, and you’re going to have to devote at least an hour per day to it if you want to actually get listings. Having great scripts and practicing them is also essential.

[Related article: 15 Best Expired Listing Scripts & Objection Handlers]

If you’re working rentals, you may not realize that converting them to buyers might be easier than you think. After all, many renters have excellent credit and cash on hand but might not have done the math on how homeownership can save them money, or the benefits of buying in your farm area. You already know they need to move, right?

While most agents already use LinkedIn to get buyer leads, most don’t do the opposite and try to find sellers. Here’s how to do it: Look for large companies that are relocating from your city and then connect with HR or individual employees on LinkedIn.

[Related article: 9 Ways Smart Real Estate Agents Are Using LinkedIn to Get Better Leads]

I know what you’re thinking: Why would investors need you in a slowing economy? Aren’t you expensive? Well, yes, but even if they have a license, flipping their properties for a decent profit in a down market is going to be a lot more work for them. Make their lives easier by offering your services.

[Related article: 37 Underrated Real Estate Lead Generation Ideas]