Tips for Solo Agents to Boost Their Listing Game: Insights from the Fello AMA

As a solo real estate agent, generating your own contacts and listings is crucial for your success. In our recent Ask Me Anything (AMA) webinar just for Fello solo agents, our CEO Ryan Young and yours truly, Matt Gallina, part of the Fello CS team, shared valuable insights and actionable tips to help our teams of one (and really, any agent looking to grow their businesses) leverage their databases and technology to secure more listings. 

Sidenote: Masterclass #2: Scale Your Business as a Solo Agent is now live in Fello Academy. 

Here are the key takeaways:

1. Maximize Your Contact Database

One of the most overlooked lead resources for solo agents is their existing network. Ryan emphasized the importance of building and maintaining a robust database. Instead of relying heavily on purchased leads (which may be sold up to 5X or more), concentrate on growing your database organically:

• Check your phone contacts: You likely have hundreds of contacts who aren't in your CRM. Import these into your database.
• Leverage social media connections: Add Facebook friends and Instagram followers to your database.
• Expand your network: Attend networking events, meet-ups, and join professional groups.
• Leverage your email: Add a "Get Your Home Value" CTA to your email signature.

2. Implement a Strategic Follow-Up Process

Ryan shared his team's follow-up strategy for different types of leads:

• High-intent leads (cash offer, seller, CMA):
  • Days 1–3: Three calls per day (triple dial)
  • Days 4–6: Two calls per day (triple dial)
  • Days 7–14: One call per day (double dial)
• Lower-intent leads (home value):
  • Similar process but with less frequency after the initial days

3. Utilize Technology for Engagement

Make use of automated engagement and marketing platforms like Fello to keep your database engaged:

• The Fello platform utilizes AI-optimized dynamic content to improve deliverability and engagement for email, including home value and cash offer marketing campaigns. These campaigns are already written and continually tested, so all agents have to do is set it and let the leads roll in. 
• You can also manually set up emails and landing pages for homeowners to get their home value estimates within your own email client.
• Utilize segmentataion and filters to customize email content and frequency based on property value (e.g., luxury vs. standard) and other relevant factors.

4. Master the Home Value Lead Conversion Script

Ryan shared a multi-part script for converting home value leads, as well as addressing homeowners' objections, which you can download HERE. 

5. Segment Your Database for Targeted Marketing

Use Fello to tap into loan data, MLS data, and property records to create targeted segments of your contacts, then reach out with customized messaging:

• Identify homeowners with and without mortgages by segmenting by address (Fello's home value and cash offer marketing can also help fill in the blanks on missing address info)
• Focus on long-term homeowners, e.g., 10+ years in the home, as they'll be more likely to sell than someone who just purchased their home 2 years ago
• Create luxury and standard property segments to tailor your messaging

6. Explore Cash Offer Partnerships

We have an entire in-depth blog all about how to start a cash offer program. When you layer cash offer marketing (like in the Fello dashboard) on top of that program, asking homeowners to request the cash value of their property, you'll find people looking to sell. Ryan's team turned on our automated cash offer marketing and generated 165 cash offer requests and 11 listing appointments in 7 days. 

• Partner with companies like OpenDoor or Homeward
• Build relationships with local investors interested in various property types
• For luxury markets, connect with vacation rental property owners
• Develop a worry-free listing program or guaranteed seller program

7. Stay Consistent and Patient

Remember that building a strong database and generating listings takes consistency and patience.

• Aim to add at least five new contacts to your database every day
• Consistently engage with your database through multiple touchpoints (SMS, text, postcard, email, call, etc.)
• Trust the process and understand that results may take time to materialize
• Start a 30-day listing appointment challenge for yourself (or join our Challenge when it starts in September 2024, details coming soon)

By implementing these strategies and focusing on your database, you'll be approaching your business from a position focused on getting more listings and growing your business. Remember, your database is your most valuable asset and can produce dividends in the form of listings — the key is consistent nurturing and engagement.

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If you're a Fello customer and you'd like more insights from this AMA, you can watch it anytime in Fello Academy. Or reach out to your Customer Success Manager or email success@hifello.com for assistance in implementing these strategies in your dashboard.

If you're not a Fello customer (yet 😀) there's plenty of actionable tips here to start working on, and if you really want to supercharge your listing efforts, book a demo.