You may be highly knowledgeable about your local market, an expert negotiator, and an all-around great person. Still, if you don’t secure listings, you won’t last long in the Arizona real estate industry. Real estate agents do not typically earn a salary. Instead, they work only on commissions they receive after closing a deal. If you are considering becoming a real estate agent in Arizona or are new to the industry, you must learn how to get real estate listings.
Real estate listings will not fall into your lap. It’s going to take work to grow your business. However, since the average salary for a real estate agent in Arizona is $139,539, your work to get real estate listings will be worthwhile.
The Arizona real estate market is experiencing dynamic growth and increasing interest in established and up-and-coming neighborhoods.
Phoenix, with its diverse neighborhoods like Arcadia Lite, Sunnyslope, and San Tan Valley, continues to attract new residents with its sunny climate, vibrant community spirit, and promising real estate investment opportunities.
Tucson, known for its blend of big-city amenities and small-town charm, also sees rising demand in areas like Vail, Oro Valley, and Menlo Park. These neighborhoods are gaining popularity due to their family-friendly environments, excellent schools, and various housing options, making them attractive to buyers and investors.
It's a great time to become a real estate agent in Phoenix, Tucson, and all over Arizona.
However, before getting a listing, you need to make sure you understand your local targeted market. Learn everything you can, from property prices to the reputation of each grade school. Only then can you serve your clients with confidence.
Related Article: Exploring Up-and-Coming Neighborhoods in Arizona
An extensive network is helpful for obtaining real estate listings.
Learn more about building your network by reading Top Tips for Real Estate Networking. Here’s some additional advice for building a strong network.
Spread the news to everyone you know that you are a licensed real estate agent. Create professional social media pages and invite your current friends to follow your business account. Call, email, or text your contacts asking for referrals – or listings. Pass out business cards at your family reunion.
Having a professional network is also vital for real estate agents, which is why it’s a good idea to join local real estate groups, attend meetings, and interact with other professionals on social media.
Get to know other agents and brokers, as well as professionals who work in adjacent fields, such as mortgage professionals, property managers, and contractors.
Grow your circle of acquaintances and friends by attending local networking events unrelated to real estate. Search online for events near you. Meet with area business owners and other industry leaders to expand your reach in the community.
Join your local Chamber of Commerce, attend community events, and get out in the neighborhood. Volunteer your services at every opportunity – not with the goal of finding your next client. Instead, build relationships, and the rest will follow.
Have you heard about real estate farming? Use this strategy to increase your business and build a better life within your community.
In-person networking used to be the norm because it was an agent’s only opportunity to get to know potential clients. However, now that we are all connected online, new real estate agents in Arizona must also leverage online marketing strategies to capture leads.
Here’s a brief overview of online marketing strategies to help you get your first real estate clients.
Please note! It will take time to develop your online presence. Rome wasn’t built in a day.
A well-functioning, SEO-optimized website is critical. Creating your own professional website is a huge undertaking. Look at the website of each brokerage you are considering and ask if they will help you create your page. Working with a brokerage with a superior online presence might be worth a less lucrative commission split.
As we mentioned before, invite all your personal contacts to your professional social media pages. (You might also want to sanitize your personal social media pages to curate a professional presence.)
Some agents love utilizing social media and draw in viewers with fun videos and entertaining content. Others hire freelancers or use resources from brokerages to manage their accounts.
A real estate website is only helpful if it’s functional and the right people can find it. SEO (search engine optimization) is the process of improving a website's visibility on search engines like Google by optimizing content, keywords, and technical aspects to attract organic traffic. You’ll need professional help with this.
A savvy real estate agent will buy keyword searches to appear at the top of a search engine results page. Targeted ad campaigns are one way to get leads – or at least traffic to your website, which can turn into leads. Again, you may need professional help with your online ad campaigns.
“Offline” or traditional marketing can be extremely fruitful for local real estate agents. Buying ads on park benches or in your local schools’ yearbooks can still be an effective way to get your name out into the community. Here are some other traditional marketing techniques to consider.
Highly targeted direct mail campaigns can benefit new real estate agents. Introduce yourself by sending high-quality printed collateral to neighborhoods in your targeted area. Make sure your flyers include multiple ways new clients can reach you.
Open houses are still a great way to find clients. In fact, they are more important post-settlement. You can answer buyer’s questions at an open house — without needing a written buyer’s agreement.
Learn more about the NAR settlement from the Arizona School of Real Estate & Business.
Consider testing print ad campaigns to see if they bring in leads. You need to ensure that every type of paid campaign offers a return on investment.
We’ve already talked about using your business website and social media pages to secure listings. However, there are a lot of real estate tech tools designed to make your work day more efficient and to create real estate listings that pop.
You may be able to count your potential clients on one hand at this stage of your career. However, before too long, you won’t be able to remember what client is interested in a fixer-upper in Phoenix and what one needs a ranch home for an aging parent. Customer relationship management systems ensure that you recognize each client’s needs and can send follow-up emails and texts based on where they are in the buying or selling process.
Of course, the pandemic increased the popularity of virtual tours. But buyers got used to them, so virtual tours are now the norm.
If you aren’t using virtual tours or video marketing, you should be! Both give you the opportunity to showcase the homes you are selling – and your personality!
Does your brokerage have an app? Are you using it to its potential?
Of course, the best way to secure more listings is to provide exceptional service to your existing clients. They’ll share their experience with others (hopefully), and you’ll be well on your way to building your client base.
Success isn’t going to happen overnight. Here are some reminders of how to set yourself apart from other Arizona real estate agents.
Branding is about crafting a distinctive identity, highlighting your expertise, trustworthiness, and deep understanding of the local market. Your brand is not just a logo or a slogan; it's the impression you leave on your clients and the reputation you build in the industry. Developing a strong brand is critical for those planning to open their own brokerage in the future. It can set the foundation for long-term success and help you stand out in a competitive market.
To differentiate yourself from other agents, you must offer something unique that resonates with your target market. A unique value proposition (UVP) is what makes you stand out. It could be your deep knowledge of a specific neighborhood, your expertise in luxury properties, or your commitment to using the latest technology to market homes. Whatever it is, make sure it aligns with your brand and is communicated clearly in all your marketing efforts.
Client testimonials and referrals are potent tools for building trust and credibility. Encourage satisfied clients to share their positive experiences through written testimonials or video reviews. Display these testimonials prominently on your website, social media profiles, and marketing materials. Additionally, consider implementing a referral program to incentivize past clients to refer new prospects to you.
Entering the real estate market as a new agent can be challenging, but with the right strategies, you can quickly build momentum and start securing listings.
A seasoned real estate mentor can provide you with invaluable insights, guidance, and support as you navigate the complexities of the industry. A mentor can help you avoid common pitfalls, introduce you to key contacts, and offer advice on how to handle difficult situations. The knowledge and experience you gain from a mentor can be instrumental in helping you secure your first listings.
Ask about the mentor program when interviewing brokerages!
Related Article: Top Questions for Your Real Estate Interview in Arizona
Building a portfolio of successful transactions is crucial for establishing credibility as a new agent. Start by offering your services to friends, family, or acquaintances who may be looking to buy or sell property. Even if these initial deals are smaller or less profitable, they will provide you with the experience you need to build your portfolio. Additionally, consider co-listing properties with more experienced agents to gain exposure and learn from their expertise. As your portfolio grows, so will your confidence and ability to attract more listings.
Beyond mentorship, new agents can learn a great deal by observing and collaborating with experienced agents. Attend open houses, join team meetings, and ask to shadow seasoned agents during their daily activities. Pay attention to how they interact with clients, negotiate deals, and handle challenges. The insights you gain from observing experienced agents will be invaluable as you develop your skills.
Do you have questions about getting more real estate leads in Arizona? We have answers!
Getting more listings as a real estate agent requires a combination of strategies, including providing exceptional service, building a strong personal brand, and leveraging client testimonials and referrals. Consistently offering value to your clients and staying connected to your community will also help you attract more listings.
The best marketing strategies for obtaining real estate listings include targeted social media advertising, an SEO-optimized website, and email marketing campaigns. Additionally, hosting open houses, creating engaging content, and participating in online forums to increase your online visibility can contribute to business growth.
New real estate agents can get listings by building a strong personal network, offering competitive pricing and services, and partnering with more experienced agents. Focusing on a specific niche or neighborhood can help new agents stand out and attract clients looking for specialized expertise.
Technology tools such as customer relationship management (CRM) systems, social media management platforms, and virtual tour software can help you streamline your marketing efforts and reach a wider audience. Additionally, utilizing data analytics tools can provide insights into market trends and client preferences, allowing you to tailor your approach to securing more listings.
Debbie Downers will focus on the challenges of working in real estate. Here are some positive ways to face common challenges.
Market saturation can be a significant challenge, especially in competitive areas. To overcome this, focus on building a strong niche, offering unique value propositions, and leveraging your local market knowledge. Differentiating yourself through exceptional service and a strong brand can help you stand out in a crowded market.
Rejection and objections are part of the real estate business, but how you handle them can make a difference in your success. Approach each rejection as a learning opportunity, and refine your pitch based on the feedback you receive. Building resilience and maintaining a positive attitude will help you stay motivated and continue pursuing new opportunities.
Staying motivated can be challenging, especially during slow periods. To stay on track, set clear goals, create a routine, and celebrate small wins. Surround yourself with supportive colleagues and mentors who can help you stay focused and motivated, even when the going gets tough.
Securing more listings as a real estate agent requires exceptional service, strategic branding, and continuous learning.
For helpful pre-licensing and continuing education courses in real estate, turn to the Arizona School of Real Estate & Business or ASREB. Our classes are taught by experienced professionals who are passionate about real estate education. We'll also help you connect with brokerages near you who support new agents. Learn how to increase your listings by enrolling in real estate courses today with ASREB.
