Every real estate agent has been told “you have to list to last.” Yet, so many struggle to get consistent listings. Without listings, you’re always chasing buyers, working harder for lower returns, and constantly at the mercy of market conditions. But what if you could generate listings on demand without cold calling or door-knocking?
The reason listings matter so much is simple: you can leverage a listing into more deals. That’s why Dean Jackson created the Listing Multiplier Index. A way to grade how well you turn one listing into multiple deals. The best agents average 3 deals for every listing taken.
But how do you actually start getting listings? That was the question that plagued me when I started in real estate. Over the past dozen years, I have studied, tested, and simplified everything I learned to create a system for generating Listings on Demand using the ACE Marketing Framework.
The ACE Marketing Framework: Attract, Convert, Engage
1. Attract: Get the Right People Interested in You
To generate listings, you first need to attract the right audience and get them to see you as the go-to expert. This starts with defining your niche. Trying to appeal to everyone means you resonate with no one. Instead, get laser-focused on a specific group.
Once you have your niche, you need a clear, compelling offer that provides them value. This doesn’t need to be complicate, it could be as simple as a free home evaluation or a list of homes that fit their needs. Simple scales. Complexity kills momentum.
Then comes content that connects. The key is structuring your content around these four pillars:
- Most common questions they ask
- Questions they should ask but don’t know to ask
- Ah-ha moments that shift their perspective
- Frustrations and pain points they experience
Brainstorm a list under each pillar. Every time you create content, pull from this list and tailor it to the right platform. The more dialed-in your niche is, the more your content will resonate.
The goal? Your content drives people to your offers, which turns them into leads.
2. Convert: Turn Leads into Listings
Once leads start coming in, your job is to separate the serious prospects from the tire-kickers. Not everyone is ready to list immediately. Your goal is to identify the right people at the right time.
When a new lead comes in, engage them with simple, direct questions to determine the following:
- What’s motivating their move?
- What’s their timeline?
- Do they already have an agent helping them?
This helps you determine who’s ready now versus who needs nurturing.
For those not ready yet, build a long-term follow-up system. Email is the most effective tool for this because it removes the uncertainty of social media algorithms.
Keep nurturing with useful content and “hand-raiser” messages—simple prompts that encourage people to indicate when they’re ready. For example:
“We have a listing coming up in your area that matches what you’re looking for. Want the details?”
People who are getting serious will respond. Those who aren’t will ignore it.
Lastly, make sure your listing and buyer presentations are dialed-in. The less business you do, the more convincing your presentation needs to be. The more established you are, the lighter it can be. Understand where you stand and tailor accordingly.
3. Engage: Turn Clients into Repeat & Referral Business
Any agent can hustle for a few years and get clients. But long-term success comes from delivering five-star service and building a repeat-and-referral system. This is what starts bringing Listings on Demand.
Shift your mindset: Don’t just think of your commission as a one-time payment. Think of it as them paying for a membership in your Lifetime Client Program. If they paid you $20,000 to sell their home and they move every five years, how can you provide them $4,000 in value each year to stay top-of-mind?
Here’s how:
- Deliver an unforgettable experience. Map out every touchpoint in your service and look for ways to elevate the client experience.
- Host quarterly client events. Rent a movie theatre, host dinners, hire a photographer to provide annual famil photos, or even just bring a few together for a drink somewhere local.
- Offer exclusive virtual events. Would your past clients like direct access to an interior designer, contractor, or architect for a Q&A? Set up a group Zoom call with experts they value.
- Annual home valuation updates. Many homeowners don’t know what their home is worth. Keeping them informed positions you as their trusted advisor.
By consistently delivering value, you build a community of clients who refer you and come back to you when they’re ready to move.
Are You Ready to Get Listings on Demand?
This system isn’t a magic bullet, you have to spend the time to do it. But if you implement the ACE Marketing Framework consistently, you’ll start seeing results. The more you do it, the more listings will come.
I’m hosting a free webinar where I’ll break this system down in even more detail.
✅ No cost to join
✅ Exclusive live bonuses
✅ Limited to 1,000 spots
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