Real Estate Brokerage – Seller Lead Generation & Listing Appointments
How a real estate brokerage built a consistent seller lead pipeline by combining targeted local outreach and search-driven visibility. The project focused on attracting high-intent homeowners, increasing listing inquiries, and streamlining appointment booking for faster agent follow-ups and higher conversion rates.
Industry
Real Estate
Location
Texas, USA
Company Size
15 agents
Engagement Duration
4 months
Background
The brokerage operated in a competitive market with many agents fighting for the same listings. Most seller leads were coming from paid ads, but costs were rising and lead quality was declining.
Agents spent hours following up with unresponsive prospects, leading to frustration and lost opportunities.
Challenges
High competition for seller listings
Rising cost per lead from ads
Poor follow-up consistency
Agents overwhelmed with prospecting
Objectives
Generate direct seller conversations
Book listing appointments for agents
Reduce dependence on paid ads
Improve agent productivity
Our Strategy
Targeted Seller Prospecting
- Identified homeowners through Google Maps, Zillow data, and public listings
- Focused on Expired listings
- Focused on For-sale-by-owner (FSBO) properties
- Focused on Long-term homeowners
Conversation-First Cold Calling
- Opened calls with market insight, not selling
- Discussed Local home value changes
- Discussed Market timing questions
- Discussed Seller concerns
- Avoided pushing listings on first contact
Appointment Setting Process
- Qualified sellers based on Timeline, Motivation and Decision-making readiness
- Booked appointments directly on agents’ calendars
Results (120 Days)
1,600+ outbound calls
39 listing appointments booked
Increased listing inventory
14 listings signed
Reduced ad spend by 30%
Key Takeaway
Direct seller outreach creates predictable inventory when done with value-led conversations.