The Top Tips for Landing Listings from Two Experienced Agents

Disclaimer: This article is for informational and educational purposes only and does not constitute real estate, financial, or legal advice. Results may vary based on market conditions, experience, and individual effort. Readers should conduct their own due diligence and consult qualified professionals before making business decisions.

In today’s competitive market, generating high-quality leads can make the difference between steady business growth and a dying sales pipeline. To get real-life marketing advice, we interviewed two successful agents: Matt Brown and Jennifer Long.

Brown—a broker associate with William Raveis in Naples, Florida and has sold over $700 million in real estate and is ranked one of the top 1,000 agents in the U.S. 

Long has an impressive track record, too, having closed over $30 million in sales in 2025 as a Realtor with Christie’s International Real Estate Sereno in Silicon Valley. 

Below, you’ll learn what lead sources, communication tips, and follow-up cadences are working best for them right now.

Q: What are your most reliable sources of seller leads right now?

Brown: My most consistent seller leads come from past clients, my long-standing personal network, and agent-to-agent referrals. These referrals often come from out-of-state agents and brokers who discover us organically through our SEO presence, in-depth market content, and data-driven neighborhood guides. Additionally, our website content funnels, monthly Naples Real Estate Market Reports, and high-quality, detail-rich newsletter attract data-savvy sellers who are actively seeking clarity on pricing, timing, and market trends.

Long: I rely on real estate farming, referrals, and finding investor flips. I also host twilight open houses, where I invite the neighbors to tour the home on the Thursday before the public open house weekend. I make it a party with drinks, food, and music, and let them check out the home and mingle with their neighbors and me. 

Q: How do you use data to focus your efforts when targeting specific types of leads?

Brown: I don’t mass-mail or target distressed or demographic-based sellers. Instead, I focus on Naples communities where I have deep expertise. My approach is precision-driven. When homeowners engage with our content or market reports, I use real-time comps, equity trends, and absorption rates to provide an accurate understanding of their home’s position in the current market.

Long: I have always run targeted “farms”—a select group of homes within a neighborhood that I consistently market through my title company’s software. Nowadays, they can run that database through AI and come up with a list of leads marked “most likely to sell” based on factors like owning a property for a really long time, life events, equity held, and so on. I can then use this information to run targeted marketing campaigns.

Q: What marketing channels are performing best for you?

Brown: Our strongest channel isn’t a traditional channel at all—it’s the depth and clarity of our content. Buyers, sellers, and agents (for referrals) reach out after reading our Real Estate Newsletter, exploring our neighborhood guides, or engaging with our site's blog posts. These long-form, analytical resources establish trust long before a direct conversation begins.

Long: Social media and mailers perform best for me. I don’t make calls, as I respect the Do Not Call List and dislike telemarketing calls myself. 

Q: What scripts or communication styles do you use to open doors for lead opportunities?

Brown: I don’t use scripts. My conversations are rooted in clarity, education, and the 80/20 rule: 80% of a real estate conversation should focus on the seller’s lifestyle, goals, and timing, and only 20% on the property itself. When speaking with homeowners, I often ask:  “How can I help bring clarity to your pricing or timing questions?” or “Would it help if I walked you through what’s happening in your community right now?” When people feel seen and understood, trust forms quickly.

Long: Being myself and posting about the positives and negatives about the journey of real estate on social media helps me to stay on top of mind with friends, family, and people I have met and connected with throughout the years. I enjoy showcasing the behind-the-scenes work that most people are unaware of.

Q: How often do you follow up with seller leads who aren’t ready yet?

Brown: My follow-up cadence is personalized and purposeful. I reach out when meaningful changes occur—such as new comparable sales, shifts in inventory, or changes in absorption rates. Some homeowners hear from me quarterly, while others receive updates monthly, but never with generic emails. Every touchpoint provides real value: “Here’s what changed in your community this month and how it may affect your home’s equity position.” This approach keeps the conversation relevant and appreciated.

Long: I create a CRM for them and notify them whenever there has been activity with comps in their neighborhood. This will automatically be sent out as it happens if I set it up that way. I will also send them my monthly mailer and add them to my database for my quarterly email. Lastly, I’ll call or text once a month to follow up.

Q: What would you tell newer agents struggling to build momentum?

Brown: Master your market. Don’t try to know everything—go deep on a few communities and become the most informed agent in the room. Publish market visuals monthly, maintain consistency with meaningful outreach, and prioritize clarity over scripts. When you’re the agent who genuinely understands the data and can explain it simply, opportunities start coming to you.

Long: It took me nine months and $10,000 before I closed my first deal. I showed up every day and kept dropping flyers on doorsteps, sending out mailers, and doing open houses. Once I received the first accepted offer, I sold $12.5 million in my first year. It is not easy. The reality shows are not what actually happens in the office or behind the scenes. You will get turned down more than you get the green light, but if you keep putting in the work, you can reach your goals.

Win More Listings With PropStream

As you can see from what Matt Brown and Jennifer Long shared, there’s no singular way to market yourself effectively. Whether you lean into warm referrals or cold leads, the key is to leverage your expertise and reliable property data to earn client trust and close deals.

Now’s the perfect time to optimize your marketing strategy with the right tools. Use PropStream to build targeted seller lists, run accurate comps, and elevate every listing conversation with real data.

Sign up for PropStream to access real-time property data, analyze deals, and spot emerging markets before your competition.

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