The Real Reason Most Real Estate Agents Struggle to Get Listings

Most real estate agents focus their marketing efforts on lead generation. They run Facebook ads, cold call expired listings, and chase Zillow leads—all in an effort to bring in new business. But here’s the problem: they’re doing it backwards.

The best agents—those who consistently win more listings and attract the right clients—understand that marketing isn’t just about generating leads. It’s about building a brand that makes those leads come to you.

Instead of constantly chasing cold leads, agents should be focusing on creating demand, building trust, and becoming the agent of choice in their market. Curaytor Ambassador Amit Bhuta shares his tips with us, below. 

The Shift: From Lead Generation to Brand First Marketing

The reality is, most sellers aren’t ready to list the first time they come across your marketing. They need to see your name multiple times, associate it with expertise, and believe you can get them the best outcome. This is why branding should come first—before lead gen, before cold outreach, before anything else.

Here’s how the best agents structure their marketing:

1. Build a Brand That Creates Demand – Position yourself as the expert sellers want to work with.
2. Nurture Your Database – Stay top of mind so when sellers are ready, they think of you first.
3. Generate Leads as a Byproduct – Once your brand is strong, leads come to you instead of you chasing them.

If you skip the first two steps and jump straight into lead generation, you’re constantly trying to convince cold leads to work with you instead of naturally attracting the right clients.

How to Market the Right Way (And Stop Chasing Leads)

1. Build Authority Before You Need It

Sellers don’t just want an agent; they want the right agent. They want to feel confident that you know the market, understand negotiation strategies, and can get them the best price. But most agents don’t market themselves this way.

Instead of only posting “Just Listed” and “Just Sold” content, focus on creating content that establishes you as the go-to expert in your market. Here’s how:

• Market Updates That Actually Matter – Explain what’s happening in the market and how it affects sellers.
• Behind-the-Scenes Content – Show how you negotiate, prepare listings, and get top-dollar deals.
• Seller-Focused Tips – Educate homeowners on the process, pricing strategies, and how to maximize their profit.

[.cc-ambassador-tip][.cc-ambassador-headshot-amit][.cc-ambassador-tip-text]Amit Bhuta’s Take: “For local market insights, skip the boring graphs. Talk about what buyers are actually doing at specific price points. If the most common home is a 4-bed, 2-bath between $800K and $900K, show how the inventory and payments on that home type have changed. Give sellers real-world comparisons they can understand—don’t just throw data at them.”[.cc-ambassador-tip-text][.cc-ambassador-headshot-amit][.cc-ambassador-tip]

When you do this consistently, sellers won’t just know your name—they’ll see you as the agent who can deliver results.

2. Stay In Front of Your Database (So They Don’t Forget You Exist)

Most agents spend too much time trying to get new leads and not enough time staying in touch with the people who already know them. But the real money is in consistent follow-up—because the best clients are the ones who already trust you.

• Email Your Database Weekly – Send market updates, success stories, and valuable insights.
• Run Retargeting Ads – Show up consistently in front of past clients and potential sellers.
• Engage on Social Media – Make sure people in your community see you as a local expert, not just another agent.

The more people see you, the more they trust you. And when they trust you, they reach out to you first.

3. Generate Leads Without Feeling Like a Salesperson

When you’ve built a strong brand and nurtured your audience properly, generating leads becomes easier—and you won’t have to feel like you’re constantly selling yourself.

Instead of chasing leads, you can attract them by creating marketing that answers the questions sellers already have. 

[.cc-ambassador-tip][.cc-ambassador-headshot-amit][.cc-ambassador-tip-text]Amit Bhuta’s Take: “Most agents and sellers get pricing wrong because they think like agents—not like buyers. The smart move? Identify your ideal buyer, run a search using their criteria, and see where your listing would rank. If you’re fourth on their list at $1.3M but first at $1.175M, and you want speed and competition, that tells you everything.”[.cc-ambassador-tip-text][.cc-ambassador-headshot-amit][.cc-ambassador-tip]

We also love these ideas:

• Home Value Reports – Offer free home valuations but follow up with real insights, not just a Zestimate.
• Local Market Insights – Explain what’s happening in your area and how it affects homeowners.
• Seller Case Studies – Show past results and how you helped other homeowners maximize their profits.

When you market this way, sellers don’t just see your name—they see why you’re the right agent for them. And that’s what gets them to reach out.

Final Thoughts

If you’re feeling stuck chasing leads, it’s probably because you’re focusing on the wrong part of your marketing. Instead of jumping straight to lead generation, start by building a brand that makes sellers want to work with you.

• Become the go-to expert before you need the business.
• Stay visible in front of your database consistently.
• Create marketing that attracts leads instead of chasing them.

When you get this right, your entire business changes. No more begging for leads, no more convincing people why they should work with you—just a steady flow of sellers who already trust you and want your expertise.

So the question is: Are you ready to stop running your marketing backwards and start building a business where leads come to you?

Amit's Bonus Tip:

[.cc-ambassador-tip][.cc-ambassador-headshot-amit][.cc-ambassador-tip-text]Amit's Bonus Tip: “Don’t do what everyone else is doing. Be personal. Be real. If you’re making a video or podcast, start by saying something like:
‘Buying or selling a home has changed—here’s what that looks like right now in your neighborhood.’
And then break it down like you’re explaining it to a friend. That’s what builds trust.”[.cc-ambassador-tip-text][.cc-ambassador-headshot-amit][.cc-ambassador-tip]

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