How balanced is your business? If you're a buyer's agent with few or no listings, the strength of your real estate practice may be suffering.

A healthy real estate strategy includes cultivating both buyers and sellers. After all, the two groups have a symbiotic relationship with each other. A robust pool of buyers to market to enables you to sell listings faster, while a set of solid listings helps you attract higher quality buyers. Growing both sides makes for a stronger, more well-rounded business.

However, competition for listings is fierce. And it's no wonder—listings take only one-third of the time and effort of working with buyers! So today, we're outlining four strategic steps you can take to attract listing leads, convert them into clients, and sell their homes.

Step 1: Understand Sellers

Understanding buyers? That's easy. It's not difficult to identify them on your website and learn what type of property that they're interested in—just look at their search behavior. It's much harder, however, to know who potential sellers are. Unlike buyers, they're not searching for homes online.

So how can agents reach out to potential listing leads without an easy way to identify them? Try turning your attention to another type of website user—those searching for home values.

Homeowners may be looking up property values for a myriad of reasons—contemplating a move or possible refinancing, or maybe just wondering how they compare to the neighbors. By considering all the reasons a potential seller may be searching, you can craft a strategy for reaching out.