What to Post When You Have No Listings (But Still Want Leads)

When you don’t have a listing, it can be tempting to go quiet online. After all, if you're not promoting an open house or sharing a “just sold,” what is there to say?

But the truth is, this is actually one of the best times to create content that works for you.

Without a listing to lean on, you have the space to focus on what really drives long-term business: visibility, trust, and value.

At Pivota, we’ve helped hundreds of real estate professionals across different markets generate consistent leads without relying on listing posts. Over time, we’ve seen a clear pattern: the agents who keep growing year after year aren’t just blasting listings. They’re the ones intentionally building a brand that resonates and connects.

They show up with content that reflects the experience they offer—before-and-after transformations, thoughtful design details, and insights that position them as a trusted guide, not just another agent.

In this post, we’re sharing exactly what to post when you're between listings but still want to stay visible and attract new leads. Let’s dive in.

Talk to the Future Client

Not everyone who follows you on social media is ready to buy or sell today, and that’s exactly why your content matters. Social media isn’t just for pushing listings; it’s a tool for nurturing trust and building long-term relationships. When your posts reflect the kind of experience you offer, not just what you’re currently selling, you stay top-of-mind for when the time is right. That means consistently sharing helpful content like timelines, prep checklists, or tips on common mistakes to avoid, even if they aren’t ready to move yet. Consistency is key to staying connected and building trust over time.

You can share content that’s genuinely useful or interesting to your audience, like a “Fun Fact” series about your area, highlighting a local business, or tips like “Where to Shop Locally in [Your City].” Lifestyle posts like “How to Start a Garden in your High Rise Condo” also connect with people beyond just real estate. There are plenty of simple content ideas that keep future clients engaged and help you stay top of mind.

Share What’s Happening Behind the Scenes

No listings doesn’t mean you’re not working. This is your chance to show the kind of strategic work that happens between deals, the part most people never see but is key to your success.

Walk through how you prep sellers before a listing goes live, what your market research process looks like, or how you’re actively building your business right now.

You can share behind-the-scenes moments by posting Instagram Stories about setting up new systems, going live while scouting properties for future clients, or creating reels to show how you get ready for your next listing. These posts build confidence in your expertise and remind your audience that you’re not just waiting for the next deal, you’re always moving with intention.

Tell the Stories You Already Have

You don’t need a brand-new closing to tell a great story.

In fact, some of your strongest content might come from past wins, especially if you turn them into something people can connect with.

Instead of screenshotting a review, share the “how” behind a deal that worked. Talk about the strategy you used, what made the client choose you, or the lesson learned along the way. These stories help your audience see your value before they ever reach out.

And the bonus? They’re the same kinds of stories you can repurpose into emails, blog posts, and even lead-nurturing automations. 

Become a Local Expert (Not Just a Real Estate Agent)

Local content should always be a key part of your marketing. Share what it’s really like to live in the neighborhoods you serve. Talk about what’s new, what’s underrated, and the questions buyers ask most often.

Create posts that reflect your lived experience, weekend itineraries, neighborhood walk-throughs, or things only locals know. You might highlight the best places for remote work, or spotlight community events people look forward to every year.

This shows your audience that you’re not just about closing deals. You know your community, and you care about it. That’s how you build trust, loyalty, and long-term referrals.

If you’re not sure where to start, think about what buyers tend to ask when they’re moving to a new area — school zones, walkability, and what locals actually do for fun. This kind of hyperlocal content builds connections and sets you apart.

Think Out Loud

What’s catching your eye lately? What are your buyers feeling? What keeps coming up in conversations?

This is where you share the real-time observations and quiet insights that help your audience feel like they’re getting the inside scoop, not just on real estate, but on how you think.

Maybe you’re noticing more first-time buyers looking for multi-use spaces. Maybe you’re hearing the same question at every showing. Or maybe you just helped someone navigate a tricky decision and want to reflect on what worked.

You don’t need a big takeaway, just a moment of clarity, a shift in tone, or something worth paying attention to. You might break down a recent market forecast in your own words or share a take on what the latest trends could mean for local buyers.

You’re not just talking to current clients, you’re building a following of people who trust your insight, even before they need your service. Sharing quick thoughts from what you’re seeing in the market is a simple way to build that trust without overthinking your content. 

Final Thoughts

Listings shouldn’t be the backbone of your content strategy, especially if you’re just starting out or don’t have any at the moment. This is the perfect time to get intentional about what makes your business unique.

Share your story. Talk about what brought you into real estate and what you genuinely care about. Attend open houses, take photos of design details that feel aligned with your brand, and offer your perspective. These small moments help you build a presence and personality before you even have listings of your own.

At Pivota, we help agents develop content strategies that prioritize connection and consistency. Instead of relying on listings, the focus is on showing up regularly with valuable, authentic content that reflects your expertise, showcases your community, and highlights the experience you offer.

If you're ready to grow your business with a content strategy that reflects your brand, let’s talk. Book a free strategy call and let’s build a plan that works.