23 Effective Ways To Generate More Real Estate Leads

By Indeed Editorial Team

Published January 29, 2021

The Indeed Editorial Team comprises a diverse and talented team of writers, researchers and subject matter experts equipped with Indeed's data and insights to deliver useful tips to help guide your career journey.

Real estate professionals are typically motivated individuals who work well with many different types of people. Their ability to develop relationships quickly and meaningfully is valuable in their work, but they also need to know where to look for potential customers. There are a number of ways to gain leads in real estate, and if you want to become more successful as an agent, you need to familiarize yourself with strategies that can help you build your list of leads.

In this article, we discuss what makes a successful real estate lead and explore different ways to generate leads in order to gain long-term success in real estate.

Related: 12 Tips for Succeeding to Real Estate

What makes a successful real estate lead?

Real estate leads typically come from people you've developed meaningful relationships with. As you begin to gather leads, consider the following questions:

  • How well do you know this person? If a potential lead is a stranger, it may be more challenging to develop them into a customer. Focus most of your time on leads you've interacted with before.

  • Who else knows this person? You might not know a potential lead, but a mutual friend can act as a successful intermediary between you both.

  • What other interests do you share? Whether it's a local sports team or a charity you both support, finding common ground can help you build trust with potential leads.

Related: 10 Tips on How to Succeed as a Real Estate Agent

23 ways to generate real estate leads

You can find real estate leads in many different places. Here are 23 real estate lead generation ideas that can help you find success in your area:

Start with friends and family

Real estate is an industry centered around relationships. Your highest-potential leads will likely be people you've already established a level of trust with. Ask long-time friends or family members if they, or anyone they know, are in the market to buy or sell their home.

Reach out to your neighbors

Let your neighbors know that you're trying to form new relationships in the area and that you'd appreciate an introduction to anyone looking for help. By framing this as a way you can serve someone, they're more likely to give you a referral.

Join your local Chamber of Commerce

The Chamber of Commerce is a local organization that promotes the interests of a community's businesses. Investing time in this group puts you in front of a number of business leaders who typically have wide networks of friends, family, acquaintances and professional associates.

Build your own website

Most of your potential leads will search for you online after your initial meeting. A simple and organized website can help legitimize your business in the eyes of your prospects.

Add helpful content to your homepage

If you're looking for free ways to advertise your business, consider adding blogs, articles and how-to guides to your website. This is a way to become an expert on real estate issues while also providing helpful advice to potential customers.

Attend an open house

Many different types of people attend open houses, including potential customers who may not buy the property being shown and are in the market for a new home. Introduce yourself and express that you'd be happy to help if they want to look at other properties.

Ask previous clients for referrals

Once you have worked as a real estate agent for a while, you'll likely have a list of customers you've worked with in the past. Follow up with these previous clients a few months after you've finished working with them to ask if they know anyone else who might need help buying or selling a home.

Respond quickly to phone calls and emails

Customers who call or email you with questions are most likely looking for service immediately. If you're the first one to respond, you have a higher chance of earning their business.

Related: How to Properly Format a Business Email

Create video content

Real estate is a very personal industry. Videos will help build trust between you and potential leads who want to see and hear from agents before they choose one to work with.

Get active on social media

For many customers, the search for a new home begins online. If a lead sees that you have a mutual friend on social media, it could build trust and help you increase the potential of working with them in the future, so make sure to stay active on your social media accounts and use them to expand your network.

Focus on "for sale by owner" listings

Gathering a list of properties that are for sale by private owners can be a great way to build your network of potential customers. Sellers often list their homes without a realtor to maximize their profits, and if you reach out to them and explain how you can help, they may with willing to let you take over the process.

Support your community

Successful realtors are typically trusted by their communities. One way to build trust is by supporting local organizations or events. Find a charity or cause that you're interested in, and participate in some way. This might involve making a donation, volunteering for a day or sponsoring the organization or event.

Pitch your listing to local news

If there's something newsworthy about your property, local reporters may be interested in covering the buying or selling process. For example, the property could have some historical value to the community, or a noteworthy individual might have resided there.

Talk to neighbors of your current properties

When you help someone buy or sell a property, the neighbors of the home are likely to notice. This is a great time to introduce yourself and ask if they need any help.

Work in public places

Spend a day working from a coffee shop instead of your office. You might be surprised by how many people you meet. Turn those quick conversations into introductions about your work, and ask if there are any ways you can help them.

Host an educational seminar

Choose a topic that would appeal to potential home buyers and sellers, and host a class on that subject. It can be a one-time seminar or a multi-session class. Either way, this can help you become a trusted resource in your community with high-potential leads.

Focus on a niche customer

Realtors can sometimes find success when they focus on one type of customer or a specific demographic. Analyze your past successes. If you notice a pattern with a specific age range, income level or part of town, try to concentrate your efforts on finding more potential leads that fit into those categories.

Wear a name badge

When you're in public, wear a badge that lists your name and occupation. This way, when you talk to people you don't know, they will see from your name badge that you work in real estate. The conversation will often flow toward your work, and that's when you can ask if they need any help.

Highlight success stories

Once you have a history of happy clients, turn those stories into testimonials that you can put on your website. Potential leads may see those reviews and be more inclined to work with you.

Reach out to previous customers

Your previous customers already trust you. Approaching people you have a history of helping can lead to potential new business if they are interested in buying or selling another property. Keep yourself at the top of their minds when they think of real estate by sending occasional reminders that you're available.

Track marriage and engagement announcements

There should be a wedding announcement section in your local newspaper or on a community website. Take note of anyone getting married as a potential lead since they're entering a part of life when they're more likely to buy or sell a home.

Take advantage of big events

Craft your promotional materials around events and holidays like Valentine's Day, Halloween and Christmas. Potential leads are more likely to engage with marketing when it's customized to a current event or the present time of year.

Be thankful

When you interact with potential leads and current customers, it's important to show your gratitude for their time and business. Say thank you, send an email and mail a handwritten note to let your customers know that you're thankful for their trust. Also, don't forget to thank your leads for taking the time out of their day to talk with you. People who feel appreciated are more likely to refer you to family, friends or coworkers.

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