Lead generation is the backbone of any real estate business – that’s no secret!
For many aspiring Realtors, lead generation is one of the hardest shells to crack in their business.
Generating qualified, effective real estate leads calls for the right strategies, budget, and skills. We asked our lead gen team and successful real estate partners how they do this daily.
While some of these are old, tried & true methods, some are fresh, lesser-known tactics that match the current dynamic of the industry. Check out which ones you can apply to your business.
1. Build Your Online Presence
A strong online presence is crucial for any business and real estate is no exception.
By building your own real estate website and using social media, you can attract leads faster and showcase your market expertise.
2. Optimize Your Website for Local SEO
Having a real estate website is one of the best online lead-generation practices.
Optimizing your website for local SEO will help your website appear on top of Google search results and help local, potential clients find you easily.
Target keywords that relate to your area and industry, such as “homes for sale in [city]” or “real estate agents in [neighborhood].”
Include localized content and backlinks in your site to improve search rankings and visibility.
You can leverage both free and paid SEO tools for this. Note that generating leads with website SEO may take anywhere from a week to few months.
3. Build a Social Media Presence
As once said on Shark Tank, social media is the unsung hero of marketing.
Social networking platforms have become a popular option for Realtors to gain visibility and get clients quickly.
Post engaging contents consistently, whether it’s property listings, market insights, or personal stories. Regular activity is a great way to stay top-of-mind for your audience. Use niche hashtags to get more reach.
4. Start a Real Estate Blog
Integrate educational blogs in your real estate website. What it does is, it adds value to your website, boosts search rankings, and establishes you as an expert in the field.
Write valuable content around the questions your potential buyers and sellers frequently ask, create how to guide, local market trends, tips, and showcase properties—this will help build trust and bring traffic to your site.
Blogging is free of costs and can increase chances of lead generation when combined with SEO strategies.
5. Use Google Paid Ads
Want to show your website on top of competitors’ Google search results? Paid ads can do the trick.
In this method, you will be paying Google money to show your listings, services and other contents at the top of Google’s organic search results.
The paid advertisement allows you to target specific keywords, region, age range, interests that can greatly help you reach the right audience.
The investment on paid ads depends on what type of campaign you want to run and what keywords you are targeting. Paid advertisement is known to yield faster and more effective results. Remember to keep an eye on your ad campaigns and fine-tune them regularly for the best ROI.
6. Run Social Media Ads
Running real estate social media ads is a surefire way to generate leads. This is similar to Google paid ads.
Almost all popular social media platforms like Facebook and Instagram offer paid ads. You can target specific audience demographics to easily reach buyers and sellers in your area.
Create visually appealing ads to quickly attract leads.
7. Host Virtual Open Houses
Virtual open houses are becoming a new trend in real estate.
The distinct advantage of virtual real estate open houses is that guests can attend from the comfort of their couch and you can integrate sign up portal to automate guest details collection.
Tools like Zoom and Google Meet are perfect for hosting these events. Promote them across your social media channels and email list to boost attendance.
Just like an offline open house, you can use online sign-in sheets to track the attendees.
8. Create Engaging Videos
Leverage video contents to engage with your audience. Repurpose the contents to publish on multiple platforms.
From property tours to educational videos, the possibilities are endless.
9. Engage in Online Communities
Join local Facebook groups or other online forums. These places can prove to be goldmines for generating leads.
Participate in discussions, offer advice, and engage with your target audience to position yourself as a helpful expert. Just be sure to add value without being too promotional.
10. Leverage Email Marketing
Chances are you are already doing this.
Email marketing is one of the most effective ways to nurture leads and build trust.
A well written email helps you to deliver targeted content and stay connected with potential clients, turning them into leads over time.
11. Implement Chatbots
This is another website trick you can use.
Integrate a helpful chatbot that can answer user queries anytime, without manual labor. Program it to collect user contact information so you can use it for lead generation later.
They’re especially useful for engaging website visitors who browse outside normal business hours.
12. Offer Downloadable Guides
Free tools are a great way to attract your audience and collect vital contact information.
Create downloadable guides, checklists, or e-books and embed these on your website as lead magnets. Gate these guides behind a simple lead capture form. This strategy allows you to quickly build your database.
Make sure the resources directly address the audience needs. Here are some ideas:
- The Ultimate Homebuyer’s Guide
- 10 Steps to Selling Your Home for Top Dollar
- Home Selling Paperworks Checklist
13. Use LinkedIn
LinkedIn is an untapped goldmine for real estate leads.
It provides an excellent platform for building relations with potential clients, referral partners, and industry influencers.
Keep your profile updated, share valuable contents, post consistently, and engage with relevant connections to build a strong professional network.
Additionally, you can join relevant LinkedIn groups to participate in discussions. LinkedIn’s advanced search feature allows identifying and connecting with ideal prospects.
14. Make Your Website Mobile-friendly
80-90% of your target audience access the internet through their phones. So, it’s highly recommended to have a mobile-friendly website for providing an optimal user experience.
Make sure your website is responsive, loads quick, and easy to navigate across all devices.
Use minimalist design, write clear calls to action, and make your contact information easily accessible.
A mobile-optimized website ensures you don’t lose potential clients due to slow or poor user experiences on smaller screens.
15. Leverage AI & Predictive Analytics
Harness the power of artificial intelligence (AI) and predictive analytics for lead generation.
These tools analyze patterns in consumer behavior, forecast market trends, and identify homeowners who are likely to sell soon.
This data allows you to target your marketing campaigns more precisely, save time and money while focusing on the highest-quality leads.
Top Realtors are now investing in AI and predictive analytics to streamline marketing and decision-making processes.
16. Utilize Real Estate Listing Websites
The National Association of Realtors (NAR) reports that 90% of homebuyers use the internet for house hunting.
Listing sites not only help you market properties but also send qualified leads directly to you. This ensures you remain visible to an active pool of potential buyers and sellers.
17. Use Bulk SMS Marketing
Bulk SMS marketing offers a high ROI with minimal cost. With a 98% open rate, you can reach prospects instantly.
Send offers, discount codes, or referral incentives to get quick responses from potential leads.
Using SMS bots is a good idea to automate inquiry handling, answering common questions and offering property details, even when you are focusing on other tasks.
18. Start a YouTube Channel
YouTube is perfect for showcasing properties, sharing market insights, and establishing your authority in the real estate field.
With well-optimized content, you can rank higher in search engines. The best part is, Youtube contents remain evergreen, meaning your older contents will still popup in search results.
You can engage potential clients through comments and live streams.
19. Augmented Reality (AR) Staging
Statistically, homes that are staged well sell faster and for more money.
The problem with staging is that it is time and resource consuming.
Augmented reality is a great way to solve this where you can virtually furnish a home with a few clicks. It’s a modern way to make listings look attractive without the hassle of moving furniture.
20. Buy Leads
Purchasing qualified leads from lead generation companies has been an effective way to maintain the pipeline.
Real estate lead providers can offer targeted lists based on demographics, geographic location, or buying behavior, ensuring you’re reaching the right audience.
It’s essential to follow up promptly and nurture these leads to maximize your investment.
Here are some known real estate lead data providers:
- Real Estate Bees
- REI Data Solutions (7-day Trial)
- REI Sift
- Attom Data
- Batch Leads
- Offrs.com
- Market Leader
21. Real Estate Networking
While social media and online strategies are essential, networking remains a timeless and effective method for generating leads.
Attend local events such as first-time homebuyer seminars, investor meetups, or business conferences to connect with potential clients face-to-face.
Bring your business cards, deliver an elevator pitch, and focus on building genuine relationships, not just collecting leads.
Collaborating with local businesses that target a similar audience—such as mortgage brokers, home stagers, or interior designers—can help generate leads faster.
Co-host webinars, write guest blogs on their website, or run joint social media campaigns to expand your reach and visibility.
This creates a win-win situation for both of you and increases chances of referrals.
Here are key industries where real estate agents can build strong, productive partnerships:
- Connecting with insurance providers can offer value-added services to your clients
- Personal bankers and loan officers can help your homebuyers get suitable loan options
- Partner with a local bakery to send treats to clients, making a memorable gesture
- Building partnerships with landscapers can get your clients deals
- Partner with cleaning companies to offer discounted or free services
- Collaborate with stagers to elevate your listings
- Partnering with title companies ensures a smooth closing process and shows you’re connected with professionals
- Build relationships with divorce, bankruptcy, or probate attorneys to get distressed property leads
22. Sponsor Community Events
Highlight your services by sponsoring community events like educational seminars or workshops.
Cover topics relevant to your target audience, such as “First-time Homebuyer Tips” or “Maximizing Your Home’s Value Before Selling”.
These events help build trust, demonstrate your expertise, and provide an opportunity to connect with potential clients.
Promote these events across your social media, email marketing, and local advertising to maximize attendance and engagement.
23. Participate in or Host Charity Events
Volunteering at or hosting charity events allows you to give back to the community while naturally attracting leads.
Whether you plan on serving on a nonprofit board, mentoring students, or participating in community cleanup events, you’ll meet like-minded individuals who can become your future clients or referral sources.
Bring business cards and focus on building relationships by demonstrating your values and community involvement.
24. Join Business Associations
Joining your local Chamber of Commerce or other business associations is an effective way to network with other professionals and stay informed on market trends
These people can prove to be your asset in generating referral leads.
Actively engage by attending meetings, volunteering for committees, or taking on leadership roles.
25. Distribute Door Hangers
This is one of those traditional yet effective ways to reach local prospects.
They are a great way to capture attention while building brand recognition in your target neighborhoods. You can feature recent sales, offer a free home valuation, or introduce yourself to your local farm area.
Include your phone number, a QR code that links directly to your website or a landing page.
26. Advertise in Local Media
While many focus on digital ads, placing real estate ads in local newspapers, magazines, or even radio stations can help you reach an audience that may not be as active online—especially senior homeowners or those with deep local ties.
To maximize results, use a unique tracking code, phone number, or landing page URL to measure response and adjust your campaign
27. Send Personalized Postcards
Sending personalized postcards is a simple yet effective approach to connect with your local audience.
Feature recently sold properties, offer a free market analysis, or express gratitude for their business and referrals.
For extra impact, handwrite a note or use a unique design that stands out from other mail.
28. Host Client Appreciation Events
This is a fantastic way to nurture relationships with past clients and generate referrals.
Whether it’s a summer BBQ, a holiday party, or a movie night, these gatherings offer a relaxed setting to reconnect with clients and their networks.
29. Target FSBOs (For Sale by Owner)
Focusing on For Sale by Owner (FSBO) properties can yield a steady stream of leads and bring in wholesaling opportunities.
Many FSBO sellers are looking to save on commission fees, but they lack the expertise to sell property, navigate paperworks, and do not realize the added value of working with an agent.
Offer a free consultation or market analysis to show your expertise and help FSBO sellers understand the benefits of working with a professional.
30. Pursue Expired Listings
Expired listings can be a goldmine for real estate professionals.
Sellers who previously listed their homes but didn’t find success are often frustrated and open to trying new strategies. Target expired listings that have been off the market for six to nine months for the best results.
Send a personalized letter or call directly to empathize with the seller’s experience and offer a fresh marketing plan or pricing strategy. Highlight your track record with similar properties to instill trust.
31. Target Absentee Owners
Absentee owners, such as those living out of state or owning inherited properties, are often motivated sellers.
Target these owners with a direct mail campaign that outlines the benefits of working with a local real estate expert—like reduced stress or increased rental income.
Offer a free rental market analysis or consultation to help absentee owners explore their options.
32. Identify Distressed Properties
Distressed property owners, such as pre-foreclosures and foreclosures, in need of major repairs, divorce splitting, are often motivated to sell quickly.
Take advantage of this to position yourself as the expert who can offer creative solutions.
33. Create a Direct Mail Campaign
Direct mailing is a great way to introduce yourself to specific neighborhoods or demographics.
Highlight your unique value proposition, offer free home valuation, or invite recipients to an open house or event.
Include a clear call to action and contact info to make it easy for recipients to respond.
34. Master a Specific Niche
Specializing in a real estate niche can set you apart from the competition and attract a specific type of client.
Whether it’s luxury homes, waterfront properties, eco-friendly buildings, or other specialized areas, becoming an expert in a specific niche builds credibility and attracts higher-quality leads.
Here are a few common real estate niches:
- Historic homes
- Mid-century modern homes
- Luxury homes
- Neighborhoods
- Student rentals
- School district
- City or town
- First-time homebuyers
- Condominiums or apartments
- Distressed properties
- Senior homes
- Vacation homes
- Land
- Commercial real estate
- Industrial real estate
- Property rights
- For Sale By Owner (FSBO) properties
35. Reach Out to Sphere of Influence
As a new agent, one of the most powerful lead generation tools you have is your sphere of influence—friends, family, and colleagues. Send them a personalized message announcing your real estate business.
This has yielded first leads for many Realtors.
36. Attend Investor Meetups
If you’re interested in working with real estate investors, attending local investor meetups can bring you great opportunities.
These events allow networking with seasoned investors, learn the ins and outs of investing, and potentially land clients.
37. Assist Experienced Agents
A fantastic way to gain experience and generate leads is by working with more experienced agents with open houses, client showings, or administrative work.
Apart from learning from seasoned professionals, you will build relationships that can lead to potential leads.
38. Host a New Agent Open House
Real estate open house events are tried and tested methods for lead generation.
Hosting a New Agent Open House is an impactful way to introduce your services to potential clients while building buzz around your brand.
39. Offer Complimentary Services
Providing complimentary services like home valuations, buyer consultations, or staging advice can showcase your expertise and attract leads.
40. Continuously Educate Yourself
Staying up-to-date on industry trends and laṭest changes in rules and regulations is critical for long-term success.
Attend workshops, training sessions, and conferences to learn new ideas and expand your professional network.
41. Send a Handwritten Note
In today’s digital age, a handwritten note feels personal and unique.
Thank your past or current clients for choosing you as their realtor, and let them know you’re available for any questions. You could also offer useful recommendations, like moving companies or reminders for important tax documents.
42. Use “Coming Soon” and “Sold” Signs
“Coming Soon” signs create excitement around a property even before it hits the market.
These signs, whether placed on a lawn or posted on social media, generate interest from potential buyers.
On the flip side, “Sold” signs can attract leads from buyers who missed out on the property and want to ensure they don’t miss out again.
Both are tried-and-true strategies for boosting visibility.
43. Attend Open Houses
Open houses are great for networking and lead generation, particularly for buyers without an agent.
Avoid being too pushy—no one likes aggressive sales tactics at another agent’s open house.
44. Try Door-to-Door Prospecting
Door-knocking marketing may seem old-fashioned, but it’s still effective.
45. Partner with Estate Liquidators
Estate liquidators regularly handle properties for sale, so building a relationship with them can open doors to motivated sellers.
Liquidators often know about sellers before the properties hit the market, making them valuable partners in lead generation.
46. Contribute to Industry Publications
Establish yourself as an expert by writing for real estate publications or industry blogs.
Publishing insightful content helps build credibility and brand recognition, making leads more likely to seek your services.
47. Reward Your Referrals
Encourage referrals by offering incentives (vouchers or discounts) to your clients.
People are more likely to refer you if they receive something in return, and it helps you maintain a steady flow of leads.
48. Purchase Local Billboards or Signage
Investing in billboards or signage in high-traffic areas keeps your brand top-of-mind for local buyers and sellers.
Ensure your contact details are prominent and use eye-catching visuals to attract attention.
49. Utilize Vehicle Branding
Turn your car into a mobile billboard by adding branded decals or magnetic signs. Alternatively, you can partner with private car rentals to leave your pamphlets on the back seats to reach more people.
These cost-effective strategies ensure visibility, helping you connect with leads.
50. Sponsor Local School Programs or Sports Teams
Support your community by sponsoring school events or sports teams.
Your logo on team jerseys or banners increases exposure.
This shows your commitment to the area and helps you get noticed by the potential clients.
FAQs
How do realtors generate real estate leads?
A Realtor can generate leads through both online and offline strategies.
There are methods such as SEO for local searches, targeted social media ads, participating in community events, and networking with local businesses. The goal is to offer value upfront, build relationships with potential clients, and stay top-of-mind.
Note that lead generation is a long-term effort requiring consistency and dedication, but with the right tactics, Realtors can succeed.
What is the best strategy for real estate lead generation?
The best strategy for real estate lead generation depends on your market, strengths, and audience.
Some of the most effective strategies include creating a strong online presence, leveraging personal networks, and earning referrals. Focus on building relationships and trust, and the right leads will naturally follow.
How do you attract lead generation?
To attract real estate leads, position yourself as an expert in your market. Create valuable content such as blogs, videos, or guides, engage your audience through social media, and offer free resources like home valuations or consultations. The key is to be visible and make it easy for potential clients to connect with you.
How do you nurture leads in real estate?
Lead nurturing means building relationships with the prospect by offering consistent value.
Email campaigns, follow-up calls, and educational resources are known to be effective in lead nurturing.
Focus on providing solutions, answering questions, and offering support throughout their journey. It’s best to use a CRM to follow up with them regularly and track interactions.
How to generate real estate leads online?
Some effective online lead generation tactics are optimizing your website for local SEO, blogging, email campaigns, social media promoting, and targeting through Google Ads.
Is buying real estate leads worth it?
Buying real estate leads can be valuable if the leads are high-quality and well-targeted.
It’s essential to assess the cost per lead and ensure a positive return on investment. We suggest supplementing purchased leads with organic lead generation strategies.
How to get real estate leads without cold calling?
Focus on inbound marketing strategies like content creation, SEO, and social media engagement. Hosting webinars, online workshops, virtual open houses, and forming partnerships with local businesses can also attract potential clients. Additionally, consider leveraging referral programs to bring in new leads.
How much do real estate lead cost?
The cost of real estate leads depends on what method you are adopting.
Many online lead generation methods are free of cost although paid add ons can bolster the results.
If you are buying bulk leads, cheaper leads from online listings may cost just a few dollars each, while higher-quality, pre-qualified leads from reputable sources can cost hundreds of dollars.
