Rethinking Lead Generation

Real Estate Agent with Century 21

My goal with this article is to change the way you think about lead generation. Back in the "old days," purchasing real estate leads was a popular strategy. And while a lot of agents still use this approach to real estate lead generation, it is by far NOT the most effective way to go about it.

Think about it for a moment. When you purchase real estate leads, you are basically buying the names and phone numbers of people who (A) don't know you, (B) haven't asked to be contacted by you, and (C) could very well have an agent by the time you contact them.

In other words, you will be cold-calling strangers, in an age when cold calls are dying out. This is not the best way to approach real estate lead generation. When I listed a home on the MLS a few years back, I was annoyed at the number of real estate folks who contacted me each day. "Do you have an agent? Need help selling your home? Can I come over and give you a CMA?" It struck me as both desperate and annoying. There is a better approach to real estate lead generation!

Comments (3)

Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Hi Joseph.   " There is a better approach to real estate lead generation! "   OK. I'll bite.  What is it ?

Sep 30, 2009 04:10 AM
Kathleen Daniels, Probate & Trust Specialist
KD Realty - 408.972.1822 - San Jose, CA
Probate Real Estate Services

Hi Joseph - I'll bite too ... tell us a better way to real estate lead generation ...

Sep 30, 2009 04:13 AM
Jeremy Williams
Red Hawk Coaching - Kingwood, TX
Business Coach, Husband, Father, and Dog Wrangler


It amazes me those that work cold calling.  Just like any other lead generation method it can be effective as long as your consistent, but it does require a lot of time because of the number of calls you have to generate before getting a result.  So you have to ask if I spent my time lead generating in a different manner, can I generate more in a shorter period of time with a higher conversion ratio?  Great post.

Jeremy Williams
Keller Williams Realty NE
Kingwood, Texas


Sep 30, 2009 04:19 AM