5 Ways to Find Buyer and Seller Leads

Services for Real Estate Pros with Happy Grasshopper

When it comes to real estate, there is one unavoidable truth: leads are life. Whether you’re the type to hoard thousands of lukewarm leads or foster a few scalding hot ones, they’re what drive your business - and your success.

Of course, if leads were easy to come by and, more importantly, close, you wouldn’t be reading this post. That’s why we’ll be going over buyer and seller leads today, giving you the information you need to...lead. See what we did there? =)


5 Ways to Find Buyer and Seller Leads


1. Purchasing Leads

This is a tricky one because, while purchasing leads seems easy and effective, you need to focus on the right kind of leads to purchase. Oftentimes, services will offer to sell you leads in bulk, sometimes thousands at once. The problem with this method is that the service will sometimes sell the same leads to many other agents in your area, causing a competition you don’t realize you’re a part of.

Services such as Zillow offer what’s called “Lead Impression,” which places an agent’s contact information next to one of their listings. The more you pay, the more times your information appears next to listings. There will be other agents alongside you on these listings, but it’s slightly different than the services above: this is designed to give the customer a choice, meaning that the person who ultimately chooses you, did so over others. This is more likely to be a successful lead.

2. Social Media Leads

Sites like Facebook and Twitter can be excellent lead sources if utilized correctly. There are many ways to use Facebook for leads, the two most effective being, listings posted on your page and Facebook advertising. Posting a listing is simple (and free): You simply can link to your MLS listing, add a photo with a catchy description, and post it to your wall for others to see. The other method is to pay for advertising, which is its own blog post. Here’s link to Facebook’s advertising page for more information.

Twitter is another good resource, albeit a little bit less effective. Twitter allows you to link to listings, reach out to past and potential customers, and make real-life connections that often translate to sales.

3. Website Leads

Many agents have their own web presence, but aren’t making the most of it. One of the easiest ways to capitalize on website or listing leads is to put lead capture forms throughout your site, asking potential buyers/sellers to leave their contact information. Websites not only let people know who you are, but also what you specialize in and the area you focus on.

In addition to creating your web presence, there are ways to market your site even further. One way of doing this is a Pay-Per-Click (PPC) campaign, in which you pay for services/partners to drive traffic to your site/lead capture form. This type of lead generation can be confusing, but don’t worry: we'll go over PPC and how it pertains to buyer/seller leads in our upcoming webinar.

Not tech-savvy? That’s OK! There are website services focused on real estate, with agent success in mind. Companies, like our friend Morgan Carey’s Real Estate Webmasters, design and host websites for real estate agents. They even offer marketing tools and SEO optimization, taking the guesswork out of the entire process.

webinar reg

4. Geo-Farming & Door-Knocking for Leads

Sometimes effective marketing requires a boots-on-the-ground approach. =)

Farming a certain area and door-knocking, while often considered ‘old school methods’, are still very effective. These methods allow you to gather a bunch of real-life prospects from a certain area, and reach out to potential customers personally. While agents often door knock for seller leads, they neglect buyer leads. The old adage of “you don’t know if you don’t ask” applies here. Get out there and ask around!

5. Lead from Referrals

Our final tip is one of the most important - actually, it’s the most important. Referrals are the single best lead source an agent can have: people you’ve worked with in the past, recommending you because they had a great experience. With referrals, it’s best to strike while the iron is hot and reach out to a customer early for best results. Here are a few suggestions:

Send a small closing gift, thanking them for their business (a warehouse club membership, movie tickets etc.)
Send out business cards to customers, asking them to hand them out to people they know.
Reach out to your customers shortly after the sale, and be sure to thank them and offer your services for the future

For more great information on buyer/seller leads, make sure to register for our upcoming webinar. We’ve invited Morgan Carey, CEO of Real Estate Webmasters, to weigh in on the topic. He’ll not only help you find leads, but also show you what to do once you have them and what to expect!

Claim Your Spot Webinar


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We help salespeople write and deliver thoughtful, well-written follow-up that connects them with their prospects and current database in a way that builds a stronger relationship and a deeper trust.  Take our free assessment here to see how we can help you keep in touch with your sphere, convert more leads and grow your team.


Comments (36)

Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

We got to explore all 5 leads for next year as it is too close to Xmas...

Great posting.

Sam Shueh

Nov 11, 2015 03:45 AM
Michelle Grunberg
eXp Realty - Ijamsville, MD
When Honesty, Integrity and Loyalty Matters!

Thank you for these 5 great tips.  I really enjoyed this blog. 

Nov 11, 2015 06:47 AM
John Wiley
Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Dan, you are giving some good ideas. These of course are only a few options.

Buying leads falls way down on my list of options.

Nov 11, 2015 08:15 AM
Dorte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Dan,

My bread & butter is #5.

Nov 11, 2015 09:23 AM
Derrick Guevremont
Counselor Realty of Rochester - Rochester, MN
Rochester MN Homes for Sale

Eventually referral leads need to be the goal in anyone's real estate career.  If one is never getting referrals I can't imagine they made their past clients happy enough.

Nov 11, 2015 01:03 PM
Cathi Weuve
Real Estate America INC. - Cedar Rapids, IA
First time home buyers, to seasoned home sellers.

Actually, a comment earlier made about this blog post said he did not mention anything about SEO. When actually the author of this blog did.  

Here is what it says above in the blog.

"There are website services focused on real estate, with agent success in mind. Companies, like our friend Morgan Carey’s Real Estate Webmasters, design and host websites for real estate agents. They even offer marketing tools and SEO optimization, taking the guesswork out of the entire process."

Good job on your blog post. Keep going.

Nov 11, 2015 02:47 PM
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

very good information, awaiting the next  webbie

Nov 11, 2015 09:34 PM
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

There's some great information in this post.  Thanks!

Nov 11, 2015 10:08 PM
Kent Anderson
Coldwell Banker Resort Realty, Sandpoint, Idaho - Sandpoint, ID
from Schweitzer to the Lake

Now is the time to build/rebuild your business!  Thanks for the "continuing ed."!

Nov 12, 2015 01:01 AM
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Leads can come from many sources--the most important thing is to keep your name out in front of clients and in your community.

Nov 12, 2015 03:52 AM
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

There are so many ways to generate leads ... and whatever ways you choose -- be sure to follow up and follow up and follow up.  If you don't, someone else will.

Nov 12, 2015 06:04 AM
Karen Fiddler, Broker/Owner
Karen Parsons-Fiddler, Broker 949-510-2395 - Mission Viejo, CA
Orange County & Lake Arrowhead, CA (949)510-2395

That pretty much sums it up. Getting leads is not rocket science, pick something that works and do it. 

Nov 12, 2015 08:29 AM
Theresa Akin

I spent a year under contract paying for leads. The best leads I got were from my own initiative and referrals. The contract leads were nothing but "Looky Lous" and 90% were already working with realtors. Sellers wanted 2nd and 3rd market analysis opinions. Many were under pending contracts. One seller was so mistrusting of his realtor even though the house sold at list price and after 45 days on market closed. He thought he may have been able to get better. Told him he had a good agent when he got what he did which was 5% above market. No seller contributions. Sorry for the ramble. Just going to try old school again and incorporate it with a Duke's mixture.

Nov 12, 2015 12:10 PM
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

Select a strategy and implement a plan to achieve your goals and objectives. Great post.

Nov 12, 2015 04:36 PM
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

These are good reminders for all of us!

Nov 13, 2015 04:18 AM
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
MC Dwyer-Santa Cruz Mountains Property Specialist

Thanks Dan, for a good list of ways to keep the pipeline flowing.

Staying in touch with past clients can't be emphasized enough. A veteran agent in our office has not stayed in touch with all of her hundreds of past clients...now other agents are picking up her past clients & listing their properties for sale.

Nov 16, 2015 01:21 AM
Bruce Hicks
Best Homes Hawaii - Honolulu, HI
Your Best Hawaii Realtor!

Yep Dan Stewart , getting leads and capturing the customer are our life blood.  It appears to me that number 5 is the "Optimus Prime".

Nov 17, 2015 08:25 AM
Kristin Hamilton CA Realtor
Sun Lakes Realty - Banning, CA
(909) 557-6966- Specialize 55+ Communties Banning

Hi Dan Stewart 

I too get most of my listings and buyers from referrals of agents across the nation and from past clients. You must give good service to continue receiving referrals.

Nov 23, 2015 03:52 AM
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

I missed the webinar, but know about your great program!

Nov 27, 2015 10:29 AM
Peter Mohylsky. Broker Associate
PrimeSouth Properties - Santa Rosa Beach, FL

I enjoy your training sessions as well.

Mar 05, 2016 08:18 PM

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