Seller Lead Strategies: Turn LinkedIn Contacts into Leads

Real Estate Technology with®

The® Results Series team has been on the road sharing our top 10 tips for drawing in and converting seller leads. And now, we’re ready to share them online with you!

For the next few weeks, tune into the Results Series blog to learn how we recommend you engage and convert sellers this spring and summer. So far we’ve covered:

  1. How to become an online video expert
  2. How to write compelling, seller-focused calls to action
  3. How to write a 9-word email to cold prospects
  4. How to identify and engage warm seller leads

Sending emails to warm lead and cold prospects is a great idea — but what if your prospects are currently saved in a variety of databases or platforms? Today, we’ll show you how to export every connection you have in LinkedIn, so you can quickly and efficiently build up your contacts.

Build your database from LinkedIn contacts

We spend hours developing Facebook ads, but we tend to overlook LinkedIn as a potential source of business. And even more than that, we may not realize that every LinkedIn connection has entered in an email address that we have access to.

While you should be respectful of your connections and be sure not to add them to a drip email marketing campaign without their permission — remember, CAN SPAM laws apply to you — it’s perfectly okay to connect with them one-on-one to discuss your specialty and their real estate needs.

Here are the four steps to exporting your connections from LinkedIn, then importing them into your CRM.

1) Log in, go to Connections

Start off by logging into your LinkedIn account. If it’s been awhile, be sure to review any new connection requests and check your inbox for pertinent messages. Then, from your home page, click on Your Connections:

2) Begin the export

On the next screen, you’ll see every connection you’ve made on LinkedIn. On the top right, click the button that reads Manage imported contacts:

The next screen is where the magic begins! Under Advanced actions, select Export contacts:

3) Wait for your export via email

Next, you’ll get a screen showing that your connections are being exported and will be sent to email. Head on over to your email and wait for the inbound email, which will contain a .csv file.

4) Import the .csv file to your CRM

Once you receive the .csv file, open it up to ensure that you have three important columns: First Name, Last Name and Email.

CSV files are the lifeblood of any CRM contact import, so you should have no trouble uploading LinkedIn’s contacts file to your database of choice. In some cases, you may need to rename the column headers, but most CRMs should be able to map those headers to their own internal fields.

5) Get in touch, one-by-one

Once your contacts are fully loaded into the CRM, you can begin contacting them one-by-one. Consider sending a warm email, saying that you recently came across their email and wanted to see if they had any upcoming real estate needs or questions about the local market. Tailor your outreach to the type of relationship you have — don’t use the same approach with your first cousin and a former colleague you only interfaced with a few times.

If you know the contact is a current homeowner, consider sending them to your Market Snapshot® landing page so they can sign up for automated, relevant market updates on their local area. (Be sure not to auto-add all your contacts to receive a Market Snapshot® or other automated market report.)  

Wondering why you can’t just add all these contacts to your regular drip marketing campaigns? It may be time to brush up on how CAN-SPAM applies to real estate agents. Take this quiz from the NAR to get up to speed.

What other platforms are a gold mine of contacts?

Do you have other platforms that you use to find new email addresses and contacts? Tell us about them, or how you transition cold platform contacts into warm leads and prospects on the Results Series Facebook page.



Comments (19)

Foster Smith Summerville
Carolina One Real Estate - Summerville, SC
Summerville & Charleston Homes for Sale SC Realtor

WIth Linked IN, most of the contacts are professional and many are other realtors, however, I'll have to take a look to see if this is a good option.

May 26, 2017 04:09 AM
Mike Linkenauger
LinkUp Realty - Jacksonville, FL
Short Sale Realtor - Jacksonville FL

This is just idiotic. It just explained how to export all contacts on Linked In. You suggest contacting them one by one via email??? Most don't even respond to emails!!! 90%+ of my contacts on there are agents / brokers from other areas of the country, as are many other agents. This is a horrible waste of time using these guidelines.

May 26, 2017 06:22 AM® - A division of Move, Inc.

Sorry this tip isn't for you, Mike. We've had a lot of agents who have been super excited to have the email addresses of past contacts that they couldn't have accessed elsewhere.

We've especially heard it's a great idea for agents who have recently switched careers and whose professional contacts are not all embedded within the industry. As with any advice on AR, it's yours to use or toss! Hopefully our other seller lead tips will help you in some way.

May 30, 2017 12:39 PM
Ruth Vogt
Fairway Independent Mortgage, LLS. Equal Housing Opportunity. Regulated by the Division of Real Estate. - Colorado Springs, CO
719-592-0855 Apply 24/7

BFOTO! (Blinding Flash of the Obvious) Some things are so simple, yet so easily overlooked. YES! Once I get the export, I can sort out the contacts that are not in my area, then import them into my CRM. GREAT IDEA, Thanks for the nudge!!

May 26, 2017 10:02 AM® - A division of Move, Inc.

We're so happy to hear this helped! LinkedIn is such an interesting online space -- perhaps less personal than Facebook but definitely chock full of potential clients! Good luck sorting your contacts and getting started, Ruth.

May 30, 2017 12:42 PM
Richard Bazinet /MBA, CRS, ABR
West USA Realty - Scottsdale, AZ
Phoenix Scottsdale. Sellers, Buyers & Relocations

Excellent. Great idea. LinkedIn is a far more superior source of potential clients - <<if you do it right>>.

May 26, 2017 10:06 AM® - A division of Move, Inc.

"If you do it right." Yes, exactly! Thanks, Richard.

May 30, 2017 12:42 PM
Stavrula "Sam" Crafa, RNC,GRI, CDPE, PSA
Future Home Realty - Seminole, FL
Providing the integrity and service you deserve.

Thanks for the idea. Never thought of that. I will need to go into my account and take a good look at my connections and see who I can reach out to. thanks for the step by step instructions too. 

May 26, 2017 07:26 PM® - A division of Move, Inc.

Happy to help! Glad you found this valuable; we've shared it in live presentations over the last year and many agents agree it's a great way to get in touch with those pesky "online-only" contacts and acquaintances. :)

May 30, 2017 12:43 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I have to come back to this one again later— there's so much information. Very good stuff!

May 26, 2017 11:54 PM
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

I hope most people actually perform the download and implement rather than simply bookmarking.

May 27, 2017 03:12 AM® - A division of Move, Inc.

We do, too! That's why we included painstaking screenshots. :) 


Thanks, Ron.

May 30, 2017 12:43 PM
John Wiley
Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

I thought you provided some good information.

I have imported my LinkedIn contacts to my CRM.


May 27, 2017 08:06 AM® - A division of Move, Inc.

Terrific, good luck John!

May 30, 2017 12:43 PM

Very nice information. Thank you.

May 27, 2017 07:48 PM
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Excellent!  I have duplicates most likely as I always try to connect with clients on Linkedin, so I'll have to be mindful of that as well.  

Jun 03, 2017 08:33 PM® - A division of Move, Inc.

Yes, duplicates are always an issue! Hopefully your CRM has a good de-duping capability to save you time and allow you to only add your true "new" contacts into your database. Good luck, Jan Green!

Jun 07, 2017 02:14 PM
Mega Team Real Estate
Realty ONE Group Alliance - San Mateo, CA
San Francisco and Peninsula Real Estate Concierge

Excellent! Thank you for sharing great ideas. 

Jun 06, 2017 05:16 AM
Rick Frissell
HomeXpress Realty - Valrico, FL
aka "The Red Baron of Real Estate"

Wow, never realized there was an email download capability!  This is now a "high priority" project.  Thanks.

Jun 06, 2017 07:14 AM® - A division of Move, Inc.

We're so glad you're springing into action! Good luck and we hope you win some new clients as a result :)

Jun 07, 2017 02:14 PM
Wayne L. Brown
Franklin Advantage Inc. - Alpine, CA

Great source of information, and very detailed.

Appreciate the post.  Thanks again.

Jun 06, 2017 10:55 AM® - A division of Move, Inc.

Thanks, Wayne! We're glad this was helpful.

Jun 07, 2017 02:15 PM
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

We have an active agent who teaches about LNKD social media for a fee-$$. He came from Linkedin.  I thought he got his clients via Linkedin which were mostly loan and realtors. I happen to know his family. He came from a big family with lots of relatives. It turned out he got his business through family, their friends. etc. Most possess a few rentals.  I would say you can tap into Linkedin and private mail.  It would be hard to have 100 realtors and 200 loan agents refer that Joe Blow to you for a listing agent. You refer to 200 agents.   I did find someone contacted him about selling via LNKD. He listed with another agent and offer me to get paid if I bring him a buyer. 

Jun 06, 2017 12:08 PM® - A division of Move, Inc.

Yes, everyone's LinkedIn database is going to be quite different. Agents who came from other industries may find that they have a lot of ex-colleagues and networking contacts from outside the industry that they should reach out to individually. If your LinkedIn contacts tend to be other agents or lenders, we agree it may be difficult to win new business from that group. 

Thanks, Sam!

Jun 07, 2017 02:17 PM
Andrew Mooers | 207.532.6573
Northern Maine Real Estate-Aroostook County Broker

I agree with Mike Linkenauger concerning linkedin tip. The tips on video, youtube are very helpful to agents getting a leg up to using them though. But how come no option to have you tube listed like twitter, facebook? Pretty simple link to allow on the R platform. Why not?

Jun 06, 2017 04:38 PM® - A division of Move, Inc.

Hi Andrew, 

We've gotten back to you a few times on this issue. As mentioned previously, we've escalated it to our product team and will be sure to let you know ASAP when we've been able to add a YouTube link to the social media options on Thanks!

Jun 07, 2017 02:12 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Good contacts are always worth it and always pay back any money you spend on advertising for networking.

Jun 06, 2017 11:58 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I'm not sure that comment went through but I'll try it again. Thanks

Jun 06, 2017 11:59 PM
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • GRI • HAFA • PSC Calabasas CA

Great post! 

It’s easier to manage and connect on an individual level on LinkedIn. 

Oct 29, 2017 12:30 PM