The Best Method Of Lead Generation For New Real Estate Listings

Education & Training with Demetree School of Real Estate

If you want to succeed in real estate, you have to spend time on lead generation. Recently, someone asked me if cold calling and door knocking where still viable methods of lead generation.


My response was that the most effective lead generation method is the one you are willing to do consistently. If you are the type of person who is willing to go door knocking a few nights every week, you will probably find a lot of success with it. In fact, you will probably be rookie of the year.  If you are the type of person who would rather eat raw squirrels than knock on a neighbor’s door, then you probably won’t find it to be too successful.


If door knocking doesn’t work for you, maybe you are going to be someone who calls FSBOs or expired listings. Or maybe you are the type who is going to host a lot of open houses or attend Chamber of Commerce networking events.


There is no best method of lead generation. It’s whatever you are willing to do. When you first get into real estate, try every method you can think of. The first time you call FSBOs or knock on doors or whatever, it is going to be awkward. Try it a few times, so you at least get past that awkward stage. After that, narrow it down to the lead generation methods that you are willing to do on a consistent basis. Pick one or two and do them every day.  The best method of generating leads is the one that you are willing to do on a regular basis.

Comments (13)

Sham Reddy CRS
Howard Hanna RE Services, Dayton, OH - Dayton, OH

Absolutely the best advice anyone can give!

The most effective lead generation method is the one you are willing to do consistently. If you are the type of person who is willing to go door knocking a few nights every week, you will probably find a lot of success with it

Sep 02, 2019 11:17 AM
Karen Climer

Thanks Sham.  I'm not the door-kocking type so I think it's a terrible method for me.  But I know other people who make a living doing it.  

Sep 02, 2019 11:44 AM
Ron Climer
Keller Williams Realty Mountain Partners - Tryon, NC

After twenty years of hanging around real estate offices, I am still amazed at th many different ways there are to generate leads.  What amazes me even more is that people pay for leads cash in advance.  The same people that pay for leads DONT wear a name badge as they go about their daily routine and DON'T hold open houses and Don't wear a REALTOR tee shirt when they go to their kids soccer games and NEVER do floor duty and DON'T send out Christmas cards to their neighbors and past clients and NEVER ask their fellow Realtor at the state convention to send them a referral.  I like the way you put it.  It does not matter which method you use to generate new leads but it does matter if you use some method. Hope and prayer do not work enough.  

Sep 02, 2019 01:31 PM
Karen Climer

Thanks so much for reading and commenting.  I, too, find it a little baffling that people pay for leads in advance.  To each his own, I guess.

Sep 02, 2019 02:12 PM
Hanspreet Arora
Best Realtor Brampton - Chinatown, NY
Trusted & Well Known Realtor in Brampton

Thanks Karen for sharing this information.

Sep 03, 2019 02:46 AM
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Karen - thanks to today's edition of SCS Second Chance Saturday by Carol Williams I saw your post.  Consistency has an impact on real estate and when performed at a high level. success can be achieved.

Sep 14, 2019 05:48 AM
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes™- by eXp Realty - Vancouver, WA
REALTORS® in Clark County, WA

I was out and about yesterday and ended up in the compnay of two other realtors. One was boasting about how busy she was - she is part of a boutique office and they pay 5K a month to Zillow for leads. She claims they can't keep up with the leads - and that she is making more than she ever has. (20 year career)  The other realtor is new to the industry and she was very eager to join their any rate, the agent told both us we should consider buying Zillow leads. She says it is the only way to compete and get enough business.  It made me quite sad as our industry is in such a flux - locally, the Z agents are making a killing. 

Sep 14, 2019 07:15 AM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Hi Karen:

There are all kinds of ways to generate leads and what works will depend on what you enjoy and will do consistently.


Sep 14, 2019 08:59 AM
Karen Climer

You summed up my whole post in one sentence!

Sep 14, 2019 09:30 AM
Debe Maxwell, CRS
Savvy + Company (704) 491-3310 - Charlotte, NC

I totally agree with you, Karen - if you're going to do it and do it consistently, then knock it out of the park! 

As to Debb Janes EcoBroker and Bernie Stea JD's comment, I was speaking with an agent just yesterday who pays over $100K for Z leads every year. Now, there are 8 other agents that he has to feed with those leads. Like me, he works his sphere and every month when the top 250 agents in the Metro are posted, I beat him. He's definitely on the list but, what was curious to me is that he is spending THAT MUCH more than I am each year - and it's for leads. How many are panning out? When you deduct the amount that he pays out, what is his NET? 

I just think that new agents HAVE to develop a growing database so that 5 years down the road, you can work with those you can count on - your sphere! 

Sep 14, 2019 09:45 PM
Debb Janes EcoBroker and Bernie Stea JD

Debe Maxwell, CRS thank you so much for the thoughtful comment. I did wonder about the net too - their agents must have to pay a pretty premium to get fed those leads.  It still just makes me sad that many, many of our agents are using Zillow - and brag about the business they are getting.  Bottom line, I do agree with Karen Climer - you've got to do something and if you are comfortable with it, that will help ensure its success. Getting out there and having some person to person interaction tends to get us new business. 

Sep 15, 2019 06:42 AM
John Henry, Florida Architect
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Luxury Custom Home Design

I think the 'old ways' may be the best.  I believe texting and email, and social media platforms have dulled our social person to person skills.  Who do you remember more -- the guy that told you that great joke at a local zoning meeting and you asked for his card or the dozen emails you have received from someone you've never met.

Sep 15, 2019 04:54 AM
Tom Bailey
Margaret Rudd & Associates Inc. - Oak Island, NC

Well said Karen! The best strategy in the world will not work if you don’t do it, do it consistently!

Sep 16, 2019 01:58 PM
Kat Palmiotti
406-270-3667,, Broker/REALTOR® - Kalispell, MT
Helping your Montana dreams take root

You're right - agents need to find the method that works for them. I believe we need to be using different methods at all times to reach as many people as possible.


Sep 17, 2019 06:24 AM
Pete Xavier
Investments to Luxury - Pacific Palisades, CA
Outstanding Agent Referrals-Nationwide

Door knocking absolutely works, when done right, totally agree!

Nov 07, 2019 09:35 AM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I’m going to bookmark this one as a great reference, But I do understand if some people are not ready for it

Dec 29, 2019 11:14 PM
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

I am a huge believer in staying in your comfort zone for lead gen. You have to do it so pick things that you will actually do. Lead gen is not the time to decide to expand yourself as a different person.

Dec 30, 2019 04:00 PM
Karen Climer

For rookies, I tell them you have to get out of your comfort zone initially just to give it a chance.  For example, if you are uncomfortable knocking on a stranger's door or calling someone you don't know, you have to try it a little bit.  You don't know until you try.  But once you've given it a fair chance, then you can quit and say, "I don't want to do these open houses, I'm going to stick with Chamber of Commerce event."

I agree that there is no point in forcing yourself to knock on doors, if you are really more of a phone person.

Thanks so much for reading and commenting.

Dec 31, 2019 06:41 AM