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Looking for leads in all the wrong places...Could be a great country and western hit but it sure is not how you wish to spend your day! Instead I hope to really give you something of substance and something you take to the bank with a few closing checks! So here goes all of my 15 years experience in real estate from the most simple to most crucial to know to survive...THE A LIST OF TOP 10 LEAD GENERATION TIPS FOR GREATER RESULTS!

1) Get out of your real estate world box and be the coca cola of the real estate market!

Social Networking is very powerful but do not forget what it is like to get FACE TO FACE with PEOPLE IN GENERAL! This means that there are more people in your community that are just everyday people that are NOT buying and selling than there are buyers and sellers. SO, WAKE UP out there and learn that you have to start working your community and be a visible icon to everyone - everywhere! Sure, sending just listed and sold postcards work and tooting your own horn for any and all accomplishments but let's get real here! Get to the heart of people and you will get leads!


I almost feel like the a preacher pounding this message but the stats are in (my stats) and the fact is that more people will know you when you reach out and build relationships. TALK the TALK and WALK the WALK everywhere you are and get out of the real estate marketing box and get your ads, your name, your body in places with people that are NOT currently buying or selling!

Because those people talk to to others and it is not always what you know or who you know but WHO knows YOU and KNOWS what you do!

2) KNOW your market Stats and be the GO TO SOURCE for Real Estate!

The best thing I ever did to really understand my market was learning how to break down stats from MLS and really learn my market area. Not just the area but key neighborhoods that I would work! Put your stats in a yearly binder and use it on listing appointments. Of course, show your personal stats compared to local stats and if you are new - get your companies stats and share those! Feel free to R and D my stats layout. *R&D meaning RIP OFF and DUPLICATE! My stats book is nothing fancy but it works great - Posted on my real estate website at www.wardsmall.com ! Make sure to know the average days on the market, list to sale ratio and average price range of homes that are moving etc...HOW and WHY is this going to give you leads?

Making graphs is simple with this 3rd grade math site: http://nces.ed.gov/nceskids/createagraph/

SHARE YOUR KNOWLEDGE! Send the chamber heads and bank leaders of my community a full market report each year - the mailing goes out by January 15th to about 50 BIG executives, attorney and big corporate heads! This puts you in front of them as a SOURCE OF KNOWLEDGE!

Leads come if you stay consistent on this. Send quarterly postcards as well to these heads with current stats updates!

By the way - knowing your stats is not just pulling the ready made figures from MLS. It is researching and viewing homes online and REALLY knowing what is happening in your market place. When you go on a listing appointment you know why the Jones house at 123 SOLD CHEAP ST.  because it had functional obselence when they made the laundry room the 1/2 bath for guest and kept it as a laundry room as well! DO YOU GET THIS PICTURE YET?


 Once you do step 2 take more of your flowing knowledge to a local blog scene. Not sure if you have any? Check your newspaper and google your local TV stations! There are many local places that would love to know about what is going on and YOU need to be the person giving this information! Do not ever forget to sound off with "If you know anyone in need of my real estate services, please send them my way"!

Do you use Virtual tours? Why not go an do a few on local scenes of interest to share with your community - Maybe a new school building or townhall? Maybe a new complex that you want to feature - Maybe feature the park, mountains, beach or whatever it is that brings buyers to your area! Post these links on these sites and show people WHY they should be working with: YOU! By the way! Hello POST it in localism here at:


Blogging is SUPER Powerful on a NATIONAL level and right there in your local area...

My new personal blog is fun so feel free to join at: Itizwhatitizwithliz.blogspot.com


If you are not a huge believer in farming neighborhoods...Think twice about this! Framing is back to the basics but I hope the show the world a different twist on this basic marketing magic! My twist is easy and it works! The methods I teach are based on the concept called RELATIONSHIP MARKETING!

Yes, you still are the person to share what is going on in real estate but focus farming methods more community driven events and work towards more of a GIVE and SERVE method. A few ideas of the farming plans  that have worked best in the past for me are: Coat collections for the homeless, food drives for the local food pantry, back to school supplies for needed families, Community yard sales, Pride in Ownership awards, ICE CREAM socials, Driveway flags, community parties! More of this can be found on the CD "LISTING TOOL SUCCESS KIT"! I get leads from people all of the time in the two neighborhoods that are served by these methods. Try this and you will be known and seen as a real go getter and on top of your real estate game!



Do you host closing parties for buyers? Once closed just ask them for a list of 25 people to invite to a closing party! Give them 3 choices on food for to serve depending on the taste of the buyer: Wine and Cheese, Beer and Pizza, Cupcakes with mints and punch! Simple - yes! If budget allows hire someone to cater and serve but you can budget this for less than $100.00 and in return you get 25 leads for your database and you get to socialize with your clients friends and YOU are the hostess with the mostest!

Try a year end GALA event! I have done this since 1994 and of course, the party has gotten much bigger and now includes wine and wine servers, band or piano and a full catered party . This gala is the 1st week of December and everyone is asked to bring a new toy for TOYS for TOTS. Marines stand gaurd at the box of toys and the night is ful of fun and social networking ALL ABOUT YOU! Make sure to tell your guest they are welcome to invite another family - just RSVP - the more the merrier and the more people you meet the more leads that will come the next year! Take pictures and send everyone a thank you newsletter sharing how many toys were collected and  how you value them as customers for life!



When I list a home my seller gets about 5 greeting cards the 1st month with special thanks for allowing me to serve them! When I meet a buyer at an open house that person will get 3 cards from me over the next 2 weeks!

When I close a client they get a handwritten card from me every month, chocolate at Valentines Day, Candy at Halloween and Cookies at Christmas all for less than 50.00 - they also will get an Home Anniversary card for 4 years for less than $5.00 and my clients are my biggest lead source as well as great repeat business!

I am huge fan in handwritten notes and love the system Sendoutcards.com for this type of high tech yet high touch approach it has brought to follow up! The system allows you to create your own handwritting and up to 4 signatures. I send personalized greeting cards with real lick and stick stamps direct from my computer! It looks like I sat down and wrote a note and mailed it. See for yourself on this tip by sending someone you need to a card today. After you comment on my blog just register at www.sendoutcards.com/31882 for a FREE gift account to see how this works! I have tons of campaigns for follow up that I can share to my customers or other reps in SOC,

I have a blog just on this program: http://www.activerain.com/blogsview/521450/SEND-OUT-CARDS-MY




A website that has no lead forms may work for visiblity but you have to have a way to capture the leads! I am a rep for TopProducer Systems and was very clear to them I would not promote the websites until I believed in them. I kept my other sites to compare lead traffic and was amazed at the hits and leads that were automatically stored on my TP8i account! I do not care who you use for your website company just make sure they have a way to get your leads to you in a fast effective manner for follow up...Please note that the lead forms I am explaining are not the ones that you must complete to get more information...I am talking about a form that leads them gift back - just see my site and see how I use the NAR Lowes Coupon to attract hundreds of new leads a month!


If you want to test me on this please do! Go look in any real estate magazine and see what agent is using a call capture company and call that office and I will promise you that the agent is a top producer. I recall in 1995 when pagers were the tech tool to own I would have between 50 and 60 leads per day from my call capture on ads! It still works the same today and is a great source of referral business for me! Compare if you like: archtelecom and FreedomVoice are the 2 I have used - they both have a total different price plan - FreedomVoice has more features for the money...I have no relations with any of the businesses but I do know that Dirk Zeller represents one and I will assure you whatever he promotes is worthy!


There is a need for every client and the best real estate agent will have a tool box of tools to use for each job!

Video email is a great added bonus to have when you have clients that you will never meet face to face. There are many ways to make this happen from using your camera video and posting a note on YOUTUBE to an Activerain video source. Check out Brad Anderson's blog for more information on this! My advice is to determine how much you will use this and pick the best plan to meet your budget! There are lots of FREE ways to use video so learn all of your options!

ECARD Signatures are one of the neatest tools I have seen. It may look huge here but I can tell you it looks perfect in all of your outgoing emails! The best feature to this card is the links surrounding it will drive up your site traffic and will impress your clients. The card can be FREE with an ad tag beside it or it is a small annual fee to have it removed. The main feature to removing the ad is getting to track your leads and using this as a proven tech tool on a listing presentation! Maybe you feature your new listings as one of the links!

Make your own: www.bojonow.com  - send it to me at elizabethwardsmall@gmail.com - I would love to see how you use it!


I could have never closed over 150 units without a system like top producer! Many agents have TP and have no clue what they have available to make money with this! Did you know that every client in the system has a personal website that you can create for them to watch the listing and closing transaction steps and know what you are doing for them! The lead generation in building your empire by working your database is making sure that everyone in your system has some type of ACTION PLAN attached to them - Sharper Agent is another great tool to DRIP and DOMINATE your database with ecards! Follow up in any system must be automated to work for a busy agent - so make sure to get the ground work done for this and you will be home free in making sure every client is set up in your system to GENERATE YOU MORE INCOME WITH LEADS!!!

I hope you enjoyed these tips and tools! Elizabeth Ward Small brings 15 years of real estate success to you! A previous National ranking agent for listings sold, Elizabeth is now traveling all over the US presenting The 3 B Method Seminars: Live Life Busy - Balanced - Blessed as well as teaching many real estate topics and CE to help agents make more money - have more fun and by all means work smarter and not harder!

Remember....Elizabeth teaches webinars each month. These classes are found at www.LiveBBB.com as well as on the links list here on ActiveRain! If you are interested in Elizabeth doing a LIVE rally in your area please have your broker/owner or training director contact me. I am now booking for 2010 - 2011!

 I would love to come and INSPIRE YOU!

My goodness...Sorry this was so long!



Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Charles Stallions 04/14/2013 10:52 AM
Coldwell Banker Group
The 3 B Method: Live Life Busy - Balanced - Blessed
100 Days to Change
building business
top 10 tools for greater income
tips and tools

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Dominic Zendejas
KASE Real Estate - Mission Viejo, CA

Great advice. solid ways to increase everyones business.

Aug 05, 2008 07:29 PM #191
Elizabeth Ward Small
REALTOR & CEO The 3B Method Seminars - Burlington, NC

Dominic: Thanks for stopping by! I thought this blog was long buried! Glad it is still alive and well!

Aug 11, 2008 04:06 PM #192
Nicky Dou
Keller Williams Market Pro Realty - Fayetteville, AR
The BEST REAL ESTATE AGENT in Northwest Arkansas

Great ideas! Thanks!

Sep 01, 2008 12:17 PM #193
Access San Diego
San Diego Real Estate - San Diego, CA

Liz, some excellent marketing advice there about having a multi-faceted approach.

Sep 02, 2008 05:33 AM #194
Angela St. John
Classic Properties - Gainesville, FL
REALTOR Classic , Properties ~ Gainesville, FL Re

I love the idea of a closing party.  I've never thought of doing this before, but I think it's a fantastic way to get your face out there for minimum investment.   I think I'm very well going to be trying this out in the near future.  I DO have a closing coming up...  !!

Sep 04, 2008 04:15 AM #195
Patrick (Pat) Dardis
RE/MAX Fort McMurray - Fort McMurray, AB

One thing that I would add to that list would be to have personalized emails. And here are some facts about personalizing e-mail campaigns that you cannot ignore:

"Personalized emails generated 42.7% more click-throughs on average to the web copy than non-personalized email. Personalized emails generated 403% more sales on average than non-personalized emails. Personalized emails generated 42.8% fewer unsubscribes on average than non-personalized emails."

That is enough scientific fact to please even me.  I will never send out an impersonalized email ever again!

Go to www.MLXJET.com for your branded email. Use my discount code and save 50%. My discount code is PD5831

Sep 04, 2008 04:36 AM #196

Hi Liz

I enjoyed reading your post, excellence information and a great post. Thanks for sharing the information.

Good luck and success

Lou Ludwig

Sep 06, 2008 08:53 AM #197
Elizabeth Ward Small
REALTOR & CEO The 3B Method Seminars - Burlington, NC

Angela! Do it! I can't wait to see what you do and hear about your success with it!

Sep 06, 2008 04:07 PM #198
Elizabeth Ward Small
REALTOR & CEO The 3B Method Seminars - Burlington, NC

Nicky: Thanks! Glad you came by!

Sep 06, 2008 04:08 PM #199
Elizabeth Ward Small
REALTOR & CEO The 3B Method Seminars - Burlington, NC

Lou: Thanks for reading the LONG wall of words! :)

Sep 06, 2008 04:09 PM #200
Latonia Parks
Top Bragg Realty, Fayetteville NC, Home of the 82d ABN DIV - Fayetteville, NC
Certified Military Relocation Expert

Absolutely great!!!  I was using the emailideas.com biz card but....do you post it on ALL of your email?  When I reply to an email I was wondering if it should be visible yet again or would that wear out my welcome.  I do have my email address reading my name, Keller Williams Realty for everything.  I think that is great in-your-face recognition.  I need some serious help capturing any leads that come through.  All of the fee-based companies overwhelm me so I don't know which to go with.  Please help and thanks.....  :)

Sep 08, 2008 11:54 AM #201
Elizabeth Ward Small
REALTOR & CEO The 3B Method Seminars - Burlington, NC

Latonia: Yes - I use my email idea card on all of my 1st touch emails - if I am going back and forth with someone I will leave it off - However, I love the TEXT ME card and also the ability to use the web tracking for a listing presentation if I am promoting a featured home!

I am here to help - Have you signed up for coaching? Just email me!


Sep 08, 2008 12:07 PM #202
Jane Page Thompson
Aiken Properties - Aiken, SC

Great suggestions and wow, what logevity you have in this post. 

Sep 08, 2008 12:22 PM #203
Elizabeth Ward Small
REALTOR & CEO The 3B Method Seminars - Burlington, NC

Thanks JANE PAGE: I am excited to see it has not died and I hope that this blog really continues to help others! :)

Sep 08, 2008 12:33 PM #204
Norma J. Elkins
Elite Realty Group - Morristown, TN
Realtor - Elkins Home Selling Team

Thanks - I will share this with some of the agents in my office --- it is very good info!

Dec 31, 2008 11:36 PM #205
Elizabeth Ward Small
REALTOR & CEO The 3B Method Seminars - Burlington, NC

Norma: Glad to see you found an older post that has life to it! Make sure to print the last one I did not 100 Tips to Launch Success in 2009!



Dec 31, 2008 11:56 PM #206
Greg Miller
Ruoff Home Mortgage - Sarasota, FL
Florida Home Loans - Conventional,FHA,USDA,VA

What a great informative post Liz. Being a newbie to AR, I for one am glad this post has stuck around. Thanks again for your insights

Jan 01, 2009 07:31 AM #207
Norma J. Elkins
Elite Realty Group - Morristown, TN
Realtor - Elkins Home Selling Team

I had commented on this before - but re-read it again - thanks!

Nov 18, 2009 09:41 PM #208
Samantha Smith
214.422.0729 www.SamIAmHouses.com - Rowlett, TX
Sam I Am Houses, Simply Texas Real Estate

This is Grrrrrreat Stuff and it'll be very helpful to me as I get started! Thanks so much for taking the time to put it together!  I've printed it out and as you said in an earlier comment, I'm going to find 2-3 things to master then add 1 on every so often.

Thanks again :)

Aug 05, 2010 07:05 AM #209
Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.

Some of the links are not working bojo and I realize this is an old post so maybe it has changed. I like the ideas for sure.

Oct 17, 2012 11:34 PM #210
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