How To Generate Real Estate Leads for New and Veteran Agents

By
Real Estate Broker/Owner with Cam Realty and Property Management

How To Generate Real Estate Leads for New and Veteran Agents

If you are in the real estate industry, chances are, you’re in it to make money, if not, I’m happy you chose this profession as a hobby as you won’t have a single day without an event that makes you laugh or cry..think, scream, dance..

At the same token, if your only reason for getting into this profession is to make money and you don’t really like working with people, chances are, you will be out of real estate as fast as you jumped in.

Our goal should be to generate leads which happens by creating relationships first, follow up, then close. Sounds simple? Well, it does sound simple but it’s not. See, if you’ve been in the business for some time, you probably have a large database and your business comes from referrals. This is our dream position!

 

What if you’re a brand new agent without that ever lead generating database or don’t know anyone. What do you do? There’s more than one way to generate business but you have to feel comfortable with that method, learn it and execute. No matter what you do, you’re not going to get ten listings within a month. It’s work!
It may be months before you get your first buyer and/or seller or a week. This depends on how hard you're willing to work. Be sure to know your marketplace really well, know what is selling, average marketing time, price range, new construction. Remember, you are the expert.




I caution you not to pay attention to those who would tell you certain activities are useless and they don’t generate any business. Here are some examples what “some” say don’t work;

 

-You’re wasting your money and time on ActiveRain- Really? When someone tells you this, ask to see their blog posts, their interaction with other members, whether they’ve been consistent or not. I guarantee, they haven’t been active, they haven’t blogged, didn’t comment, didn’t interact with others. Becoming an ActiveRain member was one of the best decisions I’ve ever made, I wish I had done it sooner.

 

-Facebook is preventing me from working. That’s not Facebook’s fault, is it? Limit the time you spend on FB and be strategic on how you spend the time you allocate to Facebook. I am active on every single Neighborhood Facebook group for my area. I am also a member of Facebook groups that have anything to do with “moving to Florida”. I am talking to others who live right here in my community, I develop a relationship FIRST, the business will come. I started posting Florida related posts on my business page and started getting calls. These are just some examples, there’s a lot more.

 

-Calling Expireds- Can you see me cringe?? This is not on top of my faves at all. If there are 5 Expireds in my local market, they’re probably receiving calls from 50 Realtors..yikes!! Do I call Expireds? I do not and that’s my choice. I know many agents who generate a fair amount of business just from calling the expired listings. 



-Door knocking- Ask me to eat cardboard or do 200 crunches..better yet, I will fast for a week. Who likes knocking on doors of people they don’t even know? I have some ideas but this is about real estate. I do pop bys in my farm area and knock on FSBO doors to give them a packet full of information they could use. Again, come from a place of contribution rather than be a pest.

 

-Direct Mail- I heard many say this is old school and doesn’t work. It depends on what you mail and what the content is. Do it every three weeks for a year, then tell me it doesn’t work. It won’t work if you do it once or twice before you give up.

 

-Open Houses- This may be local and also depends on the quality of your Open Houses and marketing efforts. When done right, they work. This is your chance to announce to the neighborhood you just listed a house. Why would you give that up?

 

-Circle Prospecting- Here we go again, talking about getting on the phone. Call around your just listed or just solds letting neighbors know and follow with a handwritten card thanking them for talking to you.

 

-SOI- I’m guilty of this. If I don’t put it on my schedule, months will go by before I contact my past clients. Like many of you, I have them in a category A/B/C/D based on how many referrals I received from them.

 

There are many methods of generating leads from your website to landing pages, phones, newspaper ads, blogging, Facebook, Instagram, Pinterest, Twitter, Direct Mail....the key is in the follow-up. “Out of sight, out of mind”. Stay in front of potential buyers and sellers or nothing would work.
If you are a brand new agent with no listings to promote, start with sharing your favorite places to visit in the area you work in. Great parks to visit, my favorite restaurant, favorite bakery, a dog park, beaches, the list is endless. 

 

Pick one or two lead generating activities and do them well and do not pay attention to those who say it won’t work. I was told by a Realtor from another state just last week that ActiveRain doesn’t work but he never even tried. I was told by another ActiveRain member that landing pages were just a gimmick and not to waste my money.

 

Being a REALTOR® is not easy, if you're committed to making it work, then, you have to work for it. Don't overextend yourself, be sure to take care of YOU along the way.

This is your year to overcome obstacles but you must first make a decision to reach your goals. Once you have the right mindset, the rest will come with hard work!

 

How To Generate Real Estate Leads for New and Veteran Agents

 

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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 12/04/2019 01:00 AM
  2. Lisa Weiler 12/02/2019 08:27 PM
Topic:
Real Estate Best Practices
Groups:
Local Expert
Be The Best In Your Field
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Rainer
536,734
Sham Reddy CRS
H E R Realty, Dayton, OH - Dayton, OH
CRS

Thanks for sharing!

Stay in front of potential buyers and sellers or nothing would work. If you are a brand new agent with no listings to promote, start with sharing your favorite places to visit in the area you work in. Great parks to visit, my favorite restaurant, favorite bakery, a dog park, beaches, the list is endless. 

Dec 01, 2019 07:06 AM #32
Rainmaker
1,846,599
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

I would add - Join a Team as A Buyer Agent . The Commission structure that the Team has been able to extract from the Brokerage allows and gives them motivation to hand out ( and generate) as many Buyer Leads to their hungry Buyer Agents !!!!!!

Dec 01, 2019 08:10 AM #33
Rainmaker
1,271,461
Sheri Sperry - MCNE®
Coldwell Banker Residential Brokerage - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Beth Atalay - Congrats on the feature and I hope your Thanksgiving was extra special.  These ideas and techniques can really help new agents.  As stated, you have to feel comfortable with them and consistency is important.  Even, the ones that might make you cringe, if consistently applied, your technique will get better and the cringe factor will diminish. 

Dec 01, 2019 10:20 AM #34
Rainmaker
3,857,914
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good evening Beth Atalay ,

Love this post and so glad to see  it featured. What great ideas to help both new and seasoned agents reach the success they deserve.

Dec 01, 2019 05:34 PM #35
Rainmaker
136,073
Raymond Henson
eXp Realty of California, Inc. (lic. #01878277) - Elk Grove, CA
Realtor

I like that you have given us so many options to chose from to do well in real estate.  We all have our own gifts.  We just have to pick some things that we are good at and be consistent.  Thank you.

Dec 02, 2019 05:15 AM #36
Rainer
1,790
leslie blumberg
united realty - Plantation, FL
commercial and residential real estate sales and r

hi im a new agent in south florida 

I love the info that has been posted by all for assitance of new agents. The burning question is how to get leads and reading these articles give me an idea of how to go about it. It amazes me that most companies never seem to give enough advice of how to generate leads and i feel it would be highly beneficial fto the company  to help their agents. It seemsthat they just want to employ as many agnts as possible and offer no real assistance. 

Dec 02, 2019 05:07 PM #37
Rainmaker
479,011
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

Whether you are a Newby in real estate or a Seasoned Agent ... we can always learn something and your post today was a great reminder to not believe the naysayers, but pick a few and commit to it ... for at least a year. Congratulations on the well deserved FEATURE! Beth Atalay 

Dec 02, 2019 05:50 PM #38
Rainer
222,602
Greg Mona
Faira Homes Corp - Scottsdale, AZ
Real Estate in the 21st Century!

Nice post, Beth Atalay. I see these different methods as "different strokes for different folks". Some agents do very well just sitting open houses and getting enough new buyers from them. Others have success cold calling and/or calling expireds. No thanks, but it does work for some. The main thing is consistency, no matter which route you choose to build your business. For instance, the average person needs to see a piece of direct mail at least 15 TIMES before they really take notice. That's a year's worth or a little more, so don't give up if your first couple doesn't work. Again, all of these you listed will work for different individuals at different times, but you must put the work in and keep at it. 

Dec 02, 2019 07:12 PM #39
Rainer
2,550
Gail Carman
My Home Group - Phoenix, AZ
Resale, New Homes, Condos

Great article Beth.  All of us can learn something from it, whether we are veterans or new in the business.  

You have to find what works best for you to obtain leads. All of us have certain things we don't like to do over others. Great blog

Dec 02, 2019 08:04 PM #40
Rainer
7,978
Lisa Weiler
PM LLC - Los Angeles, CA
Interior Design Expert & Home Stager

Thank you for the tips, this is a great article.

Dec 02, 2019 08:28 PM #41
Anonymous
Janet Darrow

Great ideas. I think consistency and follow up are key to whichever area one focuses on.

Dec 02, 2019 09:14 PM #42
Anonymous
LeAnn Anest

These are great tips, especially for someone new to the business. I’m learning consistency is key.

Dec 03, 2019 06:17 AM #43
Anonymous
Lee Smith

Great reminders! Commitment is the key!

Dec 03, 2019 09:09 AM #44
Rainmaker
106,260
Cliff Johnson
Solid Source Realty - Stone Mountain, GA

Nice Tips. It is always good to read some lead generation articles.

Dec 03, 2019 12:07 PM #45
Rainmaker
383,487
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
MC Dwyer-Santa Cruz Mountains Property Specialist

Thanks Beth Atalay - Great advice to pick something that's comfortable for us, because we need to stick with it!  I'd never heard of "moving to x state" facebook groups - I'm off to look!

Dec 03, 2019 12:21 PM #46
Rainmaker
1,719,077
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

Pick three and focus on performing. It isn't easy but it is simple 

Dec 04, 2019 02:48 AM #47
Anonymous
Candis Johnson

Thanks for the reminder that consistency is key!

Dec 04, 2019 09:30 AM #48
Ambassador
2,105,370
Michelle Cherie CarrCrowe Just Call...408-252-8900
Get Results Team...Just Call (408) 252-8900! . DRE #00901962 . Licensed to Sell since 1985 . Altas Realty - San Jose, CA
Family Helping Families Buy & Sell Homes 40+ Years

Thank you for outlining this so clearly. I agree, always "come from a place of contribution".

Dec 04, 2019 01:14 PM #49
Rainmaker
537,707
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

There ARE many methods of generating business and new agents must be self motivated and willing to keep at it!  There are so many days when you work work work and don't get any paycheck. Just educating yourself on neighborhoods is quite a bit of work but can pay off later.  It takes time!

Dec 05, 2019 07:39 AM #50
Rainmaker
3,301,883
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

Everyone has to do lead generation with methods in which they are most comfortable...we do not door knock, work expireds or spend hours on the phone either.

Dec 05, 2019 09:41 PM #51
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Rainmaker
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Beth Atalay

Cam Realty of Clermont FL
Sell or Buy Homes in Clermont FL
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