Lead Generation is the foundation for your success!

It is fair to say that if you have no leads you will have no closings!

Previously, I mentioned that:

  • FIVE (5%) percent of the agents do NINETY FIVE (95%) percent of the business and,
  • NINETY FIVE (95%) percent of the Agents do FIVE (5%) percent of the business

First, what does this mean for you? Simple, you need to contact as many people as you can and add them and their information to your database continually and consistently! So you need a “database” management system for all those people.

Secondly, what kind of SYSTEMS do you have in place to generate buyer and seller leads and convert them into closings? You have a lot of options in Lead Generation and you will hear a lot of advice. One critical error most agents make is to try to do too much without researching the best system for them. In fact, a lot of managers, Brokers and trainers suggest trying everything and seeing just what works. Bad advice.

So regardless of whether you are a first year agent or an experienced agent your FOCUS should be on two primary methods/forms of lead generation. Have you ever tried to do too many things at once? Sure, we all have. The question is, “How well have you done what you’re doing?” “Not too well?” The same applies to real estate … but with more focus. It’s just highly important to be aware of areas that will bring you the highest return for your time and investment.

Our industry can be very complicated and emotional … for your clients, customers and even you! Choose one or two areas, stick with it/them, become an expert … focus and you will have ultimate success – super income and ultimately a great life!

The two primary methods of Lead Generation are “Prospecting” and “Marketing”;

Here are a few tips to generate more buyer and seller leads – there is a process to selecting which areas to focus on, reach out to me and I’ll help you with it.



  • Just Sold
  • Just Listed
  • Past Customers/Clients
  • FSBO
  • Expired
  • Geographical Farm
  • Banks/Savings & Loan REO

In Person

  • Door to Door – Open Houses
  • Networking events – Social
  • Seminars
  • Teaching & Speaking events
  • Booths at events
  • Chamber of Commerce
  • Clubs & Organizations



  • Newspapers
  • Billboards
  • Yellow pages
  • Radio
  • Television
  • Magazines
  • Grocery carts
  • Social Media
  • Car washes
  • Bus Stop benches

Internet Websites/Marketing Direct Mail

  • Postcard campaigns
  • Newsletter campaigns
  • Just Sold/Just Listed
  • Quarterly Market Updates


  • Little League & Charities


This can seem overwhelming.  Which of the lead generation or conversion options is the one in which you will become the expert in. You should analyze each item as to the time commitment, financial impact and more importantly the past success ratios and how it fits your overall plan. You also need to recognize that in your selection is your willingness to perform and complete to your best ability … your commitment!

Start by developing a spreadsheet based on the lead generation items that interest you most. It should include the time and costs required to start up, implement and complete. Once completed, your decision will be to select the best “two” methods for you based on historical performance and compatibility.

You will also need to supplement your “Prospecting” & “Marketing” with the following:

  • A lead management and lead follow-up system
  • An email drip campaign
  • Excellent telephone skills with scripts
  • A great “listening” presentation
  • Market data/statistics & Neighborhood information

As you can see, it is important to give ample consideration to a plan, a system and complete understanding of your commitment level and direction. We can help you with this process; reach out to us and we will be happy to provide you with the right information and assistance so that you can make the most informed decision for your real estate career.

Remember, it’s your business….