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lead generation strategies

Hey kiddo!  Today we’re going to talk about one of the most popular topics amongst Realtors… lead generation strategies.

Leads go by lots of different names; contacts, prospects and the like.  But they’re also what feeds our business and keeps the commission checks coming.

We all know there are millions of people spewing crappy strategies that don’t work and cost you lots of money so let’s talk about the things that will actually put some leads through your pipeline, shall we?

Generate Leads with Facebook Ads

If we’re talking about lead generation and marketing in general we can’t ignore one simple thing.  Attention.  Attention should be the focus of all of your marketing and lead generation strategies.

Truly, it matters not if you’re marketing is perfect and your calls to action are on point… if you’re audience can’t see it, you’re going to hear crickets.

So where’s your audience’s attention?  Chances are good that it’s on a social media platform, seeing as over 50% of phone use is on one of seven major social media sites.

And the king of all social media platforms is, you guessed it… Facebook.  For the amount of attention your marketing can get on this platform, this avenue for advertising is grossly underpriced.

Add Free Guides to Your Lead Generation Strategy

Once you’ve got the attention of your leads you need to reel them in with valuable information.  As a working Realtor, you get the same questions over and over.  So creating a guide answering those questions does a few good things for your business.

Buyer and seller guides are a great tool to collect leads because you’re providing your new lead with valuable information that they actually want and need, in exchange for their contact information.

Once you’ve got the lead, you’ve already primed them with expectations, processes, and knowledge that will help them make educated decisions throughout the transaction.

Speaking of the transaction, it’ll go a whole lot smoother if you’ve already educated your clients on the process.

lead generation strategies infographic


Proper Follow Up Is Everything

Generating loads and loads of leads is quite silly if you can’t convert them into clients, right?  So many Realtors get this wrong.  They think generating leads is all they have to do.  I know this because of how many are buying leads online.

Simply buying leads and not having a proven, well thought out funnel to put them through that will convert them is literally throwing money out the window.

Take time to create a follow up plan for your leads.  These should feel authentic and include value, questions that lead to decisions, and professionalism.

Sponsorships & Community Events are Lead Generating Machines

I talk a lot about my personal experience with sponsorships in my online course, The Rookie Agent but let’s chat a bit here as well.

People hire Realtors they trust.  Period.  Sometimes that means it’s for weird reasons, like “she likes dogs like me”, or “he’s in our racket ball club”.

Finding a club, organization, or event that’s relevant to your own passions and interests is important.  Because once you do, you need to make sponsoring or supporting these causes a large part of your lead generation strategy.

And I’ll tell you why.  You’ll get leads from it.  But they won’t be the leads you’re used to.  These people will approach you asking you if you have time to help them.


They will call you asking you to help them.  No more feeling nervous about listing appointments or getting buyer reps signed.  These leads already trust you and most of the work is already done.

The average amount of money you spend on this area of your lead generation will be paid for three times over with one small commission check.  And word of mouth in this situation can and will lead to many, many referrals down the line if you treat them right.

Content Marketing

Good marketing is based on providing value to an engaged audience.  So once you’ve gotten their attention, it’s important to deliver on your promises stated in the marketing materials/ads/etc.

Content marketing is a great way to deliver value to your audience.  It primes them, educates them, and builds trust and credibility on your end.

Writing a blog post or long form Facebook post on a topic that interests or helps solve a problem for your audience is your best bet.  Buyer or Seller guides would fall into this category as well.

Notice that what I didn’t include on this list; things like geofarming, just listed/sold cards, billboards.  I’m not saying these things don’t or won’t work – but I will say they have the highest cost and lowest ROI.  And any good business is built on smart marketing.

So there you have it!  Was this helpful for you?  If you have any questions about this post or problems you’re having with marketing yourself shoot me an email at jenna@balderdashhouse.com and let’s see how we can fix that.

Jenna Martindale

Jenna Martindale

Jenna Martindale teaches online courses and workshops for new + experienced real estate agents who want to enhance their skills, grow their business, and live the life of their dreams.She believes it’s always the right time for coffee and that if there's a heaven it's a pool filled with golden retreivers.
Jenna Martindale