The REPS Blog

The Ultimate Real Estate Lead Generation Strategy Guide

February 1, 2023 by admin

Want to take your business to the next level? It all starts with leads! The more quality leads you have, the more clients you’ll acquire, the more revenue you’ll generate, and the better reputation your business will have. In fact, according to research by Bright Talk, reported by Startup Bonsai, a whopping 53% of marketers invest over half of their budget solely on lead generation. This just goes to show the importance of lead generation in driving business success.

If you’re looking for ways to generate high-quality leads in the real estate industry, you’re not alone. Lead generation is one of the most important (if not the most important) and challenging aspects of running a successful real estate business.

Don’t let lead generation stress you out! We’ve got your back with our Ultimate Guide to Real Estate Lead Generation.

By the end of this guide, you’ll have a treasure trove of proven strategies for finding new leads and converting them into paying clients. Say goodbye to lead generation worries, and say hello to business success!

What is Real Estate Lead Generation

Before we delve into what real estate lead generation is, let’s define what a lead is and what lead generation is.

A lead is someone who is potentially interested in your product or service, but hasn’t fully committed yet.

But how do you convince them to give you their valuable information? It’s simple: you give them something valuable in return! This might mean you need to give something for free to the lead, but in truth what you could potentially get in return can be worth far more.

By now you’re probably eager to know what real estate lead generation is, and everything it entails.

Lead generation for real estate is the process of identifying, attracting, and engaging potential customers who are interested in any number of real estate properties or services. Real estate agents and brokers use a variety of methods, such as online/offline advertising, networking, and content marketing to generate leads. The goal of these lead gen efforts is to capture the contact information of potential customers and lead them down the sales pipeline.

Once leads are captured, agents and brokers use lead nurturing strategies to engage with them, build trust, and establish a relationship with the potential customer. All of this is done to increase the chances of them doing business. Lead generation is an ongoing process, and it’s important to continuously generate new leads to keep the pipeline filled and maintain a steady flow of potential customers.

How Does Lead Generation for Real Estate Work

Lead generation for real estate typically involves a variety of marketing and advertising efforts to attract potential buyers and sellers to a real estate investor. This can include online advertising, such as pay-per-click ads and social media promotions, as well as offline efforts like open houses, direct mail campaigns, and networking with other real estate professionals.

The goal of lead generation is to build a list of potential clients, or leads, that the agent or agency can then follow up with in order to convert them into paying customers. This might involve sending regular communications, such as emails or newsletters, or making personal phone calls or visits to the leads to build a relationship and earn their trust.

Brief Overview of The Real Estate Lead Generation Pipeline


Brief Overview of The Real Estate Lead Generation Pipeline


The real estate lead generation pipeline is a process that starts with identifying and attracting potential buyers and sellers, and ends with converting those leads into paying customers. Here is a brief overview of the steps involved in a typical lead generation pipeline:

1.      Lead Generation

This is the first stage where agents and investors identify potential leads by using various marketing and advertising methods. Lead generation, as a whole, is positioned here at the top of the funnel, and leads flow down the sales pipeline until the deal is closed.

Real estate lead gen can include emailing and online advertising, such as PPC and social media campaigns, as well as offline efforts like cold calling, direct mail, and physical ad campaigns in the local region.

The aim is to create awareness, catch the attention, and then lead them in towards contacting you, thus opening up a business opportunity that can be potentially closed on. Typically, the first place they are led is to a form on a website or a landing page, where they can commit their interest.

2.      Prospecting

Prospecting is the next step after lead generation, and encompasses all the activities an agent or investor undertakes to determine whether a lead has the potential to become a customer. This includes qualifying leads, follow-up (lead nurturing), and, ultimately, the customer’s purchase decision (conversion).

  • Qualifying leads: Capturing leads is an essential step in lead generation, but qualifying them is another. Stop bragging about your lead count, and start focusing on quality over quantity.

It is important to qualify them.

This is the process of identifying which leads are most likely to convert into paying customers. The process is as simple as asking relevant questions and collecting relevant information to better understand a lead’s position in the sales pipeline.

To understand this, think of a trade show, where a sales representative might ask you targeted questions to determine your level of interest in their products and assess if you have the decision-making authority or influence to make a purchase.

Questions like:

“Is your attendance at the event driven by a genuine interest in the products being showcased?” or “Do you hold decision-making authority or wield influence in the purchasing process?”

  • Nurturing leads: This is the process of communicating with leads and building a relationship with them. This can include sending regular communications, such as emails or newsletters, or making personal phone calls or visits to the leads to build trust. The best lead nurturing strategies start the moment the lead enters the pipeline, and don’t end even after closing the deal.

    Why? Because these people are your number one source for the best kinds of leads out there: referrals.
  • Converting leads: This is the final stage of the pipeline, where leads are converted into paying customers. This typically involves a sale, listing agreement, or business engagement.

Note that the pipeline may vary depending on the specific strategy and tactics used by the agent or investor and the type of properties and services they are providing.

Outbound Vs Inbound Lead Generation

Outbound and inbound lead generation are two different approaches to capturing leads in real estate. Both have advantages, disadvantages, and a successful lead gen marketing strategy usually has a mix of both.

Outbound lead generation is the traditional direct method of lead generation, which typically relies on interrupting people’s daily routines with marketing advertisements and attempts the lead gen effort through cold calls, cold messaging, direct (e)mail, or other forms of active outreach.

Inbound lead generation, on the other hand, is a more modern and customer-centric approach that involves attracting potential leads through various online marketing and advertising efforts, such as content marketing, search engine optimization, blog posts, and social media.

Inbound lead generation is focused on creating valuable and informative content that will attract potential buyers and sellers to the agent or agency’s website or social media pages. Once you have attracted their attention, you then need to convert them into leads by getting them to provide their contact information either through filling out a form or trading for it with something of value.

The goal of inbound and outbound lead generation is the same, which is to generate quality leads and convert them into paying customers. However, while inbound is more subtle and aims to build trust and engagement with potential customers through valuable content, outbound is more aggressive, interruptive, and direct in its approach to lead capture.

Outbound Lead Generation

To understand outbound lead generation better, imagine, you are a house buyer looking for your dream home. Outbound lead generation would be an agent calling you on the phone or sending you an email, telling you about a new property that has just come on the market, or even mailing you a brochure of the property. The agent in question before contacting you had no idea of your intentions to buy your dream house. He/she is just trying to generate a lead by interrupting your daily routine and getting you to take an action.

The key to successful outbound lead generation is to target your audience carefully and craft a message that resonates with them. If done correctly, outbound lead generation can be a great way to grow your business.

Inbound Lead Generation

Inbound lead generation is like setting up a lemonade stand on a hot summer day. You set up the stand in a busy area (online), put up a sign (content) that says “Lemonade for Sale”, and make sure the stand looks attractive and inviting. People walking by (surfing the web) will see your stand (website, blog, social media posts), be intrigued by what they see, and be drawn in by the delicious smell of the lemonade (product/service). Some of them will stop to try a cup, and if they like it, they will give you their contact information in exchange.

In this way, you are attracting people to your stand, rather than going out looking for them. And, just like in outbound lead generation, you have the contact information of the people who are interested in your products or services, and you can reach out to them later to follow up and see if they would like to buy more lemonade, or if they would like to know more about your lemonade business.

Final Verdict

Both approaches have their strengths and weaknesses and when used strategically, they can both help to arouse curiosity in potential clients and uncover their latent needs. Outbound lead generation can be more effective in reaching a large number of leads quickly, while inbound lead generation can be more effective in building trust and establishing a relationship with potential clients over time.

Real Estate Lead Generation Software

Simply put, real estate lead generation software is a tool that helps you to find potential clients, manage leads, nurture leads, and convert leads into clients.

The full potential of your real estate business can be realized by ditching outdated methods to keep track of prospects, like Excel sheets and handwritten notes, and start embracing the power of modern lead generation software solutions.

We’ve gone ahead and reviewed just a few of the top-performing real estate lead generation software on the market today, which are all packed with exclusive and helpful features.

BatchLeads (Batch Leads)

BatchLeads is a revolutionary tool for the real estate industry, providing businesses with the ability to harness property intelligence and work more efficiently. Alongside BatchDialer, BatchSkipTracing, and BatchData, BatchLeads forms a powerful quartet of REI solutions.

Since its launch in 2019, it has helped real estate investors, brokers, lending professionals, property contractors, and title companies identify leads, improve productivity, and drive growth. By utilizing a proprietary algorithm and integrating multiple data sources, BatchLeads delivers unparalleled property insights, including owner information and contact details, to help businesses succeed.

Currently, BatchLeads boasts an extensive database featuring contact information for 245 million individuals, 60 million liens, and 150 million property records from the United States, all accessible on their website and their app.

Contrary to popular belief, software packed with numerous features does not limit its use solely to desktop computers. Real estate agents and property brokers who frequently hit the road understand the importance of having access to technology while on the go.

Hence the reason why BatchLeads is made mobile-friendly with their app, also available on Google Play and App Store.

Now, let’s examine some of BatchLeads features in greater detail:

Lead Generation: Efficiently generating high-quality leads that are well-suited to real estate investment is a top priority for many professionals in this field. BatchLeads is a software solution that aims to simplify this process for investors of all levels of experience. With a wide range of filters, it allows users to quickly identify specific types of leads, such as properties that are vacant or have unpaid taxes, pre-foreclosure listings, and homeowners with multiple properties.

Skip Tracing: Obtaining accurate and current contact information for potential sellers can be a significant challenge for real estate investors. BatchLeads addresses this issue with its skip tracing feature, which is specifically designed to deliver the most up-to-date contact details for any lead.

Driving for Dollars: This feature is designed to generate leads by identifying houses to wholesale or purchase by physically driving through neighborhoods, and adding them to your BatchLeads list. However, this is not the only way to find profitable properties. BatchLeads offers the option of virtual driving for dollars, which allows you to expand your search beyond your local market. This is achieved through an integrated Google Maps feature, which can be accessed through the app or desktop, and enables you to identify distressed properties in different neighborhoods.

Lead Lists and Lead Management: To effectively organize, manage and reach out to leads, it is important to keep them in a structured list. The BatchLeads “My Lists” tool serves as a central hub for this purpose, allowing users to upload leads in the form of a spreadsheet, or add them manually to the platform. To further streamline lead management, the tool also offers a range of filters and list stacking options which enable users to group leads by similar characteristics, making it easier to launch targeted marketing campaigns.

Property Evaluation: With accurate comparable sales data, BatchLeads streamlines the lead generation process, allowing users to research recently sold homes in a specific area and compare key information such as size, features, condition, and days on market. This information can be used to make more informed decisions when purchasing or selling properties.

BatchLeads Integration: BatchLeads integrates seamlessly with the following software: BatchDialer, BatchData, Zapier, Podio, HubSpot, Salesforce, Follow Up Boss, LionDesk, Zoho CRM, Brivity, Real Geeks, Slack, and Gmail.

Other notable features made available by BatchLeads include Lead Lists, direct mail campaigns, and SMS texting.

Pros of BatchLeads

Lead Generation: BatchLeads provides a comprehensive platform for lead generation and management.

Customizable Lead Sources: Users can select from a wide range of lead sources, including MLS data, tax records, public records, and more.

Advanced Filtering: BatchLeads offers advanced filtering options, including mortgage rate and type filters, to help users identify the best leads.

SMS Campaigns: BatchLeads allows users to create and send SMS campaigns, which is a great way to reach leads in real time.

Cost-effective Pricing: BatchLeads offers flexible pricing options, with costs per lead going down when users upgrade their plans.

Cons of BatchLeads

Limited Features in the Basic Plan: The Personal Basic plan does not offer access to some of the best features that BatchLeads offers, such as lead scoring and mortgage rate and type filters.

No Free Trial: BatchLeads does not offer a free trial, which may be a hindrance for some users who want to test the platform before committing to it.




Pricing picture of BatchLeads


From the image above, BatchLeads offers two types of plans, the Personal and Team plans, which vary in the number of workspaces available. While almost all features are offered on both plans, some notable exclusions in the Personal Basic plan include lead scoring, mortgage rate and type filters, and SMS campaigns. The cost of skip tracing and messaging services decreases with each upgrade in a plan, going from $0.14 per lead on the Personal Basic to $0.12 on the Personal Plus, and finally $0.10 on the Team plan.


PropStream is another amazing real estate investment software that offers a comprehensive suite of tools and data to help real estate investors and agents streamline their investment process and make informed decisions.

With its vast database of property and owner information, PropStream allows users to analyze and identify profitable investment opportunities, perform due diligence, and manage their properties all in one place. From property searching to deal analysis and marketing, PropStream is a powerful tool for real estate professionals looking to scale their businesses and stay ahead of the competition.

Features of PropStream

Comprehensive Property Data – PropStream provides access to over 200 million residential and commercial properties in the US, including property ownership information, sales history, tax records, and more.

Advanced Mapping Capabilities – PropStream’s interactive map view allows users to view and analyze property data on a map, making it easier to identify trends and patterns in real estate markets.

Property Valuation Tools – PropStream provides advanced valuation tools that help users estimate the value of properties based on factors such as sales history, tax records, and property characteristics.

Real Estate Marketing Tools – PropStream provides a suite of marketing tools tuned for real estate, including mailing list generation, direct mail campaign creation, and lead management tools, that help users target and engage with potential clients.

Investment Analysis Tools – PropStream’s investment analysis tools help users evaluate the potential return on investment for real estate properties, taking into account factors such as rental income, expenses, and property appreciation.

Pros of PropStream

Comprehensive Property Data – PropStream provides access to a large database of property data that is multi-sourced and includes tax records, owner information, mortgage history, nearby comps, and many more details.

Easy-to-Use Interface – The platform has a user-friendly interface that makes it easy to search, filter, and analyze property data.

Data Accuracy – PropStream takes great care to ensure that all its data is accurate and kept updated, so users can be confident in their research.

Advanced Analytics Tools – The platform provides advanced analytics tools, such as heat maps and market trends, which can help real estate professionals make more informed decisions.

Cons of PropStream

High Subscription Cost – PropStream is a premium real estate data platform with a higher than cost than its competitors, and its subscription may not be affordable for all users.

Limited International Coverage – PropStream’s data is currently only available in the United States, and its international coverage is limited.



Pricing picture of PropStream


Pricing picture of PropStream marketing tools


PropStream offers a flexible subscription model with a basic subscription fee of $99/mo. You also have the option to customize your subscription by adding the specific features you need.

The following fees apply for additional features:

  • The List Automator tool at $27/mo,
  • Additional team members at $20/mo each (up to five team members),
  • Professional postcards at $0.40/postcard,
  • Skip tracing at $0.12/trace, and
  • Emails at $0.02/email.

Final Verdict: BatchLeads vs PropStream

With an understanding of the features and benefits offered by both BatchLeads and PropStream, it’s time to weigh their strengths and determine which one is the better fit for your needs.

PropStream is widely regarded as a formidable rival to BatchLeads. It offers two key benefits over its competitor: more frequent data updates and a wider range of available data.

However, that does not necessarily mean that PropStream has all the advantages.

When comparing BatchLeads and PropStream, here are some other key factors to consider:

  • BatchLeads offers a base plan starting at $79 per month, billed annually.
  • The cost of skip tracing is similar for both services, but BatchLeads has a more accurate proprietary skip tracing option.
  • PropStream may have lower postcard costs at high volumes, but BatchLeads provides the added benefit of sending letters.
  • Only BatchLeads offers the option to add custom fields with higher-tier plans.
  • BatchLeads also provides an annual payment discount, which PropStream does not offer.

In conclusion, both PropStream and BatchLeads have proven to be highly effective, so the choice between the two will ultimately depend on individual preference and usability.

What is a CRM in Real Estate and How to Use One for Lead Generation

When it’s time to invest in sales software, three letters come to mind — CRM, an acronym for Customer Relationship Management.


A scared child sitting in a chair like a weak CRM

Imagine you have a special notebook where you keep all the important information about your friends. Like their names, birthdays, and how you met them. A CRM is like that notebook, but for a business.

The connection a business has with its customers has always been a crucial factor in determining its overall success across various industries.

In the context of real estate, CRM is a software that helps agents and investors manage their relationships with potential and current clients. It can be used to store and organize client contact information, track communications, manage tasks, and set appointments.

A CRM can be used to automate and streamline lead generation efforts in several ways:

Lead Capture: A CRM can be integrated with your website or other marketing materials to capture lead information such as name, email, phone number, and property preferences.

Lead Segmentation: A CRM allows you to organize and segment leads based on different criteria such as location, budget, and property type.

Lead Nurturing: A CRM can be used to automate follow-up tasks such as sending personalized emails, scheduling appointments, and sending property alerts.

Lead Scoring: A CRM can be used to assign scores to leads based on their engagement and activity, which can help you prioritize your follow-up efforts.

Lead Reports: A CRM can provide detailed reports on the performance of your lead generation efforts, such as the number of leads generated, the conversion rate, and the ROI.

Difference between CRMs and Lead Management Software

It’s quite common to hear these two being mentioned in one context. “CRM” and “Lead Management Software” are often used interchangeably.

We will dispel misconceptions about the relationship between them, but before then, let’s take a look at what lead management software is.

Lead Management Software

Leads are everywhere, you hunt for some, and some come to you. But with so many leads to keep track of, it’s easy for some to slip through the cracks. Hence the reason why you need to stay on top of it all with lead management software that keeps tabs on all leads and reminds you to follow up on the ones that need attention.

But it’s not a forever thing, as soon as a lead becomes a customer, its job is normally done.

Similarities and Differences

Both systems are intended to provide easy access to information and promote efficient communication among agents. They come equipped with various features such as support for various channels, scheduling of calls and appointments, notifications to remind agents of pending actions, and the ability to generate reports, and analyze data.

Despite a shared goal and a few common features, CRMs and lead management software differ in many respects. While a lead management software’s job ends as soon as a lead becomes a customer, CRMs are employed to oversee the entire customer journey, from initial capture to conversion, and even beyond – to maintain the customer, identify opportunities for additional sales, and maximize revenue potential.

To understand this better, take a look at the image below. 

Excellent example and Brief overview of real estate lead generation system and customer relationship management


What is the Best CRM for Real Estate Investors

Want to know the secret to success in real estate? If you ask any top-performing agent, they’ll likely mention that having a good CRM is key. But with so many options available, how do you choose the perfect one for your business?

Let’s explore some of the better options on the market together with an in-depth analysis of each. Keep reading to determine the best fit for your needs.


LionDesk dominates the real estate CRM market with its comprehensive features. Its cutting-edge messaging options, click-to-call, and customizable pipeline management put it ahead of the game. And, to top it all off, LionDesk’s AI-driven lead follow-up tool streamlines sales and automates texting, making lead generation easier than ever.

LionDesk stands out as a top choice for individual agents and small teams, offering ease of use right from the start. With its streamlined setup process, you can be up and running with LionDesk in as little as one to two hours, and start connecting with customers and automating messaging the same day

Ideal Users: LionDesk is the perfect CRM for real estate agents seeking an unconventional solution to their needs. And for those looking to streamline lead follow-up, its automated texting capabilities are unmatched.

Pros of LionDesk

  1. User-friendly interface that is easy to navigate and customize.
  2. Automated text and email capabilities for efficient lead follow-up.
  3. Wide range of features including pipeline management, click-to-call, and rich messaging options.
  4. Integration with other tools and platforms.

Cons of LionDesk

  1. Some features may require a higher level of tech-savvy to set up and use effectively.
  2. The cost of certain features may be higher compared to other CRM options.
  3. Not the most suitable choice for expanding teams or brokerage firms.


You can enjoy a free 14-day trial with no credit card required.

LionDesk also offers two plans ranging from $33 to $83 monthly. The cost may vary depending on the selected package and the billing frequency, either annually or monthly.

Learn more via the official LionDesk website.

Vault CRM

Vault CRM is platform and complete digital marketing solution from Vault Media. It is an incredibly useful software that helps businesses by providing all essential tools they need, for almost any situation imaginable. It helps with social media management, automating workflows, and basically empowers you as a business owner to get everything related to online marketing, done, in the most efficient way possible.

They aim to create mutually beneficial marketing strategies that deliver lasting results for their clients, and they do so by giving you a complete marketing Swiss Army knife.

Ideal Users of Vault CRM

Vault is perfect for any business owner needing a digital marketing tool and CRM, but for real estate, the ideal user is probably either a rookie agent looking for the means to market effectively online, a real estate agency looking to improve some areas of their marketing department, or an agent/agency that is experiencing difficulty acquiring and managing leads as they flow through the pipeline.

This last part is one of the biggest benefits of Vault, because it is a complete tracking solution for your leads, and allows for a transparent pipeline where you can see exactly where they are as they progressively move within it. This is very powerful, and you can integrate any number of custom automations for them as they go through each phase.

Benefits of Vault CRM

Save Time: Vault CRM enables growth by automating burdensome tasks like social media posting, follow up messaging, tracking leads in their journey through your sales funnel, and logging into multiple platforms in order to stay updated on your leads. This platform has so many great features that make marketing easier, like one unified messaging stream, so you can message across all your marketing channels from one single place.

Save Effort: Because Vault enables you to save so much time, it also saves you effort and energy. With a full array of automation options, call pools, contact methods, automated chatbots, smart fields, forms, an intuitive website builder and more, all your digital marketing can be done from here. You can even whitelabel its features for your clients!

How It Works

  1. Book a complimentary consultation with their expert team.
  2. Share your vision, identify areas for improvement, and gain insights.
  3. Receive a proposal with a quote, ready for approval or adjustments.
  4. Kick-off with a strategic planning session.
  5. They stay in touch throughout the process, to make sure they deliver your vision and offer full support.

Factors to Consider When Choosing CRMs For Real Estate

When making a final decision on a CRM that you will run with for your real estate business, it’s easy to feel overwhelmed by all the options and choices. To simplify it for you, here are 4 key factors that you need to keep in mind when considering which to go with:

1.      Cost-effectiveness

Software should be as cost-effective as it is robust. Avoid opting-in for non-essential features, if possible, which may seem impressive, but ultimately unnecessary for your needs. Familiarize yourself with the free CRM options available, and gather feedback from those who already used them, as in the case of reviews, so you can weigh the pros/cons from a realistic perspective.

2.      Integrations

Having to run multiple tools and platforms can be challenging, especially when you want your operations to be streamlined and efficient. That’s why it’s important to find a CRM that integrates well with what you’re already running.

For instance, having a CRM that can’t import data from your list of contacts can result in the need for manual data entry, which is a huge time sink and loss in productivity. The importance of a CRM that integrates seamlessly with other systems cannot be overstated, as this will help eliminate many frustrations later on.

3.      Automation

Streamlining time-consuming tasks is one of the keys to scaling business operations successfully, and that’s where automation comes into play. By automating these repetitive tasks, such as lead follow-up and responding to general inquiries, you can minimize the risk of mistakes and maximize your time on other important areas of your business.

4.      Customer Support

Having customer support that is reliable when they are needed most is a critical element to consider when choosing a CRM. The most common use is to clear general confusion over features and to quickly get clarity when it’s needed, but technical glitches can also occur, so having a responsive and knowledgeable support team for this important digital tool should be an important consideration.

Best Alternative Free Real Estate CRM

For real estate agents with a limited budget, obtaining a free customer relationship management (CRM) tool is crucial.

If you’re working with a limited budget, finding a cost-effective real estate CRM solution can be a challenge. However, free options do exist and provide extensive value even on a tight budget.

Introducing The Highly Adaptable, Economical, and Robust — HubSpot CRM


Brief overview and Introducing The Highly Adaptable, Economical, and Robust — HubSpot CRM

HubSpot CRM is a robust solution that enables any team to effectively manage customer relationships. As a real estate investor, you have to handle a diverse range of individuals such as tenants, vendors, and staff. The beauty of HubSpot CRM lies in its versatility, catering to your unique needs no matter what stage of investment you are in – whether it be flipping properties or renting them out. HubSpot CRM is a flexible platform, ready to support your business objectives.

With HubSpot CRM, you can provide excellent customer service through live chat or chatbot support, easily gather information from prospects with online forms, manage all communication in a centralized inbox, and more. Whether you are in the rental business or dealing with a diverse group of people, you can also track your prospects and streamline interactions by offering online forms and payment portals.

Ideal Users

HubSpot is an ideal solution for businesses looking for an all-in-one sales automation platform, offering features like email tracking and appointment scheduling.

Some of the key features that distinguish HubSpot CRM from other CRM solutions include:

  • Free to use.
  • User-friendly and intuitive interface.
  • Advanced sales tools like email tracking and meeting scheduling.
  • A range of integrations with popular tools such as Google Calendar and Gmail.
  • Automated workflows for repetitive tasks.
  • In-depth reporting and analytics.
  • Lead and contact management capabilities.
  • Customizable dashboards and lead scoring system.
  • Option to add live chat or chatbot support, online forms, and a centralized conversations inbox.

Rating on GetApp


You can check HubSpot CRM Reviews by looking at this image

Full List of Ideas to Generate Real Estate Leads

Keep your pipeline overflowing with leads! Low-interest rates and sunny weather may bring in a flood of clients, but don’t let the winter slump or market dips slow down your commission flow.

Unleash a wave of fresh leads with creative tactics. Ditch the mass mailers and stay ahead of the game with these innovative real estate lead generation ideas.

Offline Real Estate Lead Generation Ideas

Offline lead generation ideas in real estate refer to methods of finding and acquiring potential clients that do not involve the use of the internet. These methods are typically outbound lead generation efforts that involve face-to-face interactions, such as networking events, referral marketing, and other brick-and-mortar strategies.

  1. Direct Mail: Tried and true. Although not always a hit, direct mail has a definite place in an offline marketing strategy, and if you can find the right audience then every dollar is well spent.
  2. Put Up Bandit Signs: Reception on bandit signs is mixed, but it can work. You’ve probably seen these while driving through local neighborhoods. These kinds of signs are prohibited in certain areas, but if you can strike the right balance then it can stay around for a long time and be seen by many. They are cheap to make and disposable when necessary.
  3. Partner with a Contractors for Referrals: Contractors like plumbers, builders, and other handymen are great targets for this kind of referral relationship. You give them business when one of your clients needs it, and they give you theirs. It’s an easy win-win, and the best performing agents are well referred.
  4. Cold Calling: Cold calling still works today as an effective offline lead generation strategy and is perfect for qualification when you need to gauge a lead’s temperature. Cold calling is time consuming though and one the best things to outsource or delegate to an assistant.
  5. Home Staging: If you’re skilled at home staging, consider providing this service to others so that every time the stage is seen, your business card can also be picked up, increasing the chance of engaging with interested leads that already love what you do.
  6. Property Management: Chances are your clients could use help on a number of property management chores, that if they have already done business with you, probably wouldn’t mind continuing to do so provided you have a great deal in store for them.
  7. Local Community Involvement: Get involved in local community events and organizations to build relationships with potential leads and establish yourself as a trusted, community-minded professional. You are more likely to be remembered by others in the area when they need you, and people love reaching out to a familiar face.
  8. Physical and Print Advertising: Placing ads in newspapers or on billboards remains a great way to be seen. Real Estate Project Solutions has proven billboard marketing strategies for you if you need some help getting started!
  9. Advertise Through Brochures: Create professional brochures to leave at open houses, networking events, and other venues to promote your services and attract potential leads. Sometimes these brochures stick with people for a long time before remembering and acting on it.
  10. Door-to-door Canvassing: Going door-to-door is becoming an old fashioned way of doing business, but it remains effective. When no one else is doing so and you engage in it as professional and kindly as you can, then people are likely to remember your name and face when they need your services.

Online Real Estate Lead Generation Ideas

Marketing online is increasingly becoming the best way to gather leads. Unlike offline marketing methods, when you market online then lead data can naturally flow into your other tools like CRMs which make keeping up with them way easier. Consider these 10 online lead gen strategies to get your next digital marketing effort going:

  1. Search Engine Optimization (SEO): Optimize your website for inbound lead gen and develop online content to rank higher in search engine results pages, making it more likely your leads will find you in the search engines. This is can be a huge effort that takes time to realize, but the result is a flowing stream of organic traffic.
  2. Pay-Per-Click (PPC) Advertising: Use pay-per-click ads to advertise on the search engines, YouTube, or social media channels. Utilized effectively and with a properly defined target audience, your ROI can be huge. Don’t forget to keep track of which ones perform well and which don’t!
  3. Content Marketing with Articles: This is a key element to making SEO work well, so pair these strategies together. Perform diligent keyword research on relevant content, and then craft articles that can perform well in search engines, bringing you in rich organic traffic and valuable leads.
  4. Email Marketing: Email marketing, cold emails, and newsletters all remain some of the best ways to generate leads online. If you don’t know of a good place to start, check out our blog where we break down cold messaging templates and newsletter ideas for you. Also check the email lead gen strategies listed below.
  5. Affiliate Marketing: As long as you’re willing to reward affiliates for promoting you, then affiliate marketing remains one of the best ways to market online. There a number of affiliate networks available which you can plug your offer into and watch others market away on your behalf.
  6. Start Your Own Podcast: The real estate industry is rich in podcasts, and it’s for a good reason. It is an effective marketing tool and it allows for easy networking with other real estate professionals. This is a great and easy method to get into as long as you have a message and/or a story, because so many others want to get guests speaking on theirs.
  7. Find the Perfect CRM For Your Needs: As we previously covered, CRMs are an important and effective means of managing leads, tracking them, and acting on them at just the right time. With so many CRMs the choice can be daunting, but consider the ones previously mentioned here to get you started.
  8. Design an Attractive, Converting Landing Page: Landing pages, or funnel pages, are high performers online because they are straight to the point with bold copy and a strong call-to-action. Consider designing your own, or modelling after other successful pages, so that your leads have a clear path to becoming clients.
  9. Utilize a Chatbot on Your Website: If you’ve ever seen that chat bubble icon on the bottom of a web page (like you’re on right now) then you’re probably familiar with a chatbot. They are an effective means of gaining leads from people with inquiries that may not want to commit to your contact form.
  10. Write and Submit a Press Release: Press releases aren’t limited to online lead generation, but they are most effectively done here. That’s because press releases can drive big numbers of leads into your website as well as get you ranking well. If you’re looking for an experienced press release team, Real Estate Project Solutions has an established news network that can help you here.

Real Estate Email Lead Generation Ideas

Lead generation through email is perfect when you’ve already been given an email to contact, or if they are available on a platform like LinkedIn that allows for it. With email marketing, you can turn leads into a devoted fanbase, and keep regular contact with them, nurturing them until they are finally ready to work with you.

  1. Offer a clear and valuable incentive for signing up: People are more likely to provide their contact information if they receive something in return, such as an exclusive discount, free trial, or informative guide. This is one of the best ways to get their email.
  2. Make sign-up forms easy to find and easy to use: Your forms should be prominently placed on your website and easy to fill out. If you’re prioritizing getting their email, then have that as the only required field. Make it as easy as you can for your people to become leads.
  3. Segment your email list: Grouping your leads into specific segments can help you create more relevant and personalized email campaigns. You can also split test different emails into these segmented lists to find what works and doesn’t work well.
  4. Use a double opt-in process: This requires new subscribers to confirm their email address before they start receiving emails, which can help reduce the number of bounces and unsubscribes. Building your email subscriptions may be slow but they are much more likely to stick around and read anything you send.
  5. Personalize your emails: Personalizing is a must if you want your emails to generate traction with your leads. If you’re using a CRM to automate and do this for you, then make sure that it can speak to the individuals based on the information they have provided you.
  6. Optimize for mobile: A majority of people read their emails on mobile devices, so make sure your emails are optimized for mobile viewing. This is an underrated element, but if you’ve tried to read an email on the go and it didn’t look good, then you can understand how important this can be.
  7. Use a clear and creative subject line: Your subject line is the first thing a recipient sees, so make sure it is clear and creative. You want to make sure it gets opened, and the subject line is the key to making that happen.
  8. Newsletters: Send regular newsletters to your leads to keep them informed about new listings, market trends, and other relevant information. If you don’t have a means of doing this, you can create newsletters on LinkedIn for free, utilizing your already existing network.
  9. Automated Follow-up: Use an email automation tool to send automated follow-up emails to leads who have shown interest in your listings or services. Even if it’s just a message that says you will get back to them soon, sending out that prompt response is a great way to keep leads connected and not looking elsewhere for the services you provide.
  10. Buy Access to Another Listserv: It may not be obvious that you can do this, but if you don’t have an established list of emails to market to then you may find value in buying access to promote to another established one. This is an easy way to get started and getting great results!

Free Real Estate Lead Generation Ideas

Who doesn’t love a freebie? From complimentary coffee and pastries at trade shows to free hugs at music festivals, nothing grabs attention quite like a free offer. And in the world of online sales, offering a free incentive is a sure-fire way to capture leads and drive conversions.

  1. YouTube Videos: Creating YouTube videos about your content is a great and free way to generate interest in your offerings. The content is evergreen, and agents at all levels are experiencing success with it. All you need is an account, a smartphone (which you probably already have), and a willingness to start.
  2. Short-form Videos: Short video content like reels on Instagram and Tiktok are driving high engagement these days for real estate professionals and having this as part of a larger digital marketing strategy is a perfect and free way to generate leads.
  3. Long-form Articles: Writing may take time, but it’s free, and when the content is made with quality in mind then it has a good chance of ranking, bringing you in a bunch of free organic traffic from the search engines.
  4. Facebook Marketplace: Listing on the Facebook Marketplace is free, and while it may not always generate quality leads, having it up will definitely give you some over time. Don’t discount what having this as an open avenue can provide you. List everywhere you can.
  5. Real Estate Networking Events: Local and virtual real estate networking events are some of the perfect settings for growing your business. Almost everyone attending these wants to do business in some way or another, and other real estate professionals could be your ideal clients.
  6. Testimonials and Reviews: Encouraging satisfied customers to leave reviews is one of the best practices that you can have in your business, and it’s great when it’s automated. Almost everyone wants to read reviews of something before committing to a transaction.
  7. Referrals: Referrals are the best. They usually arrive on their own, ready to commit, and best of all, they are free. Everyone wants referrals, but sometimes you have to let your existing clients know you would like them to help you out. Nothing big, just a nudge can often do the trick.
  8. Online Courses: Sure, it takes time to create an online course offering, but it doesn’t have to be too disruptive. Chances are you have plenty of material as a real estate investor that can be repurposed into something valuable. This can be a great way to exchange value for lead.
  9. Virtual Tours: Virtual tours are great, and clients love being able to see what they are getting into before committing further. All you need is a smartphone and some time, and you can get your leads committing before even contacting you.
  10. Host An Open House: Open house events don’t need to disrupt your day. Many are finding that having scheduled open houses for people to come and go without an agent present to be a nice way to generate leads without sales pressure. Just leave your contact card at the door, and chances are the ones that follow up with you will be much more ready to convert.

Social Media Real Estate Lead Generation Ideas

Social media can significantly boost your lead generation efforts by increasing brand visibility, directing more traffic to your website, and fostering better community interactions.

Social media delivers a pool of potential customers who have a high probability of becoming actual buyers. Acquiring leads through social media is a multi-faceted process.

Brands often employ various methods to enhance their social media lead generation initiatives, however, there are some straightforward techniques for connecting with potential customers and obtaining new leads:

  1. Create Profiles on All Major Social Media Platforms: You can’t generate leads if you can’t be found. The first step to bringing in leads on social media is to be available on each of the major platforms.
  2. Share Valuable Content: This goes back to quality content (as it so often does), but if you share valuable content on your social media platforms then you will generate a following. These are the social media basics which so many forget about.
  3. Use Trending Hashtags: Use of relevant and trending hashtags are an often overlooked means of bringing in leads. Trending hashtags can be easily found with some research, and you can tune into the streams of content that are actually performing well – instead of the generic streams that few people follow.
  4. Social Ads: This list on social media lead generation wouldn’t be complete without mentioning the huge opportunity that advertising on these platforms provides. Too many dive-in head first here though, only to leave burned. Our recommendation is to hire a team that understands advertising on social media, in your industry, so you can get it done with a positive ROI.
  5. Host a Contest: Contests on social media can get shared pretty quickly with the right incentive. This might mean giving away something of monetary value, but if it gets people buzzing and relevant leads pouring in then it could be just the right investment.
  6. Create or Engage w/ a Facebook Group: Create a Facebook group which can act as a landing page for social interest on your real estate niche. People will slowly pour in over time, unless you pay to drive them there, and it could become a valuable lead pool once it has grown. Also consider engaging with existing ones, being seen as an authority, and bringing interested leads back to your own personal page.
  7. Use Instagram Stories: Instagram Stories are right there alongside Reels as one of the best ways to engage people on social media. If you don’t want to create your own Story, consider paying to be featured on someone else’s – just make sure their audience matches your own, and this may be one of the best strategies you implement.
  8. Influencer Marketing: This ties into influencer marketing, which is when other well-networked people promote your content for you. It can be a great way to bring instant traffic, but do proper research on the audience of the influencer, you want it to be relevant, and you don’t want to be overcharged.
  9. Prospect on LinkedIn: LinkedIn has to be the best social media platform for professionals. Out of all your social media options, LinkedIn has InMail, newsletters, and a prime setting for cold messaging. Lead generation on LinkedIn is an in-depth topic, but don’t overlook setting yourself up here.
  10. Cross Promote with Other Professionals: While you network on social media, it may dawn on you that a great opportunity exists in promoting another real estate professional or service, in exchange for them promoting your own. Go for it! This is what social networking is all about, and a great means of getting leads.

Concluding Thoughts on Real Estate Lead Generation

Real estate lead generation is a crucial first process of your sales pipeline that the growth of your business depends on. From traditional outbound lead gen strategies like cold calling and direct mail, to more innovative inbound lead gen strategies like search engine optimization and blog articles, there are countless methods to reach your potential clients and build your network.

The biggest key to success is to first understand your target audience, center your strategy around providing an equal exchange of value for their lead information, and then refine your methods for lead capture over time, until you find what works best for you and your business. In this way, you will be able to create a steady flow of quality leads and opportunities for growth.

If you need some guidance on your next lead generation strategy, you’re welcome to schedule a free consultation with us where we can discuss some of the best options for you.

About Max Fisch, President of Real Estate Project Solutions

Max started out as a mortgage originator in the early 2000s, primarily based out of the Philadelphia market, and over the years has completed hundreds of real estate transactions between financing, wholesaling acquisition, rehabbing, and long-term investing. He is the founder and president of Real Estate Project Solutions, which is fully dedicated to delivering stellar digital marketing and lead generation services to real estate entrepreneurs, enabling them to scale and realize massive profit.

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