Real Estate Lead Generation 101

Real Estate Lead Generation 101

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12 best real estate lead generation methods

What are the best real estate lead generation options today?

Where and how can real estate agents, investors and other related industry professionals generate more leads for buying, selling and renting properties? What are some of the little known benefits, and pitfalls of common real estate lead generation channels today?

Here are 12 ways for real estate investors and Realtors to bring in more leads:


Direct Mail

Some popular real estate gurus have said that direct mail is the fastest and easiest way to generate new leads. It can still be very effective. In fact, as others have turned to online marketing, direct mail may have become even more effective and profitable. However, direct mail success does rely on volume and testing to hone messaging and delivery.

Cold Calling

Cold calling on a large scale, such as using call centers, might create more challenges  than leads with today’s regulations. Fortunately, smaller applications still prove to generate an effective hourly income of hundreds of dollars for Realtors. Simply picking up the phone can be one of the fastest ways to generate real estate business. Use cold calling as a low cost real estate lead generation method while also staying on top of your sales game.

Door Knocking

Discover fantastic real estate listings and deals by simply driving neighborhoods and knocking on doors. Despite the obvious obstacles you might face in doing this, when it comes to getting a jump on competitors, you won’t regret the additional time and energy spent.

Email Marketing

Email marketing is one of the best ways for you to reach both the masses as well as highly targeted contacts. Although reaching consumers via their inboxes has become more challenging, building and maintaining a strong email list is a critical aspect of real estate lead generation. You may choose to rent email lists from data companies versus buying them. Alternatively, real estate investors and agents can take control of their own email real estate and build their own lists.

Buying Internet Leads

Buying internet leads has been popular for a variety of real estate and mortgage companies dating back to before the last housing boom. These individuals experienced somewhat of a bubble, but have now been improved with enhanced data and targeting tools. There are various types of these leads ranging from ‘aged’ leads, to live exclusive leads, and non-exclusive leads. Make sure you do your homework and understand exactly what you are getting. It is also important to understand the difference in these types of consumers, in order to maximize ROI.

Buying Lead Lists

Lead lists have been a staple of the real estate industry for many years. With an almost endless array of filters to use, you can laser target the best prospects within these lists. However, it is important for newer individuals and real estate companies to recognize that they may not legally be allowed to have, or market to these lists depending on how the data was generated. Investigate the company you are purchasing the lists from to ensure they aren’t being fluffed with bogus names or junk contact information.

Real Estate Blogging

Real estate blogging remains one of the most powerful and profitable forms of lead generation, but also one of the most underestimated. Active blogging ensures that real estate professionals and companies are not held ransom by other platforms. Use the posts to draw in regular internet leads, build your email list, and can also fuel social media efforts. Blog posts continue to generate leads for years after they are written

Social Media

While this medium changes constantly, social media platforms can still be a fantastic way to generate leads in real estate. Twitter, Facebook, LinkedIn, Google+, and even Pinterest are all great options. Regardless of controversy over calls to action, the right amount of engagement, and how much should be invested off-site versus on a real estate company’s own website, the right funnel strategy makes all the difference. Social media can be your fastest, most affordable and enjoyable real estate lead generation method.

Signage & Outdoor Real Estate Advertising

Even the simplest yard and ‘bandit’ signs can be incredibly affordable ways to generate real estate leads. By using the right message on outdoor advertising solutions you can generate a steady stream of high quality local leads. New technology can make this even better! Boost your outdoor advertising performance by using technologies such as call capture, QR codes, interactive augmented reality signs, text messaging options, and even links to virtual tours.


Pay-per-click (PPC) advertising can be one of the best methods of predictably and consistently driving in real estate leads on demand. PPC solutions, like Google Adwords, offer the ability to drive in leads on command. Modify settings to be hyper local, or reach global buyers, investors and homeowners right where they are now. With a little strategy and education, real estate marketers can significantly drive down PPC costs. With a large enough budget they can dominate and starve out the competition by buying every lead for a given keyword. Aside from large scale campaigns, you may take a more affordable approach to gaining online leads by purchasing image, text and banner ads on other websites directly.

Print Advertising

Don’t forget print. Beyond the traditional line up of real estate mags, consider other industry magazines that will reach the same prime prospects. Don’t forget to leverage online magazines and publications.

Referrals and Affiliate Marketing

Personal referrals can be both a compliment, and the most valuable form of lead generation. Savvy real estate CEOs are taking this to a whole new level by using technology to scale and organize referrals on a national and global scale.

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