10 Proven Strategies to Generate Quality Real Estate Leads

Really need some new clients?

Let’s be honest—finding quality real estate leads can sometimes feel like chasing unicorns, right? You might get a few nibbles here and there, but turning those into genuine clients is another story. Don’t worry, though—we’ve got you covered! Here are ten real, actionable strategies that can help you bring in leads who are genuinely interested in buying or selling a home.

1. Leverage Social Media for Lead Generation

Social media is like your digital handshake. Platforms like Instagram, Facebook, and LinkedIn are amazing for connecting with potential clients—especially when you’re authentic. Don’t just post listings; show a little personality!

Example: Share a behind-the-scenes look at your day as an agent. Or post a short “story” about a recent client success.
Pro Tip: Use location hashtags (like #AustinRealEstate or #MiamiHomes) and geotags on posts to attract locals actively searching in your area.

2. Optimize Your Website with Lead Capture Forms

Your website is the one-stop shop for clients to learn about you. Make it easy for visitors to reach out! Include lead capture forms like a “Schedule a Tour” option or a “Get Your Free Home Valuation” button.

Example: If you have a page showcasing your listings, add a quick form where visitors can request a tour.
Why It Works: People can feel hesitant about calling directly, but a form lets them express interest with zero pressure—just how we like it!

3. Host Virtual or In-Person Open Houses

Open houses are a classic for a reason. They’re a direct way to meet people who are already interested in what you have to offer. Virtual open houses make this even easier, reaching those who might not be able to make it in person.

Example: Host a Facebook Live open house. Afterward, follow up with anyone who attended to see what they thought and if they have any questions.
Pro Tip: Get creative! Make it a “sneak peek” with a little virtual tour of the home’s best features and invite questions.

4. Create Engaging Email Campaigns

Email marketing lets you stay connected without being overbearing. Think of it as a way to pop up on their radar now and then without feeling like a sales pitch.

Example: Send out a monthly newsletter with tips for first-time buyers, market trends, or easy home improvement ideas. This way, you’re showing value and staying top-of-mind.
Quick Tip: Don’t forget to add a call to action! It could be as simple as, “Want to know what your home is worth? Click here!”

5. Collaborate with Local Businesses

Partnering with local businesses is a win-win. It gets you in front of a new crowd, and your partner gets a little extra traffic too. Look for businesses that complement your real estate work, like staging companies, moving services, or even local cafes.

Example: Team up with a local coffee shop. Maybe offer a “coffee on us” deal for customers who sign up for your email list or follow you on Instagram.
Why It Works: People are often more receptive to hearing from you when there’s a friendly face they recognize.

Real estate agent talking with potential home buyers.

6. Tap Into Your Existing Network (Friends, Family, Past Clients)

Never underestimate the power of a warm introduction! Reaching out to people who already know and trust you is one of the most effective ways to generate new real estate leads. They’re likely to spread the word and recommend you.

Example: Send a friendly text or email to past clients just to check in. You could even ask if they know anyone who might be looking to buy or sell.
Pro Tip: Sometimes, all it takes is a little reminder. People might forget to refer you simply because they’re busy—this is just a gentle nudge.

7. Use Google My Business for Local SEO

Google My B usiness (GMB) is one of the easiest ways to increase your local visibility. It’s like free advertising on Google. With GMB, when people search for a real estate agent in your area, you’re more likely to pop up.

Example: Set up or optimize your GMB profile, add updated photos, and respond to reviews. Keep it fresh with regular updates or quick posts.
Pro Tip: Encourage happy clients to leave reviews. It boosts your credibility and helps you appear in local search results.

8. Offer Free, Valuable Resources (e.g., Home Buyer/Seller Guides)

People love freebies, especially when they’re informative. Offer guides, checklists, or e-books that help solve a problem or provide useful tips. This positions you as an expert and brings in leads who are interested enough to learn more.

Example: Create a “Guide to Buying Your First Home” and offer it as a free download on your website. Capture emails in exchange for the guide so you can follow up.
Why It Works: You’re providing something valuable upfront, building trust before they even consider contacting another agent.

9. Run Targeted Social Media Ads

Social media ads let you reach a highly targeted audience. You can run campaigns directed at specific demographics like “first-time home buyers in [your area]” or “empty nesters looking to downsize.”

Example: Run an ad featuring a new listing or a neighborhood tour video. Use a “Message Us to Learn More” button to encourage contact.
Pro Tip: Start with a small budget and test different ad types, such as carousel ads for multiple listings or video ads showcasing a specific neighborhood.

10. Follow Up Consistently with Prospective Clients

This one might sound obvious, but consistency really is key. A quick email, text, or even a handwritten note can make all the difference. Many deals fall through simply because there’s no follow-up, so a little effort here goes a long way.

Example: Send a quick email to leads after an open house or initial consultation, asking if they have any questions about the property or the buying/selling process.
Pro Tip: Use a CRM to keep track of client interactions, set reminders, and log notes about each contact. It’s like having a personal assistant to help you stay on top of everything.

Conclusion

There’s no magic wand for generating real estate leads, but with a mix of creativity, consistency, and the right strategies, you’ll be well on your way to bringing in quality home buyer and home seller clients. You’ve got this!

Kerry Lucasse

After almost 20 years in the real estate business, Kerry Lucasse has had the pleasure of building one of Atlanta's top real estate teams, generating thousands of internet leads, and received numerous awards, including eXp ICON Agent, #1 Team in the US, Chairman's Excellence Award, and Rookie of the Year. She currently manages a local team of 20 agents and has over 6,500 agents in her organization across North America. Kerry's helped hundreds of agents grow successful real estate businesses, establish their brands, generate more leads, build multi-state teams, and diversify their income streams. Her #1 goal.... Building Better Agents!