15 ideas to generate real estate leads for new agents

Are you a new real estate agent trying to generate consistent leads? Although tactics like networking, reaching out to your personal contacts, and direct mail campaigns can be effective, they can be time-consuming and might not work as well as other strategies. Take a look at these out-of-the-box strategies that can help you build a reliable pipeline of real estate leads in 2024. 

15 lead generation ideas to try

1. Optimize your website

Sixty-six percent of real estate agents have a website so if you don't already have an online presence, you risk falling behind your competitors and missing out on potential leads. But don’t just settle for a basic site. To attract more rental leads, make sure your website is designed to rank high in search engine results by using relevant keywords, quality content, and effective meta tags. Use your website as an opportunity to build credibility and trust in your personal brand and prove yourself as a go-to expert. 

You can even have a testimonials page with positive feedback and success stories from satisfied clients. For your website to be really effective, it helps to have a basic understanding of search engine optimization (SEO) which involves strategies to improve your site’s visibility, making sure your site is user-friendly, and responsive for both desktop and mobile. And most importantly, don’t forget to include a lead capture form like a newsletter signup field or contact form so you can collect contact information from visitors and follow up with potential clients.

2. Use social media to its fullest potential

Social media is a powerful way to promote yourself, especially if you’re a new agent trying to increase leads. Platforms like Facebook, Instagram, and LinkedIn offer both free and paid versions, allowing you to easily set up a profile and share content at no cost while directly engaging with clients. But you can also pay for advertising features to target specific demographics, which is a cost-effective method for increasing your visibility to potential clients who are actively looking for real estate services. Paid versions usually allow you to boost posts so that your content reaches a larger audience beyond your immediate followers and often come with more detailed analytics tools that help you refine your marketing strategies. Being active on social media can also make it easier to nurture clients since it’s a great way to keep in touch with them and make sure you remain top-of-mind. 

3. Reach out to FSBOs and FRBOs

To bolster your client base, prioritize targeting For Sale By Owner (FSBOs) and For Rent By Owner (FRBOs). As of 2023, FSBO homes typically sold for around $310,000, whereas agent-sold homes sold for approximately $405,000. Given the stark difference in pricing, you may find that you can convince potential real estate leads to use your services instead of them trying to find a buyer themselves. Similarly, reaching out to FRBOs allows you to offer property management services or assist in finding qualified tenants. Position yourself as a valuable resource by pitching how your expertise in pricing, staging, and negotiating can benefit both parties. And before you know it, they may just hand over the day-to-day tasks involved in finding renters. 

To get started, here are some ways you can reach out to FSBOs and FRBOs:

• Direct mail campaigns
• Cold calling
• Networking
• Offer free valuation or consultations
• Attend open houses
• Collaborate with title companies or attorneys

4. Host open houses and virtual tours

Open houses are an excellent opportunity to showcase properties to prospective buyers and gather leads. Promote your open houses through online listings, social media, and local advertisements to attract a wide audience. Be sure to have a sign-in sheet for all attendees to list their contact information so you can easily follow up with them. For virtual tours, consider video walkthroughs or live-streaming technology to give remote buyers a comprehensive view of the property's features and amenities, generating interest and inquiries. 

5. Sponsor niche events

Keep an eye out for community events or fundraisers with a strong tie-in to a potential audience segment. For example, an event for urban history and architecture lovers can attract people who are already interested in your neighborhood and could want to learn more about available homes in a certain style. A food festival celebrating local businesses in a specific neighborhood could attract people  interested in moving to that neighborhood. Even a fundraiser for a nearby animal shelter could be a good opportunity, as it would bring animal-friendly people who may be interested in learning about your pet-friendly renting opportunities. Think about the unique interests that could relate to your specific expertise and find creative ways to meet them.

6. Attend chamber of commerce events

Many cities’ chambers of commerce will host networking and informational conferences for real estate professionals in the area. Take advantage of these opportunities to connect with other seasoned professionals in the industry and grow your local network. Though they could technically be your competitors, you’ll be able to learn a lot and possibly find agents or firms looking to connect with younger agents to share jobs or contacts.

7. Connect with estate liquidators

As a new real estate agent, estate liquidators can be a valuable resource to you because they specialize in managing the sale of personal property and real estate assets, often through estate sales or auctions. By forming relationships with estate liquidators, you can gain access to potential listings of probate properties, estates in need of downsizing, or properties with motivated sellers. 

Estate liquidators frequently work with families or individuals undergoing major life transitions, such as probate proceedings or relocations, presenting agents with opportunities to offer their expertise and services. Not only does collaborating with them help you expand your network and potential client base, but it can position you as a trusted resource in handling complex real estate transactions.

8. Create valuable content

Content marketing is another effective strategy for attracting organic traffic to your social platforms or website and establishing authority in your niche. Create informative blog posts, videos, infographics, and guides that address common questions and concerns of homebuyers and sellers. Then, share these resources on your website, social media channels, and email newsletters to educate your audience and position yourself as someone clients can trust. 

You may also want to consider signing up for PR-focused email lists such as HARO, SourceBottle, and JournoRequests. These platforms connect you with journalists and provide the opportunity for you to showcase your real estate knowledge and gain media exposure by allowing you to contribute expert quotes. Sites like Forbes or Entrepreneur give you the option to apply as a guest author so you can submit your own expert takes on any business or real estate topics.

9. Don’t underestimate traditional media

Some old-school tactics are still some of the most successful strategies for generating real estate leads. For example, if you have the budget for a billboard, it can capture the attention of potential buyers and sellers when placed in high-traffic areas. 

Print ads in local newspapers, magazines, or real estate publications allow you to showcase featured listings, market expertise, and unique selling propositions. You can also tailor these ads based on which neighborhood you want to target as well as demographics such as buyers, sellers, or renters. Integrating traditional media into your marketing strategy can both complement your online efforts and help you reach a broader audience.

10. Offer free consultations or workshops

Provide value to potential clients by offering free consultations or educational workshops on topics such as home buying tips, selling strategies, or market trends. Hosting informative sessions shows clients that you’re knowledgeable and can be a helpful resource, encouraging attendees to consider you for their future real estate needs. 

11. Partner with local businesses and professionals

Consider building partnerships with local businesses and professionals whose services complement yours, such as mortgage brokers, home inspectors, or interior designers. Establishing mutually beneficial relationships can lead to referrals and collaborative marketing efforts that can expand your reach and generate qualified rental leads. Consider co-hosting events or cross-promoting each other's services to leverage shared networks and attract new clients.

12. Always follow up promptly and persistently

Effective follow-up is crucial for converting leads into clients, so make it a practice to respond promptly to inquiries via phone call, email, or social media. Try personalizing your communications based on what you know about a potential lead's home preferences and interests, and always make sure you’re answering their questions with helpful information. Consistent follow-up demonstrates your commitment to client satisfaction, shows you’re respectful of their time, and increases the likelihood of closing more deals and growing your network.

13. Contact expired listings

Another oldie but a goodie is reaching out to homeowners or landlords whose listings have recently expired to find real estate leads. You can find expired listings by signing up for your state’s MLS (multiple listing service), buying leads from companies like Zillow, or manually combing through sites like Realtor.com. When you do reach out via phone or email, be short and to the point, as they’ll likely be receiving a number of messages from other agents as well.

14. Try experimenting with AI

Artificial intelligence (AI) is creating a big buzz these days and is helping agents eliminate manual, administrative tasks so they can focus on building relationships with clients and prospects. By utilizing advanced algorithms and data analytics, AI can help you identify potential buyers and sellers so you can connect with high-quality prospects. AI tools can analyze vast amounts of data, including online behavior, property search patterns, and social media activity, to predict who might be interested in buying or selling a home. 

Likewise, chatbots and virtual assistants powered by AI can engage with website visitors in real-time, answering basic queries and capturing contact information for follow-up. Additionally, AI-driven CRM systems can automate lead nurturing processes, sending personalized messages and content to prospects at optimal times. Thanks to AI, agents can do all this and spend more time nurturing and strengthening relationships with prospects, focusing on the human side of connecting with prospects in order to convert them into clients.

15. Invest in lead generation software

Lead generation software can automate and optimize your client acquisition efforts. They offer valuable capabilities such as automated lead capture, customer relationship management (CRM) integration for streamlined follow-ups, and analytics to track lead behavior. Plus lead generation software can enhance conversion rates by providing insights into lead preferences and behaviors, so you can tailor your outreach and marketing efforts more precisely. In a crowded market that is fiercely competitive and moves quickly, lead generation software can help you keep pace and build a strong foundation for long-term success. 

Not sure where to start your search? Here’s five of the top-ranking lead generation software options for 2024:

1. Market Leader
2. CINC
3. zBuyer
4. Sold.com
5. Smartzip

How RentSpree can help you turn those leads into renters

Generating real estate leads as a new agent requires a proactive approach, strategic planning, and getting creative. By implementing the above strategies you can establish a strong foundation for attracting and converting leads to ultimately drive success in your real estate career. 

RentSpree can also help you turn leads into prospective renters for your landlord clients. When you’re ready, we can help you make a move. Ready to see how? Schedule a demo here.