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3 Fundamental Lead Generation Methods to Grow Your Real Estate Business

Sam Oh
Sam Oh
Founder at Money Journal

The best way for agents to close a deal is to create and maintain their online presence.

If you are in the real estate business, then you undoubtedly understand the importance of lead generation.

You can be one of the best salesmen in the world, rivaling the likes of Jordan Belfort and David Ogilvy.

You can have the greatest properties at the best prices.

But if you do not have any interested buyers who are willing to sit down and listen to your proposition, then your business will remain stagnant.

With 90 percent of home buyers searching the web during their home buying process, your real estate career will suffer an instantaneous and guaranteed demise if you’re not focusing on generating online leads.

If you want to protect your business and ensure that it will have a long and prosperous life, take advantage of these three fundamental lead generation methods that every agent and broker needs to get more online leads.

1. Set up and optimize your own website.

One of the biggest mistakes that I see most real estate brokers and agents making is that they do not fully optimize their online presence.

Even if your broker or agency has a website, you need to take the time to set up your own so that potential clients are not redirected to other agents, costing you precious business.

Your website is going to be the best way to generate the largest quantity of leads in the shortest amount of time.

Therefore, building and maintaining a strong online presence should be as essential to your daily business activities such as client meetings and showings.

First and foremost, make sure that your website is fully optimized for local SEO so that leads can easily find and contact you.

Also be willing to bite the bullet and invest in a beautiful, responsive web design.

This is important for two reasons: First, this will ensure that your website looks beautiful on both mobile and desktop browsers and will make an impressive first impression upon your new leads. Second, having an optimized website is fundamental to starting the perfect local lead generation campaign.

2. Create a powerful LinkedIn presence.

While Facebook might be the largest social platform at this point in time, I firmly believe that LinkedIn is the most powerful platform for generating real estate leads.  

LinkedIn allows you to follow up with previous contacts, ask for referrals, and get plugged into local groups who have expressed an interest in real estate.

And, by using LinkedIn’s InMail tool, you have a distinct advantage when generating leads.  

InMail has a significantly higher open and response rate than traditional email marketing (some estimates even suggest a 2:1 ratio) but you need to use it with caution.

LinkedIn is not a sales platform and sending out overly aggressive marketing emails is a sure fire way to lose business and tarnish your reputation.

However, using InMail as a way to reconnect with old leads and build relationships in a non pushy and non spammy way, will help you generate tons of high-quality leads for your business.

Just send out a casual message to your connections that is tailored to your level of prior contact, asking how things are and letting them know what you are up to with your business.

Ask them if they need any help or know anyone who might need some help in the real estate market and leave it at that.

You will be shocked at the number of responses and referrals you will receive.

3. Create compelling content.

The final tactic that you need to employ if you want to generate real estate leads online is to create compelling content on your newly optimized website.

Content marketing costs 62 percent less than traditional marketing (outbound) and allows you to reach audiences at scale.

If you want to generate leads online, this step is no longer optional, it is essential.

Content is the king of the online marketing world and all of the SEO and advanced ranking hacks in the book are no match for a well-designed content marketing campaign.

This means that you must become a master of content creation and marketing.

Learn how to promote your latest articles and video on social media, through email, and across other blog networks.

Once you have developed your marketing strategy and are generating traffic to your new content, you can start to generate leads.

By creating epic content, you will have already built trust and authority with your audience which will make it a simple task to convert your readers into leads through the power of lead magnets.

A lead magnet is any sort of free offer on your site that incentivizes people to share their personal information with you in exchange for your offer.

It could be anything from a free ebook to an online course to an email lesson series.

It doesn’t matter what magnet you select.

All that matters is that you offer incredible amounts of value so that you can keep your leads subscribed and then convert them into paying customers.


While traditional lead generation methods will always have a place in the world of real estate, as Bob Dylan said, “The times they are a changin'.”

And if you want to keep up with the changing times, then learning to master online lead generation is an essential step to maximizing your real estate success.

Give the above three methods a shot and let me know how it goes!

What has been holding you back from generating more real estate leads online?

Image Credit: Stock-Asso/Shutterstock
Sam Oh
Sam Oh
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