July 18, 2022 Lorena Cooke

5 Real Estate Lead Generation Strategies to Help You Grow Your Business

There are many different real estate lead generation strategies that you can use to find new clients. One of the most popular methods is using social media platforms like Facebook or Twitter. You could also try creating helpful and informative content or attend local events where you can meet potential leads face-to-face. No matter which strategy you choose, make sure it is one that you are comfortable with and will work best for your real estate business.

In this article, we’ll go in-depth on five real estate lead generation strategies that, if done correctly, will generate high-quality leads and boost your business immediately.

What is Lead Generation?

Lead generation is the process of finding new customers for your business. As the real estate market slows and talks of a recession start hitting the news, many real estate agents may struggle to find clients.

As of July 2022, when this article was written, home sales have declined for three months in a row, according to the National Association of Realtors. To stay afloat during these challenging times, you must focus on real estate lead generation to find new clients.

There are many ways to generate leads, but not all methods will work for every real estate business. While there are many forms of lead generation, they all have one thing in common: generating leads costs money. And not just a few bucks here or there – we’re talking hundreds, sometimes thousands of dollars per month.

Because it can be expensive, generating leads that turn into clients is so important. If you’re not generating quality leads, you’re wasting your money.

Why is Lead Generation Important?

Why is lead generation for real estate important?

Generating leads is vital for a variety of reasons. The main one, of course, is that it allows you to find new customers for your business. When the real estate market slows down, as it has been recently, it’s more important than ever to focus on lead generation to keep a successful real estate business afloat.

There are two main types of leads: organic and paid.

Organic Lead Generation

Organic lead generation is when you generate real estate leads without paying for them. Generate organic leads through search engine optimization (SEO), content marketing, or social media.

Paid Lead Generation

Paid lead generation is when you pay for leads through online ads, print ads, or TV commercials.

While both types of lead generation are essential, organic lead generation is usually more sustainable in the long run because you’re not constantly paying for leads. Simply put, paid lead generation can be a great way to jump-start your real estate business if you’re just starting out.

Now that we’ve gone over what lead generation is and why it’s important let’s look at five real estate lead generation strategies you can use to find new clients.

1. Real Estate Lead Generation Using Social Media

Real estate lead generation through social media is one of the most popular methods used by agents today. Platforms like Facebook and Twitter offer excellent opportunities to connect with potential leads, and with the right strategy, you can turn these connections into clients. We will give you ideas on topics to post and ways to add value through each platform.


Facebook currently has over 2.2 billion active users. That’s a lot of potential leads for your business! Remember that not all users will be interested in buying or selling a home, so you’ll need to target your ads and content appropriately.

Paid Real Estate Lead Generation on Facebook

One way to generate leads through Facebook is by running ads. Facebook offers various ad types that can be used to target leads. With the platform’s detailed targeting options, you can ensure the right people are seeing your ads and who are more likely to be interested in what you offer.

Organic Real Estate Lead Generation on Facebook

You can also use Facebook to build relationships with potential clients. Position yourself as an expert in the real estate industry by posting informative and engaging content. You can also use Facebook groups to connect with potential leads and offer your help and advice.

Join local city groups where people always ask for restaurant recommendations, best hang-outs, contractors to use, and even real estate agents to work with. When people see that you are an expert in your field, they will be more likely to contact you when they’re ready to buy or sell a home.


While Twitter has fewer users than Facebook, it’s still a great platform for real estate lead generation. Twitter is a fast-paced platform perfect for sharing news, articles, or even your thoughts on the real estate industry. You can also use Twitter to connect with potential leads and build relationships.

Paid Real Estate Lead Generation on Twitter

Although Twitter has a paid feature where you can create ads, it’s the ad vehicle that small businesses use less. Why? Because the user base is much smaller than on Facebook, advertising on Twitter may not be worth your money.

Organic Real Estate Lead Generation on Twitter

Twitter is perfect for sharing content and engaging with others in the real estate industry. You can start a conversation and build a relationship by retweeting or commenting on someone else’s tweets. You can also share your blog articles or helpful tips on Twitter. Use relevant hashtags so that people interested in real estate see your tweets.


If you’re a real estate agent, chances are you have an Instagram account. If you don’t, now is the time to create one! Instagram is a visually-based platform perfect for sharing photos and videos of properties. It’s also great to show your personality and build relationships with potential leads.

Paid Real Estate Lead Generation on Instagram

Instagram offers targeted advertising on its paid ad platform. You can create ads targeting people based on their interests and demographics, and Instagram also allows you to boost individual posts. To create ads, make sure you have a professional Instagram profile, which is easy and free to develop. You also have the option to turn your personal profile into a business profile to keep all your previous content.

Organic Real Estate Lead Generation on Instagram

Share photos and videos of properties you’re selling and behind-the-scenes content. For example, you could take a video of yourself giving a tour of a home you’re selling or share a photo of yourself at an open house. Use hashtags and location tags to ensure your content is seen by people interested in real estate.

Another idea could be to have a creative game at your open house where you can get new followers by giving them a chance to win giveaways.


TikTok is a fast-growing platform that real estate agents are taking advantage of to promote themselves. If you love video content, this platform is for you. TikTok is a short-form video platform where you can share creative content, and it’s a wonderful way to express yourself and develop connections with prospective clients.

Paid Real Estate Lead Generation on TikTok

TikTok offers paid advertising in the form of “brand takeovers,” which are short videos that play when someone opens the app. These videos are a great way to get your name and face out there, and you can target your ads to people based on their interests and demographics.

Organic Real Estate Lead Generation on TikTok

TikTok is perfect for sharing creative content, and you can use it to show your personality. You can also use TikTok to give home buying and home selling advice, share your listings, and even host virtual open houses. Use hashtags and trending topics to ensure your content is seen by potential leads, and don’t forget to include a call-to-action in your videos!


LinkedIn is a professional networking and career management tool for professionals. You can connect with other professionals in your industry, share content, and build relationships. It’s also a great platform to use for real estate lead generation. Ultimately, business owners in your area will need to buy or sell a home. By connecting with them on LinkedIn, you’ll be top of mind when they need a real estate agent.

Paid Real Estate Lead Generation on LinkedIn

LinkedIn offers paid advertising in the form of Sponsored Content, which allows you to promote your articles, videos, and more to people who are not already following you. You can target your ads to people based on their interests, job title, and company size.

Organic Real Estate Lead Generation on LinkedIn

Share your blog articles, helpful tips, listings, and free real estate advice on LinkedIn. Try to be active in groups relevant to your industry, and start discussions to get involved in the conversation. Connect with other professionals in your area, and don’t forget to add a call-to-action on your profile! LinkedIn is a great way to generate referrals. You might meet real estate professionals in different states that you can partner with to generate new leads.

There are many platforms you can utilize to generate more leads. The important part is to be creative, consistent, and target your ideal client. Choose the platforms that fit your personality and time best. And consider automating post scheduling to save you time. No matter what lead generation strategy you choose, make sure it is one that you are comfortable with and will work best for your business.

2. Creating Helpful and Informative Content

Real estate lead generation can include creating helpful content.

Now that you understand the different social media platforms available, what do you post? Real estate agents should focus on creating helpful and informative content. Educational blog posts, helpful tips, and even infographics are all types of content that can help you generate leads.

Writing Blog Articles

Before you talk yourself out of blog writing, it isn’t as difficult as you might think. After all, you’re the real estate expert! Now you just need to write down your expertise so others can benefit from it.

Not sure where to start? Follow these simple steps.

Step 1: Brainstorm a list of ideas related to your business.

Choose the most passionate topics or get asked about the most. For example, if you specialize in first-time home buyers, you could write blog articles on:

  • The steps to buying a home
  • What to look for in a real estate agent
  • The difference between a pre-approval and pre-qualification

Step 2: Write an outline.

Once you have your topic, start by writing a list of bullet points for each blog post. These bullet points will become your subheadings and help keep you on track as you write.

Step 3: Start writing.

Once you have your subheadings, start writing! Don’t worry about being perfect; just get your thoughts down on paper (or screen). You can always go back and edit later.

By writing blog articles, you’ll be able to show your authority on the subject and build trust with potential clients. Include a call-to-action at the end of each piece, and share your articles on social media and in email newsletters. All of this will allow you to meet new leads; even seller leads, if that is your target audience.

Creating Helpful Tips & Webinars

You can also create helpful tips videos or even host webinars to teach your audience about different topics related to real estate. These types of videos are great for building trust and showing your expertise. You can promote your videos on social media and on your website. Include a call-to-action and make it easy for people to sign up for your email list or contact you for more information.

Webinars: The Gift That Keeps on Giving

Aside from providing lots of value, webinars also give content creators lots of content to work with. You can take the video from your live webinar and turn it into a blog post, podcast episode, or several social media posts. You can even create an ebook or course from your webinar content. The possibilities are endless!

If you want to take things a step further, you could create a paid course or coaching program based on your webinar content. This is a great way to monetize your knowledge and generate quality real estate leads at the same time! Make sure you grab the following tools for a successful presentation:

  • A high-quality microphone
  • A webcam
  • Screen recording software
  • An email marketing service (if you plan on promoting your webinars)
  • A webinar recording platform (Zoom, GoToWebinar, etc)

Create Infographics

And finally, don’t forget about infographics! Infographics are a great way to take complex topics and break them down into an easy-to-understand format. People are visual learners, so infographics are a great way to capture attention and communicate information.

These are great for sharing on social media and including in blog articles. People love visual content, and infographics are a great way to break down complex topics. You can create infographics using tools like Canva or Piktochart. These platforms are easy to use and don’t require any design experience. Just choose a template, add your own text and images, and download your finished product.

Free Infographic – Here’s a simple infographic on renting vs. buying that can get you started!

No matter what type of content you create, make sure it is helpful, informative, and targeted to your ideal client. And don’t forget to include a call-to-action so potential leads know how to get in touch with you.

3. Attending Local Events to Meet Potential Leads Face-to-Face

Another great way to generate more leads is to attend local events. This could be anything from a local Chamber of Commerce mixer to a community festival. You never know who you’ll meet and what opportunities will come from attending these events. Other examples of local events can include:

  • Local business expos
  • Networking events
  • Charity events
  • Community festivals
  • Parades
  • Local sports games
  • Coffee shops (strike up a conversation in line!)
  • Your church

Be Prepared

Make sure you have plenty of business cards when you’re at an event. You should also prepare a 30-second “elevator pitch” to introduce yourself and your business to new leads. And don’t forget to follow up with the contacts you make! You can connect with them on social media or send them an email after the event. Following up is the perfect way to use marketing automation – it can send emails automatically for you!

By attending local events, you’ll be able to build relationships with potential clients and get your name out there. Local and community events are a great way to grow your real estate business and generate more leads.

4. Utilizing Paid Advertising Methods

We’ve covered numerous online paid ads that you could leverage. But there are other paid advertising methods you could also add to your arsenal.


As real estate agents, one effective method to generate leads is to sponsor a local sports team. You could have your business name and logo on the team’s uniforms or banners at their games. This is a great way to get exposure to potential leads in your community. You could also sponsor a local event or charity. Sponsorships are a great way to give back to your community and generate goodwill for your real estate business.


Another paid advertising method is to lease a billboard. Billboards are a great way to reach many people in your target market. Make sure you choose a location that gets a lot of traffic and design an eye-catching ad. While this method can generate leads, be aware that it can be expensive. Depending on the location, billboard advertising costs range from $500 to $4,000 per month.

Print Advertising

You could also place ads in local print publications, such as the newspaper, local magazines, or community newsletters. Print ads are a great way to reach potential leads who may not be online. Real estate agents can leverage print advertising to market their business and generate leads.

Just like with online paid advertising, ensure your ads are well-designed and target your ideal client.

Paid advertising is a great way to reach more potential leads and grow your real estate business. By utilizing these strategies, you’ll be able to connect with more people in your community and generate real estate leads.

5. Building Relationships with Other Professionals in the Industry

Networking with other real estate professionals is key.

As a real estate agent, building relationships with other real estate agents and professionals in the industry is essential. Professional contacts will help you gain knowledge and insights about the industry and potential real estate leads. Here are four ways you can connect with other professionals in the real estate industry.

1. Generate Leads by Attending Real Estate Business and Industry Events

There are many industry events that you can attend, such as local, state, and national real estate conventions. These events are a great way to network with other professionals in the industry and learn about the latest trends. You could also consider attending events hosted by your local Realtor association or Board of Realtors.

2. Connect with Other Real Estate Agents Online

You can also connect with other agents online through social media or forums. There are many industry-specific groups on social media, such as Facebook and LinkedIn, where you can network with other professionals. You could also join an online forum to ask questions, learn from others, and share your own insights.

3. Get Involved with Local Organizations

There are many local organizations, such as the Chamber of Commerce, that you can get involved with. These organizations offer networking opportunities and allow you to connect with other professionals in your community. Getting involved with these organizations is a great way to build relationships and grow your business.

4. Meet with Other Professionals One-on-One

You could also meet with other professionals one-on-one to build relationships. This could be done informally, such as meeting for coffee, or more formally, such as setting up a lunch meeting. Meeting with others one-on-one is a great way to get to know them better and build a relationship.

Don’t limit yourself to just other real estate agents. Other professionals are also involved with real estate you could build relationships with, such as:

  • Contractors (Plumbers, AC Techs, Electricians)
  • Appraisers
  • Appliance Repair Technicians
  • Home Inspectors
  • Insurance Agents
  • Mortgage Loan Officers
  • Building Code Inspectors

These are just a few examples of the many professionals you could build relationships with to help grow your real estate business.

Building relationships with other professionals in the industry is a great way to grow your business. By utilizing these strategies, you’ll be able to connect with more people in the industry and grow your real estate business.

Final Thoughts

Real estate agents can use many different lead generation strategies to grow their businesses. Paid advertising, relationships with other professionals, and involvement with local organizations are just a few examples. No matter what method you choose, make sure it is one that you are comfortable with and will work best for your business.

Which of these strategies will you use to grow your business? Are there other tried and true methods to generate real estate leads? Let us know in the comments below!

Are You Ready to Level Up in Your Real Estate Career?

If you’re curious to know my personal favorite marketing automation tricks for real estate leads that have already helped thousands of people save more time, convert more real estate leads, and generate more revenue, click here to schedule a free demo. We’ll review how West Gray CRM can help you level up your real estate business.


Lorena Cooke

Lorena has over 15 years of extensive and diverse marketing experience. She has worked in the real estate and construction sector for marketing and operations and knows how challenging it can be to bring in qualified leads for hardworking contractors and real estate professionals. She aims to help companies and firms hyper-focus their marketing strategies and grow their businesses.

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