What is the #1 Lead Generation Tool for Real Estate?

Everyone is looking for that #1 Tool for Lead Generation in Real Estate.  

The thing that you can throw a little money at it and BOOM, the leads are flooding in like someone unloaded a dump truck of apples on you.

Well, I guess that could happen with enough dough.  But guess what? You will be running all over the place trying to grab up those rolling apples and trying to figure out which ones are ripe, which ones are bruised, which ones are rotten.  You will have apple overload.  (Actually that rarely happens, even with paid lead generation.)

Meanwhile, the guy down the road has been patiently and diligently caring for his apple tree. He picks the low hanging fruit when it's ready.  He knows when he needs to get out the ladder and work a little harder to get the shiny one at the top.  He tosses out the rotten ones with ease, because he sees that there are a few that will be ready soon.  You get the picture.

Spoiler Alert! 

There is no technology out there that can replace the good ole' phone call and a well managed database.

Paid lead generation systems have their place in a business.  But it has to be a wise, budget conscious decision.  Not a hasty, desperate attempt to get some new business.

Make it your New Year's Resolution to call 20 people a day and add at least 5 names to you database - everyday!  Time block this activity and do it for 30 days straight without fail.  You will see results and it will become a habit.

It doesn't have to be a "sales call", just a human touch letting people know you are in business and ready to help.  Get creative and think outside of your database too.  Think about how you can add people into you database.  Visit local storage units, moving companies, guard gated communities, dry cleaners, hair salons, small business in the area, etc.  Think of people who would have conversations with people who may be moving someday.

Offer them some interesting local info and entice them to visit your website.  If you see their business card there, pick it up and say "Is it OK if I send you some information now and then about our local area and the market?" Once you build a relationship you could even see if they want to "advertise" on your website's Local Business Page.

Now, the next step is building top of mind awareness and becoming a resource.  Your personal website and online presence are a very important factor here.  This may be a hard concept to grasp, but don't associate your website development and social media marketing with lead generation.  Think of it as lead cultivation.


Building an online presence takes time and patience.  Much like planting the seed of the apple tree and waiting for it to bear fruit.  As you know, real estate is a crazy business and you never know what you will be doing from one day to the next.  However, if you make the time to work this piece of the business you will get long term results.

Everyone in your database and everyone you add to your database should become a part of your online marketing system.  Whether they are a Facebook user, Twitter fan, LinkedIn Junkie, Blog surfer or a Stats kind of person, you can offer them a way to connect with you and build a relationship.  And most importantly make sure you are not forgotten when the time comes for them to make a real estate decision.

When building your online presence, think searchable and shareable on a wide variety of fronts.  You want your content to be "sticky", something someone will bookmark and come back to or share with their friends.    Build credibility and show the world you are in the game and here to stay.

Adding fresh local content to your website and blogging about relevant local information will build credibility online for you as the local expert.  You need to have a website and an online marketing strategy that is focused on building relationships and providing information that shows you are the local expert.  See our post on Hyperlocal Marketing.

Don't forget to call and pop in and say hello too!