In an unpredictable and ever-changing real estate market, it’s more important than ever for agents to pack their pipeline for long-term, sustainable success. In order to do so, you need the latest and greatest strategies that generate leads and listings for a consistent business. Discover 14 of the best lead generation tactics to scale and grow your business in 2021.

14 Real Estate Lead Generation Tactics for Growth in 2021

1. Prospect Expireds for Hot & Motivated Sellers
2. Create Facebook Ads to Generate Quality Leads
3. Nurture Your Sphere of Influence for Simple Success
4. Circle Prospect Neighborhoods to Find Business
5. Build a Community of Endless Opportunity
6. Call Vacant Rental Properties to List More Homes
7. Follow Up With Your Leads to Stay Top-of-Mind
8. Work the “Soon-To-Be Hot” Short Sales and Pre-Foreclosures
9. Call For-Sale-By-Owners to Get More Appointments
10. Build a Social Media Presence to Get in Front of More Leads
11. Door Knock to Build More Relationships
12. Use a Dialer to Reach More Homeowners
13. Follow Up over Text to Easily Stay Connected
14. Call Old Expireds to Close More Deals


1. Prospect Expireds for Hot & Motivated Sellers

Calling expired listings is one of the best, quickest ways to get business. These leads are low-hanging fruit who have already expressed an interest to sell, but their agent couldn’t get the job done. This is where you come in.

Top-producer Deric Lipski listed 28 homes in one month just from prospecting to expireds. “I didn’t get that one appointment and decided I was done for the day. I kept calling, I kept closing and I kept getting more appointments.” He didn’t let rejection or fear stop him from reaching his goals.


2. Create Facebook Ads to Generate Quality Leads

In order to reach as many homeowners as possible, you have to go where people spend a LOT of time… Facebook! The average adult spends 38 minutes/day on Facebook. That’s why many agents are using Facebook Ads to get in front of more people.

Facebook marketing guru, Travis Thom, uses the acronym BURST to make effective Facebook Ads that keep leads coming to him for business. 

 


3. Nurture Your Sphere of Influence for Simple Success

One of the best (and easiest) ways to generate business is from people who already know, like, and trust you. So while cold calling requires building a new relationship, your sphere of influence (SOI) is a much easier conversation. A lot of agents neglect their SOI and miss out on easy repeat and referral business.

Brian Icenhower (therealestatetrainer.com) guarantees that, if you call each person in your SOI at least twice a year, you’ll have consistent commissions no matter what.


4. Circle Prospect Neighborhoods to Find Business

If you don’t want to deal with angry homeowners, circle prospecting is one of the best ways to pack your pipeline. Use GeoLeads™ to call around a neighborhood and become known as the local real estate expert by informing people about open houses, just listed/just solds, estimated home values, and more. 

Real estate coach Alex Piech had 300 transactions in one year (with an above average turnover rate) by circle prospecting neighborhoods – all using a simple script to find interested homeowners. 


5. Build a Community of Endless Opportunity

Bring the people in your area together! Create a community or group on Facebook to create endless opportunities. You can invite local experts in your area and recommend them to the community. Seek out painters, landscapers, plumbers, or other home-service experts to build the ultimate hub for local homeowners to discover reliable resources.

Florida agent Joe Rosen runs the biggest networking group in his area where he helps connect people throughout his community. Whether someone needs an agent or not, he’s there to help them get what they need and be of service (no matter what). He refers homeowners to people he knows and trusts while they refer and give business back to him for endless lead generation.


6. Call Vacant Rental Properties to List More Homes

List multiple properties from a single lead by prospecting to For-Rent-By-Owner (FRBO) leads. FRBOs are typically owned by independent landlords or multi-property investors who have listed their property for rent, but can’t (or are tired of trying to) lease it out.

FRBOs are pro-prospector Kent Brown’s favorite lead type to prospect. They’re not angry like Expireds, less emotional than FSBOs, and more motivated than GeoLeads™. 


7. Follow Up With Your Leads to Stay Top-of-Mind

Nurturing your database and following up with your leads might not generate immediate business, but it can help build a lifelong pipeline of business. The difference between struggling and successful agents comes down to whether or not they’ve implemented a solid system to consistently follow up with their prospects, past clients, and sphere of influence.

Coach Brooke Sines follows a proven follow-up strategy to ensure no listing opportunity falls through the cracks. By categorizing her leads and keeping up with a spreadsheet of lead information, Brooke always stays top-of-mind with her contacts.


8. Work the “Soon-To-Be Hot” Short Sales and Pre-Foreclosures

With rumors on the rise about a potential spike in foreclosures, agents are preparing themselves for this “soon-to-be hot” lead source. So whether you’re looking to try something new, want to maximize on the opportunity, or just want another source of income, start educating yourself now.

Short sale queen, Nicole Espinosa, specializes in this niche and generates thousands of leads from it. She says practicing sales negotiations, knowing how to talk to a pre-foreclosure lead, and understanding the homeowner’s options are all solid starting points if you want to maximize on the foreclosure opportunity.


9. Call For-Sale-By-Owners to Get More Appointments

If you think prospecting to FSBOs right now (or in any sellers market) is impossible, think again. Know what to say to FSBOs on the phone so you can help them understand the crucial value you bring as an agent. Plus, they’re motivated to sell, which means quick and simple business for you.

FSBO master David Frost is still listing FSBOs despite the heavy sellers market. He focuses on getting the appointment, building rapport, helping potential clients, and consistent follow-up.


10. Build a Social Media Presence to Get in Front of More Leads

Everyone’s eyeballs are on their phones scrolling through platforms like Facebook and Instagram. If you aren’t showing up on their feed, you could be missing out on a tremendous amount of leads and listings. Have a social media strategy for your business to stay top of mind with potential clients and position yourself as the real estate expert.

Stevie Hahn is a top-producing agent who generates 75% of her business from social media. Her strategy includes being authentic, posting on a regular basis, not over-analyzing every post, following everyone she meets, and engaging with her followers.


11. Door Knock to Build More Relationships

No real estate lead gen tactic beats face-to-face interaction. So instead of calling around a neighborhood, try hitting the pavement and talking to homeowners at their doorstep. Not only does it build great relationships and rapport, but it also quickly establishes your presence in the neighborhood. By sharing relevant market information and what’s going on in the neighborhood, you’re sure to be the go-to source for real estate needs in your area.

Florida agent Dan Vallee loves to go face-to-face with new expired leads and uses an uncanny approach that minimizes conflict to build new relationships. His “walk ‘n’ talk” strategy includes marketing materials and an unfailing script that allows him to consistently set listing appointments at the doorstep.


12. Use a Dialer to Reach More Homeowners

Talking to more homeowners in less time means packing your pipeline with more leads. Dialing by hand is time consuming. Not to mention all of the agents using a dialer that may reach leads before you. Using tools like the WAVV Dialer connects you with more homeowners per hour, allowing you to cut your prospecting time in half while improving your results.

Agent Greg McDaniel from realestateuncensored.com swore by other lead generation methods, until he started using a dialer (and tripled his contact rate per hour!) For him, it made sense to use a dialer so that he could be continuously talking to more homeowners instead of wasting time elsewhere.


13. Follow Up over Text to Easily Stay Connected

Text messaging has become one of the most popular forms of communication. If you’re not following up over text, you’re missing out on HUGE opportunities. Once you receive proper consent over phone, email, or face-to-face, you can use text messages to stay top-of-mind with past clients and leads – eventually gaining access to better response rates than phone calls.

Coach and trainer Brent Scott stresses the importance of text messaging as an integral part of your business. He’s created a system for effective lead follow-up through maximum engagement and clever responses to ensure no one slips through the cracks.


14. Call Old Expireds to Close More Deals

If you don’t want to talk to angry new Expireds, try going back a couple months (or years) to talk to homeowners who waited to re-list. These leads aren’t getting bombarded with calls from other agents, so they’re far more willing to talk, and are far less combative than new expired leads.

Agent Zak Klinedinst likes to go back 3 or 4 years and call old Expireds that might be interested in listing their home again. He uses a simple script approach that establishes common ground and breaks down the initial hesitation from homeowners.


From Lead Generation to Lead Conversion

With so many ways to generate leads, there is no reason why your pipeline shouldn’t be packed with potential profit. Choose tactics that best fit you and your business needs, and be ready to unlock endless opportunity no matter the market conditions.


About REDX

REDX offers real estate professionals a complete all-in-one prospecting platform for generating listing appointments. The platform includes seller leads, a dialer with up to three lines, and a lead management tool that makes follow up simple. Call (800) 731-7339 option 1 to learn more about prospecting FSBOs, Expireds, FRBOs, Pre Foreclosures, GeoLeads, and our Power Dialer or visit www.theredx.com