Focus on the 3 Most Beneficial Lead Sources

By David Brownell

From an agent who’s been in the industry for more than 25 years, mastering lead conversion is the key to setting ourselves apart from the competition and achieving remarkable success.

The top three lead sources that everybody’s using—you don’t want those! You should want the three lead sources that Realtors use to capitalize wisely in this shifting market, and that’s what I will share with you today. 

Leads used to be so easy to get, so many colleagues and newer agents have been asking me how to get quality leads today. To help with this, I believe there are three places you should look to make sure your business is strong and stable in 2023: 

1. Your database. If you don’t have one already, I highly recommend getting one. You need more than information in your head or on your phone—you need phone numbers and emails in an excel spreadsheet. Prioritize this because your database is a great place to count on for business since these people know, like, and trust you.

“Tell people the information they want or need, not what you think they should hear.”

2. Motivated sellers. This includes distressed and voluntary sellers. A distressed seller means someone who can’t afford their house anymore, lost their job, is going through a separation, or any event that makes them need to sell. A voluntary seller means someone who transferred jobs, needs a one-story house because they struggle with stairs, is moving to assisted living, or anything that motivates them to move. There are many great ways to find these people, so keep your ears open. 

3. Social media. You can gain leads by committing to these platforms, specifically in video format. This way, people can see your face and hear your voice. This will help them get to know you better, making them more likely to trust you and go to you with a real estate need. When you film videos, remember that people want authenticity. Act like yourself; otherwise, people won’t pay attention. Also, tell them things they want or need, not what you think they should hear. Focus on the problems or concerns they’re facing. 

If you focus on those three areas, you can increase your business and keep moving forward. If you have questions about leads or anything else related to real estate, don’t hesitate to ask! You can call or email me anytime, and I’d be happy to be your real estate resource.