Sourcing Sellers: A Look at Lead Generation

Sep 3, 2015 11:32:35 AM
You know you need them, but do you know how to find sellers?


Generating leads is your business’ bread and butter. Without a lead, there’s no client, which is why you dedicate a good deal of time to cultivating prospects. We have proven techniques that will help turn you into a lead generation machine. You might be surprised to see that many of the lead generation ideas are already right in front of you!



It All Starts With Building Relationships

Client Referrals

Some of your most promising seller leads can come from clients which is one of the many reasons to take good care of them. Put the “finish on the finish” by thanking buyers and giving them a creative closing gift. Include a stack of your business cards with the gift. And, ask clients to share them with anyone they know in need of a real estate agent.

To continually nurture client relationships, hold periodic weeknight social networking events and holiday parties for clients, their friends and families.


Read how KW Luxury Agent Christie Cannon is building a strong client relationship-based business
Be Involved In Your Community

Sponsoring a local charity or sports team is also a great way to build community connections and generate leads. One way to achieve name recognition in the community is by having your name on the support roster or special event marketing materials.


Social media is a great tool as well. With 1.4 billion users, Facebook should be a lead-generation priority. A Facebook business page will give you access to essential features, such as contests creating calls to action and scheduling quality posts. Create a LinkedIn company page; join groups that include local community members. Blogging once a week can increase your business’ website traffic. Content across social media should be informative, include interesting images and spark conversation. Regularly post tips, innovative ideas, neighborhood information and insight into you as a person.

Calling FSBOs and Expireds

Pursuing for sale by owners and expired listings is another good way to find motivated sellers. Most sellers trying to sell their own property are unsuccessful, whether due to poor marketing or overpricing. Contact sellers from Craigslist FSBO listings and offer your services. Pull a list of expired listings from your MLS.


Jeff Glover shares how he is focusing on the fundamental tasks of cold calling and telephone prospecting to build and grow his business.
Your Network

Don’t forget your networks. Try these sources for leads:iStock_000022812361Small2-300x215.jpg

  • High school or college alumni chapters, meet-ups
  • Local parent groups
  • Your place of worship
  • Running or other athletic groups
  • Attorney friends in real estate, family law, divorce
  • Retirees, or those nearing retirement

For even more lead-generation ideas, browse through the library of lead-generation articles featuring success stories and tips form top-producing agents.

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