Real Estate Lead Generation Success Strategies

Espresso Agent > Blog > Real Estate Lead Generation > Real Estate Lead Generation Success Strategies

Active (i.e., daily) prospecting is the cornerstone of a successful real estate career. The top earners in our business understand that securing listings is the best way to generate significant GCI while working fewer hours than those agents who focus on being a buyer’s agent.

But how to get real estate leads online? And what types of real estate lead generation strategies are best for building a long client list, getting more good referrals, and developing a strong reputation for your service and personal brand in the local community that can set you apart?

“How to get real estate leads online?” is a vital question for agents looking to thrive in the digital age. Building a robust client list requires a blend of tried-and-true methods and innovative real estate lead generation strategies. Prioritizing good service and cultivating a distinct personal brand is essential for gaining referrals and setting yourself apart in the local community.

In this post, we’re going to take a look at the basic strategies that will help you determine how to get leads in real estate quickly and cost-effectively.


Let’s start with the most effective strategy for real estate success: prospecting seller leads. A pro-active approach to prospecting seller leads can drive your business. And, if you use Espresso Agent’s industry-leading seller leads, you will be much farther along the journey to success than your competitors.

Many of the industry’s top agents build their real estate prospecting strategy around Espresso Agent’s REAL ESTATE LEADS, which include:

  • Expired listings delivered to your desktop every morning. Espresso’s leads are considered among the best in the industry because of the accuracy of our contact information. Most top earners start their mornings calling newly expired leads from their Espresso Agent dialer, before moving onto…
  • FSBO leads. Working with FSBO (For Sale by Owner) homeowners requires a bit more patience because they need to reach their own conclusions about using a professional realtor (and paying a commission). Until they get to that point, you need to provide value and advice, without making a hard sale.How to lead generate in real estate
  • For Rent by Owner, or FRBO, leads can be tremendously lucrative because these are investors who often have multiple properties… and who are more likely to buy and sell on a more frequent basis than a traditional property owner.
  • Espresso Agent also provides Pre-Foreclosure leads. These are homeowners who, for any number of reasons, are in danger of losing their home and may be interested in selling quickly.
  • Real Estate Farming (otherwise known as Circle Prospecting) gives agents the ability to become a neighborhood expert in their MLS. Espresso’s Real Estate Farming data allows agents to hone in on areas surrounding their “just listed” or “just sold” properties.

If you’d like to learn more about Espresso Agent’s best-in-class real estate leads, CONTACT US.

We believe that prospecting seller leads is the best strategy for success. But here are a few other strategies and considerations to round out your prospecting business model.


Real estate agents must be aware of the power of social media. Its ability to reach potential leads and create relationships is unparalleled, making it a valuable tool in finding success when generating real estate leads online. However, many overlook this opportunity due to the fact that social media can seem overwhelming or time consuming.

The truth is, leveraging social media does not require a significant investment of resources. There are numerous automated lead generation programs available which make managing multiple accounts at once easy and efficient. Additionally, as more people turn to their phones for communication, businesses must ensure they have an active presence on various platforms such as Facebook, Twitter and Instagram in order to stay competitive.

Taking advantage of these outlets allows properties to be seen by prospective clients who may otherwise never hear about them.


Moving on from the importance of leveraging social media in lead generation for real estate, another mistake to avoid is not taking advantage of paid ads. Paid advertisement can be an invaluable tool for any business that wants to attract quality customers and grow their presence online. Many businesses make the mistake of relying solely on organic marketing without investing in paid advertising options such as Google Ads or Facebook Ads. This can result in a missed opportunity to gain more visibility and reach potential clients who are actively searching for services in their area.

The use of paid advertisements also offers several advantages compared with organic marketing strategies. For starters, they allow you to target specific demographics with tailored messages and content which can help increase engagement rates significantly. Additionally, campaigns using paid ads tend to have much higher ROI when compared with traditional marketing methods like radio and print advertising due to its ability to track user data and optimize campaigns accordingly based on performance metrics.


The importance of tracking analytics when generating real estate leads online cannot be understated. Knowing which keywords, headlines or content pieces are effective in resonating with the target audience is a great way to hone and refine an online marketing strategy in order to reach a larger market share. Without any data on what works and what does not work for a particular campaign, it is impossible to make informed decisions about how best to proceed and further optimize lead generation for your real estate efforts.

Data from analytics can also provide invaluable insights as to why certain tactics may have failed and allow agents to strategically adjust their approach accordingly. This helps create more efficient campaigns that will yield better results over time. Furthermore, by understanding who prospective buyers are, where they come from, and how engaged they are with each piece of content posted; agents can gain greater insight into developing successful relationships with them moving forward.


Content marketing is an essential component of any online real estate lead generation strategy. When a potential customer searches for information on purchasing or selling a property, they are looking to be informed and educated, not just marketed to. Content that addresses the needs of customers can build trust and create relationships between agents and leads before they ever speak with each other. Without content in place, it is unlikely to attract quality leads through digital means.

Agents should leverage their local knowledge and expertise by creating blog posts about recent market trends, neighborhood insights, pricing guides, etc., all tailored towards the type of clients being targeted. Agents can also feature videos showcasing properties as well as host webinars featuring guest speakers who have experience or insight into buying or selling homes. By providing helpful resources such as these, agents will establish themselves as valuable sources of knowledge in the industry which will help them gain more qualified leads from their website visitors.


Many real estate agents fail to leverage automation tools when generating leads online. Automation can save time and effort, allowing agents to focus on tasks that cannot be automated. Automating repetitive marketing activities such as scheduling social media posts, emailing prospects, or collecting customer feedback can help streamline the lead generation process.

Espresso Agent offers robust, industry-leading tools that will help you stay focused and on task with lead generation and lead follow-up. Our REAL ESTATE CRM is a simple, intuitive tool to keep you organized.

In addition to saving time and effort, automations also allow real estate agents to deliver a more personalized experience for their customers. By leveraging data-driven insights from past conversations with clients, agents can use automation tools to personalize emails, SMS messages, and other communications with potential buyers or sellers. Agents who invest in these types of technologies are able to better tailor content around each individual’s needs and interests which can result in increased engagement and conversion rates. When it comes to lead generation, real estate agents should streamline repetitive tasks to allocate more time for personal touches. These unique interactions distinguish their service quality and set them apart from the competition.

Automation is becoming increasingly important for modern real estate agents looking to generate high quality leads efficiently. Investing in technology that simplifies lead generation for real estate can save valuable resources while increasing customer satisfaction by delivering personalized experiences at scale.


Real estate lead generation processes can be difficult to navigate, but with the proper tools and tactics in place, it is possible for any realtor or broker to successfully generate leads online. As has been demonstrated through this article, there are several common lead generation for real estate mistakes that should be avoided when attempting to create an effective digital marketing plan. From neglecting social media channels and paid ad campaigns to disregarding analytics tracking and automation solutions, these five missteps have the potential to impede a real estate business’s success.

To ensure the best results when generating leads in real estate, agents must remain mindful of all available resources and techniques at their disposal. By leveraging each tool strategically and avoiding these five costly errors along the way, realtors will be able to build strong pipelines of prospects who may eventually become long-term clients.

Doug Spak joined Espresso Agent as a Content Marketing Specialist in 2016. Doug brings nearly four decades of experience as a copywriter, blogger, and screenwriter to his role with Espresso. Since joining our team, Doug has actively updated website content, published more than 300 blogs, and created countless social media posts.

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Espresso Agent > Blog > Real Estate Lead Generation > Real Estate Lead Generation Success Strategies

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