100+ Real Estate Prospecting Tactics
Welcome to the MEGA list of real estate prospecting ideas. Below we go over 100+ prospecting ideas for real estate agents…but rather than going deep into every prospecting idea, we categorized them all and, whenever possible, included a link to resources where you can learn more.
Here are some of the top real estate prospecting strategies from the list
- Farming a Local Area
- Sphere of Influence SOI
- Past Clients & Referrals
- Social Media
- FSBOs & Expired Listings
And if you want to navigate the entire prospecting mega list, here are the categories covered:
- General Real Estate Prospecting Ideas
- Buyer Prospecting
- Seller Prospecting
- Online Leads
- Referrals and Past Client Prospecting
- Community/Neighborhood Engagement
Farming a Local Area
Geo-farming is a strategic long term commitment to one neighborhood which over time allows agents to reap a plentiful harvest down the line (hey I guess that’s why it’s called “farming”!).
In this article we go into all the tactics involved in effective real estate farming but the key activities are:
- ongoing mail campaigns for any real estate activities
- participating in neighborhood events
- being physically and digitally present to members of the community
- finding other creative ways to establish your brand as a trusted resource for the community
Your dedication to engaging the community will over time establish you as the “go to” agent for a neighborhood, which can be a gamechanger when it comes to winning listings.
Sphere of Influence SOI
Your Sphere of Influence (SOI) is your network which includes friends, family, past clients, etc. They are a goldmine of business opportunities in real estate prospecting. Talk to any veteran agent OR coach and they use the shorthand “sphere”. That’s how commonplace this prospecting approach is in the agent’s toolkit. Why you ask? Well, typically, your SOI already know, like and trust you so these relationships are already primed for doing business.
But just just asking for the business isn’t the key to SOI prospecting. Consider organizing client appreciation events and invite members of your SOI even if they haven’t done business with you (yet). Fostering this kind of goodwill and providing a lens into your business can often move your sphere from softball buddy to referral partner. IF you want to dive deeper, we’ve got a dedicated article on SOI prospecting here.
Referrals and Past Clients
Veteran agents attribute over half their business from referrals and past clients. If that’s not enough for you to take this prospecting source seriously…well we tried.
These sources are considered the holy grail of real estate prospecting because they create a virtuous cycle where more clients create more referrals and repeat transactions and on and on!
But in this framework, you need to do a few things:
- achieve a successful result for your clients (ideally with minimal stress)
- pick the right times to ask for a referral
- stay in touch so your top of mind when it’s time for another transaction
These relationships are essentially yours to lose so don’t take them for granted.
And when it comes to referral sources, align yourself with professionals such as lenders, attorneys, and real estate agents in other regions as they are all potential sources for high-quality referrals. Much more on real estate referrals here.
Social Media
Yes the world is moving digital. You’ve heard this thousands of times and some times it feels like a warning right?
Technological advancements seem non-stop but when it comes to social media the basic use case is simple. Social media satisfies our need for connection and human engagement. It’s just done through Instagram, TikTok, and other social media platforms.
As a result social media marketing has become a major form of real estate prospecting. A single Instagram Reel or viral TikTok video can go a long way in showcasing your expertise and engaging potential clients. However, the key to harnessing this relevance lies in understanding these platforms and focusing your limited resources on using them efficiently (and not excessively which is a trap a lot of agents get into).
Start by extending your existing content and campaigns to just one social media platform. This content could include:
- market updates
- home-maintenance tips
- neighborhood statistics
- success stories and testimonials from your business
Once you’ve gotten positive ROI from this basic approach, invest more and see if additional results follow. Fair warning though: lots of fine tuning and experimentation is involved before you find a successful formula for massive growth from social media prospecting efforts.
FSBOs and Expired Listings
Now shifting towards the nitty gritty phone sales side of real estate prospecting…it’s time for FSBOs and Expired Listings. Why combine them, well they’re both prospects that have their guard up.
You’ll need thick skin and serious sales chops to convince these folks to list with you…but if you can master either of these, you’re business will be forever changed.
We have FSBO and Expired scripts you can refer to, but here’s the key: don’t get discouraged with the rejection. It’s a numbers game that can be extremely profitable if you have the ability to go from failure to failure without any loss in enthusiasm (shoutout Winston Churchill!).
General Real Estate Prospecting Ideas
| Prospecting Idea | Description | Reference |
| Geo-Farm a neighborhood | Concentrate your marketing efforts in a particular area to become the go-to real estate agent for that community. | Geo-farming guide |
| Networking Events | Attending or hosting events to connect with potential clients and other real estate professionals. | |
| Sphere of Influence | Try prospecting within your existing network (that already knows and trusts you). It’s much easier than prospecting for new contacts. | SOI tips for agents |
| Host Open Houses | Hosting open houses to showcase properties to potential buyers and network with visitors. | Open House Ideas |
| Email and text drip campaigns | Sending automated, targeted emails to nurture leads over a period. | |
| 8×8 campaigns | An eight-week campaign of consistent follow-up with a prospect to build recognition and rapport. | |
| Hand out business cards | Distributing business cards in strategic locations or during meetings to ensure potential clients can contact you. | |
| Newsletters | Distributing periodic online or physical newsletters to share market insights and maintain engagement with potential clients. | |
| Write newspaper articles | Contribute expert articles to local newspapers to establish authority and market presence. | |
| Make personal brochures | Develop brochures to market personal real estate services and brand identity. | |
| Do a giveaway/drawing | Engage past clients OR current prospects by hosting giveaways/contests/raffles and collecting contact info or asking for referrals. | Giveaways for Open Houses |
| Send a Voicemail Blast | Use a ringless voicemail system to reachout to prospects or past clients | |
| Pay it forward and leave your business card behind | Random acts of kindness paired with leaving your business card can create memorable encounters. | |
| Radio campaigns | Reach a wider audience by running radio advertisements with compelling content. | |
| Floor Duty | Taking shifts at a real estate office to meet walk-in clients looking for property advice or services. | |
| Get a wrap or a sign for your car | Turn your vehicle into a moving advertisement to draw attention everywhere you go. | Guerilla Marketing Tactics |
| Prospect in laundromats (great place to find tenants) | Use common gathering places like laundromats to meet potential renters. | |
| Billboard and Out-of-home (OOH) advertising | Use eye-catching billboard advertisements in strategic locations to generate leads. | |
| Create videos that show off your skills | Use video marketing to demonstrate your real estate expertise and market properties. | Real Estate Video Ideas |
| Host a class on property investing | Utilize rental properties to teach a class related to home buying or investment, providing value and meeting potential clients. |
Buyer Prospecting
| Prospecting Idea | Description | Reference |
| Relocation Opportunities | Assisting clients who are relocating, often through corporate or personal connections. | |
| Target renters | Marketing to individuals who currently rent to educate them about the benefits of owning a home. | |
| First Time Buyer Seminars | Conduct seminars to educate and attract first-time homebuyers. | https://www.homelight.com/blog/first-time-homebuyer-seminar/ |
| Target kiddie-condo investors, | Focus on investors interested in purchasing condos for their college-bound children. | https://www.investopedia.com/articles/mortgages-real-estate/08/condo-hotel-invest.asp |
| Talk to car dealers (some people might also want to buy a house), | Network with car dealerships to reach potential buyers who might be interested in purchasing a home. | https://www.realestateexpress.com/career-hub/blog/networking-tips-for-real-estate-agents/ |
| Work with retirees who may need to downsize | Offer specialized services to retirees looking to move into smaller homes. | https://www.seniorliving.org/research/downsizing-guide/ |
| Baby announcements (need more space) | Reach out to families expecting a new child who might need a larger home. | https://www.redfin.com/blog/family-friendly-home-features/ |
| Host a tour of homes | Showcase multiple homes in a neighborhood to prospective buyers in a single event. Use existing Open Houses and other active listings as “stops” on the tour. | https://www.thebalance.com/how-to-host-a-successful-open-house-1799087 |
| Check wedding announcements (they might be looking to buy a house) | Newlyweds often look for a new home, making wedding announcements a good lead source. | https://www.brides.com/story/buying-home-right-after-wedding-real-couples |
Seller Prospecting
| Prospecting Idea | Description | Reference |
| Public trustee sale | Attending public auctions to purchase or sell properties in foreclosure. | |
| Door Knocking | Physically visiting homes to directly speak with homeowners about their interest in selling or buying. Specific examples could be targeting your Farm Area or even after a recent sale, after a new listing is announced, or before an Open House. | Door Knocking Guide |
| Direct Mail | Sending personalized mailers, such as postcards, to targeted lists of potential clients. | |
| HUD listings | Specializing in selling properties acquired by HUD due to foreclosure. | |
| FSBOs | Targeting For Sale By Owner listings as these homeowners may need assistance from a professional to sell. | FSBO Scripts |
| Circle Prospecting | Targeting specific neighborhoods or areas to generate leads by offering real estate services. | Circle Prospecting |
| “We Buy Houses for Cash” Campaigns | Targeting specific neighborhoods or areas to generate leads by offering real estate services. | |
| Annual Home Value Reports (CMAs) | Providing yearly comparative market analyses to homeowners to gauge property value changes. | CMA tips |
| Prospect Expired Listings | Contacting homeowners whose property listings have expired to offer services for re-listing. | Expired Listing Scripts |
| Send postcards for new listings, recent sales, and upcoming Open Houses | Announce any local real estate activity to a neighborhood to demonstrate that you’re tuned into their market. Include a QR Code with a “Find your home’s worth” to capture leads. | Just Sold Postcards Tips |
| Send local market reports to neighborhoods | Every month/quarter send a digest of recent sales in the neighborhood. Include a QR Code with a “Find your home’s worth” to capture leads. | |
| Buyer ‘needs’ – send postcards to the area asking for listings, | Distribute postcards in targeted areas to find homeowners who might be interested in selling. | |
| Talk to postal carriers about vacant homes | Inquire with postal workers about homes that may be empty, indicating a potential sale. | |
| Visit with new construction representatives | Meet with representatives of new construction to stay informed on upcoming projects and potential leads. | Open Houses at New Construction |
| Work short sale properties | Specialize in managing properties sold for less than the amount owed, helping owners avoid foreclosure. | |
| Notice Of Default | Target homeowners who have received a notice of default for opportunities. |
Online Leads
| Prospecting Idea | Description | Reference |
| Growing an Email Newsletter List | Sending digital newsletters to a subscriber list to share updates and engage with potential clients. | |
| Blogging and SEO | Writing informative articles related to real estate to attract and educate potential clients. | |
| Social Media | Using platforms like Facebook, Instagram, YouTube, TikTok, Snapchat, and LinkedIn to engage with potential buyers, sellers and referral partners | Social Media Guide and Free Social Media Tools |
| Other sites (Dating Sites) | Leverage unconventional sites like dating sites for networking. | |
| Facebook Groups | Use Facebook groups to connect with potential clients. | Facebook Groups for Real Estate |
| Pay at Closing Platforms | Use platforms where payment is made at the closing of a deal. | Pay at Closing Lead Platforms |
| Portal Sites (Zillow/Realtor.com/Plus More) | Use real estate portals like Zillow for lead generation. | |
| Create profiles on local business sites (ex: Yelp) | Using platforms like Yelp, Nextdoor, Google Business, Zillow, and Redfin can get your business in front of high intent prospects that are researching real estate agent options. | |
| Referral Sites | Utilize online referral sites to connect with potential clients. | |
| Facebook, Google, and other Online ads | Utilize targeted Facebook ads to reach potential clients in your chosen demographics. | |
| Using forced registration lead capture on website | Forced registration requires visitors to provide personal information, such as their name, email address, and phone number, before they can access certain content (ex: additional photos) for a specific listing. | |
| Craigslist leads | Generate leads by posting and responding to real estate ads on Craigslist. |
Referrals and Past Client Prospecting
| Prospecting Idea | Description | Reference |
| Pop By’s | Making impromptu visits to past clients or leads, often with a small gift, to keep relationships warm. | |
| Partner with related professions | Collaborate with professionals like movers, home inspectors, lenders, etc., to get referrals from clients preparing to buy or sell a home. | |
| Contact HOA management companies for leads, | Connect with Homeowner Associations to find potential sellers or buyers within the community. | |
| Work out of state referrals | Develop a network with agents in other states to exchange referrals for clients moving to or from your area. | |
| Attorney Partnerships | Develop relationships with Family, divorce, or trust/estate planning attorneys to exchange referrals. On a similar note, courts could be a good place to to find information on divorces or probates. | |
| Network with realtors from different regions and ask for their referrals, | Develop relationships with other real estate agents to exchange referrals. | |
| House Warming Parties | Host parties for new homeowners to network and gain referrals. | |
| Local Referral Groups (Ex: BNI) | Join local referral groups like BNI to gain and give referrals. | |
| Visit with marriage counselors and have them recommend you to clients | Partner with counselors who may know couples needing new or different housing. | |
| Local Professional Vendor Partners | Partner with local businesses to provide mutual referrals and services. | |
| Take care of your current clients (ask them for referrals!) | Provide excellent service to your existing clients and encourage them to refer others to you. | |
| Mail home anniversary cards | Send anniversary cards to previous clients on the purchase anniversary of their home to maintain relationships. | |
| Host a housewarming party for clients after closing (get their friends’ contact info) | Strengthen relationships with clients and expand your network through housewarming parties. | |
| Send Holiday cards | Use holidays as a touchpoint to maintain relationships with clients and professional contacts. | |
| Gather testimonials and send them out | Use positive feedback from past clients to build trust with potential new clients. |
Community & Neighborhood Engagement
| Prospecting Idea | Description | Reference |
| Host seminars | Offering free or paid seminars on real estate topics to educate and attract potential clients. | |
| Volunteer Work | Participating in community service to build relationships and improve local visibility. | |
| Community Events | Participating in or sponsoring local events to increase brand awareness and meet potential clients. | |
| Trade shows | Setting up booths at trade shows to network with potential clients and other industry professionals. | |
| Leave your business cards when you eat out (tip well) | A small gesture like leaving a business card with a generous tip can help waitstaff remember and refer you. | https://fitsmallbusiness.com/real-estate-business-card-ideas/ |
| Adopt school (take them treats, volunteer for events) | Build goodwill and visibility by contributing to local schools and participating in events. | https://www.nar.realtor/good-neighbor-awards |
| Walk a neighborhood and put up door hangers | Canvas neighborhoods with door hangers to offer your services directly to homeowners. | https://www.realtyexecutives.com/news/real-estate-blog/the-lost-art-of-door-knocking-in-real-estate |
| Partner with a local business and send out coupons, | Collaborate with local businesses to provide discounts or coupons, promoting your services to their customers. | https://smallbiztrends.com/2017/08/local-business-partnerships.html |
| Host a networking group yourself | Create your own networking events to establish a local community of contacts. | https://www.forbes.com/sites/forbesbusinesscouncil/2021/03/16/14-effective-ways-to-connect-and-network-with-other-industry-professionals/?sh=4d05a5f374c9 |
| Hand out notepads or ‘swag’ | Distribute branded items that people will use, keeping your contact information at their fingertips. | https://fitsmallbusiness.com/real-estate-promotional-items/ |
| Sponsor an event and ask if you can have a table (invite clients) | Increase visibility and demonstrate community involvement by sponsoring local events. | https://www.entrepreneur.com/article/217686 |
| Join A Sports Club or Country Club | Join clubs to meet potential clients and build relationships. | https://www.thebalancesmb.com/networking-at-the-country-club-2947162 |
| Toast Masters | Join public speaking groups to improve skills and network. | https://www.toastmasters.org/ |
| Work garage sales | Meet homeowners in a casual setting and offer your services for when they decide to sell. | https://www.realestateskills.com/blog/garage-sale-prospecting |
| Join a book club | Network within local reading groups to foster connections that could lead to client referrals. | https://www.inman.com/2020/04/16/want-to-foster-communication-and-learning-start-a-brokerage-book-club/ |
| Host a community event | Organize local events to engage with the community and network. | https://www.aceableagent.com/blog/ultimate-guide-real-estate-agent-networking/ |
| Run A Fundraiser or help a local charity | Participate in City, School or Local Vendor Charities OR organize your own fundraiser for a cause | |
| Play Sports in local Recreation/Intramural leagues | Participate in local sports leagues to network with community members. | |
| Put up information on bulletin boards, | Place information on community bulletin boards to capture the interest of local residents. | |
| Host an education session (redecorating, etc.) | Provide value and attract potential clients by hosting sessions on topics like home decorating or buying tips. | |
| Send out time change postcards | Remind people of daylight saving changes and include your contact information for real estate needs. | |
| Schedule a public speaking opportunity | Seek opportunities to speak at events to position yourself as an expert and gain exposure. | |
| Work in a coffee shop and put up a sign that you’ll buy a customer’s coffee, | Set up an inviting sign in a coffee shop to engage in casual conversations with patrons over a free coffee. | |
| Enroll in a class | Take classes to increase knowledge and network with peers, potentially leading to new business opportunities. | |
| Participate in parades and make custom floats | Take part in local parades to showcase your brand in a fun and visible way. | |
| Attend or start “meet-ups” (meetup.com) | Use meetup.com to find and engage with local groups and events, expanding your network. | |
| Get names from the Chamber and send relocation guides, | Utilize Chamber of Commerce directories to identify newcomers and send them information on relocating. | |
| Mail sports cards/calendars | Distribute branded calendars or sports cards as a reminder of your services. |
In a real estate business, prospects (aka leads) are like oxygen. That makes prospecting akin to breathing. Hopefully between the 100+ prospecting ideas above your business never runs out of air!
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