How do you currently generate real estate leads? Do you do neighborhood farms, do you publish a newsletter, do you have a real estate agent website that generates leads? Well, no matter how you get them, I’m willing to bet two things;

1. They are not that easy to get, and

2. You can always use more.

As you work to fill your pipeline with leads, you can probably think of at least one agent who makes prospecting for leads seem like child’s play. But what exactly is it that they do so efficiently that you aren’t?

Of course, the answer depends on a lot of things, but let’s take some ideas from an agent I know who worked with a builder of kid-friendly condos that did pretty well.

Let’s call her Evette, which isn’t her real name, but it allows me to personalize the story in a relatable way.

Evette was a spark plug dynamo; full of energy, self-taught and very successful at what she did. And what she did best was market and sell a lot of student housing units, mostly condos, from what I could see.

His was a 5 step process.

1. You would find uncultivated land for your builder-developer to buy and develop

2. Try to establish partnerships with the seller of the virgin land and its developer to offset developers’ out-of-pocket costs while gaining a majority interest in the land.

3. You would then put up for sale all the units that the developer built as a result of the partnership

4. Then be positioned to resell the units when students graduate from college and move out of the area and

5. In some cases, you would be in a position to also get referrals to out-of-town agents for students who are moving.

As you can see, Evette was passing by. So when I say that meeting and working with Evette was a career-changing experience, you’ll know what I mean.

My attitude was the first thing that changed. I got over being paralyzed by high-income doctors, lawyers, judges, dentists, and other professionals.

Initially, I felt inadequate when it came to marketing real estate to them. He just didn’t think he knew enough about real estate in general to seem like a competent professional.

But you know what? It turned out that I knew more than all of them and more than I needed to know to help them with their real estate needs.

I continued to look for doctors, dentists, college professors, judges, insurance agents, and garden variety investors to work with and had some mutually beneficial relationships over many years.

So what does this mean for you? Actually, there are several things to take from this article.

If you’re not marketing to people with money, you should be. Some agents sabotage themselves by not aggressively seeking leads with the financial means to purchase real estate.

Instead, they market to people who may just barely qualify for home loans and/or who have related and other hardships to overcome before they can qualify.

Don’t let that be you anymore.

Another thing to learn from this article is that one lead can be multiplied into 3-4 different income generating opportunities.

Therefore, no matter how insignificant a client may seem, treat them all equally.

You never know when they might refer a friend or acquaintance to you, or ask you to help them buy some investment properties, or seek you out to help them sell the first property you sold them and help them buy another.

It’s a well used cliché, but it’s true; there is no shortage of real estate contacts for agents. You just have to know how to spot them.