Skip to content As a new real estate agent, generating leads is your lifeline to building a sustainable business. The good news? You don’t need a massive budget or years of experience to start filling your pipeline with potential clients.
Lead generation for new agents comes down to three fundamental principles:
- Start with what you have – your existing relationships and connections
- Leverage free and low-cost methods before investing in expensive systems
- Commit to consistent daily lead generation activities
According to the National Association of REALTORS®, the median gross income for REALTORS® with less than two years of experience is significantly lower than those with established businesses. The difference? Experienced agents have built systematic lead generation habits.
Let’s explore 20 practical real estate lead generation ideas specifically designed for new agents with limited budgets but unlimited potential.
Quick Links:
- Free Lead Generation Methods for New Agents
- Low-Investment Lead Generation Strategies
- Targeted Lead Generation for New Agents
- Digital Lead Generation on a Budget
- Why Every Agent Needs a Lead Generation System
Free Lead Generation Methods for New Agents
1. Leverage Your Sphere of Influence (SOI)
If you’re just getting into real estate, the most important thing you can do is leverage your existing sphere of influence. Over time, your sphere of influence is worth $10,000 so making sure they know you, and know you’re available is huge.
These are people who already know, like, and trust you – the perfect foundation for your business.
How to generate leads from your SOI:
- Create a comprehensive list of everyone you know (aim for 100+ names)
- Personally inform each contact about your new real estate career
- Ask specifically: “Who do you know that might be looking to buy or sell in the next 6-12 months?”
- Follow up with a handwritten note thanking them for their support
Pro tip: Don’t just announce your new career – ask for specific referrals. The difference in results is dramatic.
2. Host First-Time Homebuyer Seminars
Position yourself as a helpful resource by educating potential buyers about the purchasing process.
Implementation steps:
- Partner with a local mortgage lender to co-host (they’ll often help with costs)
- Secure a free community space (library, community center, coffee shop)
- Create a simple presentation covering the basics of home buying
- Collect contact information from all attendees for follow-up
This can be an easy way to get your foot in the door with potential buyers. Consider hosting small business seminars with local businesses to get in front of people interested in buying their first home.
3. Become the Neighborhood Specialist
Focusing on a specific neighborhood allows you to build deep expertise without spreading yourself too thin.
To establish yourself as the neighborhood expert:
- Walk the neighborhood regularly and take photos
- Research recent sales, pending listings, and active properties
- Create a free neighborhood guide highlighting local amenities
- Share neighborhood statistics and updates on social media
- Introduce yourself to local business owners
According to the latest research research, 83% of buyers want an agent who knows the local market intimately. As a new agent, focusing on a specific area gives you a competitive edge against more experienced agents with broader territories.
Knowing what’s going on in the market does take a lot of work. For easier access to local buyers, sellers, and market statistics – get GeoLeads for just $60/mo
4. Optimize Your Google Business Profile
Did you know that Google makes it easier for you to show up in google search with dedicated Google Business profiles?
Creating yourself as a local market real estate agent with your name, a professional headshot, and some reviews from past clients can get you in front of lots of local buyers or sellers looking for a new agent.
A complete Google Business Profile helps you appear in local searches for real estate agents.
Optimization checklist:
- Claim and verify your business listing
- Add professional photos and complete all information fields
- Request reviews from friends, family, and early clients
- Post regular updates about the local market
- Respond promptly to any questions or reviews
Click here to claim/setup your Google Business Profile
5. Create Valuable Social Media Content
Social media allows you to showcase your real estate knowledge without spending a dime.
Content ideas that generate leads:
- Market update videos (keep them under 2 minutes)
- “Did you know?” posts about local real estate
- Before/after renovation photos
- Neighborhood spotlights
- Client success stories (with permission)
Focus on: Consistency over perfection. A simple weekly market update will outperform sporadic elaborate content.
These social media posts are an easy way for you to become known as the local expert in your market. Check out our Instagram, Tik Tok and Youtube marketing guides for more information.
Low-Investment Lead Generation Strategies
6. Door Knocking with Value
Door knocking costs nothing but time and can be highly effective when done correctly.
The value-first approach:
- Create a one-page neighborhood market update
- Include recent sales and current listings
- Offer a free, no-obligation home valuation
- Focus on being helpful rather than salesy
- Track which homes you’ve visited and follow up consistently
Script example: “Hi, I’m [Name] with [Brokerage]. I’m not here to ask if you’re selling – I’m actually dropping off this market update for the neighborhood. Have you been curious about what’s happening with home values around here?”
Pre-Foreclosure leads can be insanely valuable for door knocking so check out this guide to becoming a pre-foreclosure listing agent.
7. Partner with Local Businesses
Your Sphere of Influence is a powerful source of listings, but they aren’t always motivated to buy or sell. That’s why it can be useful to partner with a local business to expand your sphere of influence organically.
Ideally, you’ll expand your business by partnering with businesses that serve the same client base.
Potential partners:
- Mortgage lenders
- Home improvement contractors
- Interior designers
- Moving companies
- Home insurance agents
Partnership ideas:
- Co-host events or workshops
- Create joint marketing materials
- Offer mutual referral incentives
- Share booth space at local events
8. Create a Simple Farming Strategy
Geographic farming involves consistently marketing to a specific neighborhood to generate listings.
Budget-friendly farming tactics:
- Monthly market update postcards (focus on a small area of 250-500 homes)
- Seasonal neighborhood events (ice cream social, pumpkin giveaway)
- “Just Listed/Just Sold” announcements
- Neighborhood Facebook group moderation
For quick access to neighborhood phone numbers, addresses, and conversion rates, check out GeoLeads.
9. Utilize Free Classified Sites
While not as effective as they once were, free classified sites can still generate leads.
Sites to consider:
- Facebook Marketplace
- Craigslist
- Nextdoor
- Local community bulletin boards
Best practices:
- Post rental listings (with permission from landlords)
- Offer free home valuation reports
- Share market updates for specific neighborhoods
- Always include professional photos and complete information
Most of these free classifieds sites can be hard to create consistent business though. That’s why many agents prefer to work consistent seller lead sources like Expireds, and FSBOs.
10. Engage with Local Community Groups
Similar to your SOI, your local community can be a huge source of potential clientele. By actively engaging with your community, you build your network and your reputation
Groups to consider:
- Chamber of Commerce (often has reduced rates for new businesses)
- Neighborhood associations
- Parent-Teacher Associations
- Volunteer organizations
- Religious communities
- Sports leagues
Lead generation tip: Don’t just attend meetings – volunteer and participate to get more than just name recognition.
Targeted Lead Generation for New Agents
11. Focus on Rental
Rental properties (whether talking to the landlord or the renter) can be a good option for new agents looking to cut their teeth with traditional real estate.
In many cases, renters become buyers and landlords are looking to sell a property they are losing money on.
Rental lead strategy:
- Partner with property management companies
- Create resources for first-time renters
- Build a database of rental properties not on the MLS
- Offer free roommate-matching services for young professionals
- Stay in touch with rental clients through quarterly check-ins
To find renters, consider door knocking rental properties during summer months when many renters are looking to change their living situation.
12. Target “By Owner” Listings
For-Sale-By-Owner (FSBO) and For-Rent-By-Owner (FRBO) listings represent motivated sellers who may need your services.
Owner listings can be insanely valuable for new or even established agents because they generally cost less to acquire, and make you more money for your time when compared to seller leads.
How to approach FSBOs/FRBOs:
- Offer genuine help first (photography tips, pricing advice)
- Provide a free comparative market analysis
- Ask if they’d like to be included in your buyer database
- Follow up consistently (most agents give up after 1-2 contacts)
Jason Morris uses FRBO leads to get 50 annual listings, and considers them an easier client than lots of other lead types.
13. Connect with Relocation Services
Companies moving employees to your area need reliable real estate partners.
Relocation lead tactics:
- Contact HR departments of major local employers
- Create a relocation guide for your city/neighborhood
- Offer video tours for out-of-state buyers
- Develop relationships with corporate housing providers
14. Work Open Houses (Yours and Others’)
Open houses remain one of the best ways for new agents to meet active buyers.
Open house lead generation system:
- Offer to host open houses for busy agents in your office
- Create a valuable information packet for visitors
- Use a digital sign-in system to capture contact information
- Follow up within 24 hours with additional properties
- Implement a 30-day nurture sequence for all visitors
15. Create Hyperlocal Content
Become the go-to source for information about your target neighborhood.
Content ideas:
- Monthly market reports
- School performance data
- Local development news
- Restaurant and business openings
- Community event calendars
Distribution channels:
- Email newsletter
- Social media
- YouTube
- Local Facebook groups
- Community bulletin boards
One agent in Florida exclusively uses this strategy as the foundation for his business, getting over 60 listings a year just by sharing hyperlocal content on YouTube.
Digital Lead Generation on a Budget
16. Optimize Your Personal Website
The biggest benefit of a website is it legitimizes you as a trustworthy successful agent, while also serving as a place for potential clients to give you their contact information.
A simple, professional website serves as your digital business card.
Essential website elements:
- Mobile-responsive design
- IDX property search
- Neighborhood guides
- Client testimonials (as you earn them)
- Clear contact information
- Lead capture forms
Budget tip: Start with a simple template from platforms like Wix, Squarespace, or WordPress before investing in custom development.
17. Leverage Video Marketing
According to the latest research, 93% of marketers report a strong ROI from video marketing. If you’re looking for an easy, low cost way to generate more leads, consider making short form videos on a low budget.
Low-budget video ideas:
- Market update videos (weekly or monthly)
- Neighborhood tours filmed on your smartphone
- Quick tips for buyers and sellers
- FAQ sessions answering common real estate questions
- Virtual property tours
Equipment needed: Just your smartphone and basic editing apps like iMovie or CapCut.
If you have a little extra budget and want to really create dozens of short form videos every month, check our REDX Brand Builder. It’s like having an entire video editing team in your pocket.
18. Implement Email Marketing
Email remains one of the highest ROI marketing channels available. In fact, Ricky Carruth credits email marketing as the primary way he built a million dollar business.
Email strategy for new agents:
- Build your list through open houses and other lead generation activities
- Send a monthly market update newsletter
- Share success stories and testimonials
- Provide seasonal home maintenance tips
- Include personal notes about your real estate journey
Pro tip: Quality trumps quantity. A small, engaged list is more valuable than a large, unresponsive one. Don’t just throw people in, keep a small quality list.
19. Explore Targeted Social Media Ads
Even with a small budget, social media advertising can be effective when highly targeted.
Budget-friendly ad strategy:
- Start with just $5-10 per day
- Target very specific neighborhoods and demographics
- Create ads offering free value (market reports, home valuations)
- Test different images and copy to find what works
- Track results and adjust accordingly
Try running ads on Facebook, Instagram or even on Tik tok. If the process of finding highly targeted and motivated sellers on social media seems daunting, check out REDX Ad Builder.
20. Join Real Estate Referral Networks
Connect with agents in other markets to exchange referrals.
Networks to consider:
- Your brokerage’s internal referral system
- Professional associations like WCR (Women’s Council of REALTORS®)
- Online platforms like Referral Exchange
- Local mastermind groups
- Alumni networks
For REDX Customers, you can join the Facebook prospecting community to find like minded agents looking to work with and partner with each other every day.
Why Every Agent Needs a Lead Generation System
The most successful new agents don’t just try random lead generation tactics – they build systematic approaches that fit their personality, budget, and market.
Start by selecting 3-5 methods from this list that align with your strengths. Implement them consistently for at least 90 days before evaluating results. Remember that lead generation is both an art and a science – track your activities, measure your results, and continuously refine your approach.
Most importantly, understand that lead generation isn’t just about finding people who want to buy or sell right now. It’s about building relationships with people who will eventually need real estate services or who can refer you to others who do.
By implementing these strategies consistently, you’ll build a sustainable pipeline of leads that will support your business not just in your first year, but throughout your real estate career.
