10 Lead Generation Strategies That Actually Work in 2024

Introduction

Lead generation is the lifeblood of any successful real estate business. But with so many options available, it's hard to know which strategies actually deliver results. This guide covers 10 proven lead generation tactics that work in 2024.

1. Geographic Farming with Smart Postcards

Focus your marketing efforts on a specific neighborhood and become the go-to agent in that area.

Why It Works:

Builds name recognition through repetition

Establishes you as the local expert

Generates seller and buyer leads

Lower cost per lead than digital advertising

How to Execute:

Choose 500-2,000 homes in your target area

Mail postcards every 4-6 weeks

Include Just Listed/Sold cards, market updates, and personal branding

Track response rates and adjust messaging

Expected Results:

5% response rate after 6 months of consistent mailing

$15-25 cost per lead

Higher quality leads than paid digital advertising

2. Strategic Social Media Presence

Social media isn't about posting pretty pictures of homes. It's about building relationships and demonstrating expertise.

What Actually Works:

Live video market updates

Behind-the-scenes content

Client success stories

Educational content about the buying/selling process

Local community content

Don't Waste Time On:

Just listing photos with no context

Over-produced content that feels inauthentic

Posting without engaging with comments

3. Google My Business Optimization

When someone searches "realtor near me," you want to appear in those results.

Optimization Checklist:

Complete every section of your profile

Add high-quality photos (minimum 10)

Post weekly updates

Respond to all reviews within 24 hours

Use relevant keywords in your description

4. Video Marketing

Video content receives 1200% more shares than text and images combined.

High-Performing Video Types:

Neighborhood tours

Home buyer/seller tips

Client testimonials

Market update videos

Day-in-the-life content

Pro Tips:

Keep videos under 2 minutes

Add captions (80% watch with sound off)

Include clear call-to-action

Post consistently (weekly minimum)

5. Referral Program

Past clients are your best source of new business, but you need a system to generate referrals.

Effective Referral Strategies:

Stay in touch monthly (not just when you want something)

Make referrals easy with a simple process

Show appreciation for referrals (not just when they close)

Create a formal referral rewards program

Ask for referrals at the right time

6. Local SEO and Content Marketing

Create content that ranks in Google for searches your target clients are making.

Content Ideas:

"How to Sell a House in [Your City]"

"Best Neighborhoods in [Your City] for Families"

"Complete Guide to Buying a Home in [Your Area]"

Local market statistics and trends

Neighborhood guides

SEO Basics:

Use location-based keywords

Get backlinks from local websites

Optimize for mobile

Include schema markup

Build location pages

7. Open House Follow-Up

The real value of open houses isn't the buyer who walks in—it's the follow-up.

Maximize Open House Value:

Capture every visitor's contact information

Follow up within 24 hours

Add to automated drip campaign

Track engagement and respond personally

Use open houses to meet neighbors (potential sellers)

8. Strategic Partnerships

Partner with professionals who serve your target clients.

Valuable Partners:

Mortgage lenders

Home inspectors

Contractors and handymen

Interior designers

Financial advisors

Divorce attorneys

Estate planning attorneys

How to Build Partnerships:

Create mutual referral relationships

Co-host educational events

Cross-promote on social media

Share office space or resources

9. Email Nurture Campaigns

Most leads aren't ready to transact immediately. Nurture them until they are.

Essential Email Campaigns:

Welcome series for new leads

Monthly market updates

Buyer education series

Seller preparation series

Past client stay-in-touch emails

Best Practices:

Personalize beyond just name

Provide value, not just sales pitches

Use behavioral triggers

Test subject lines

Track engagement and segment

10. Community Involvement

Being visible in your community builds trust and generates referrals.

High-Impact Activities:

Sponsor local sports teams

Volunteer at community events

Host educational workshops

Join local business organizations

Support local charities

Measuring Success

Track these metrics for each lead generation strategy:

**Cost per lead**: How much does each lead cost?

**Lead quality**: What percentage converts to appointments?

**Time investment**: How many hours does it require?

**Conversion rate**: How many leads become clients?

**ROI**: What's the return on investment?

Implementation Tips

Don't try to implement all 10 strategies at once. Instead:

1. **Start with 2-3 strategies** that fit your budget and strengths

2. **Give each strategy 6 months** before judging results

3. **Track everything** so you know what's working

4. **Double down** on what works best for you

5. **Eliminate or outsource** what doesn't work

Conclusion

Effective lead generation isn't about doing everything—it's about doing the right things consistently. Choose strategies that align with your strengths, budget, and market, then execute them consistently for at least six months.

The most successful agents we work with focus on 3-4 core strategies and automate as much as possible. Geographic farming with automated postcards, consistent social media, and a strong referral program form the foundation of most successful lead generation systems.

Ready to automate your geographic farming? ListHook handles your postcard marketing so you can focus on other lead generation activities.