References
NAR Library & Archives has already done the research for you. References (formerly Field Guides) offer links to articles, eBooks, websites, statistics, and more to provide a comprehensive overview of perspectives. EBSCO articles (E) are available only to NAR members and require the member's nar.realtor login.
Tool Kits & Templates
Quick Sales Scripts(link is external) (REALTOR® Magazine Online)
The Prospecting Toolkit(link is external) (REALTOR® Magazine Online)
The Follow Up Toolkit(link is external) (REALTOR® Magazine Online)
Real Estate Business Letter Templates(link is external) (National Association of REALTORS®)
Agent Guide to Real Estate Farming(link is external) (Zillow, Jan. 2, 2020)
Tips & Techniques
Top Real Estate Lead Generation Ideas of 2021(link is external) (Think Realty, Sep. 3, 2021)
Some more recent methods: Facebook ads, online seller leads generation platforms, social media platforms, sphere of influence, expired listings, FSBOs, effective landing pages on your website, and search engine optimization. Some tried and true methods: door knocking, arrange open houses, and referrals from past clients.
37 Underrated Real Estate Lead Generation Ideas for 2021(link is external) (The Close, Apr. 21, 2021)
Advice from seasoned brokers, agents, and coaches.
7 Real Estate Lead Generation Tactics(link is external) (Motley Fool, Jan. 31, 2021)
Network, ask for referrals, create a process, use social media, make videos, create a content marketing campaign, and use CRM software.
Scientifically Develop the Habit of Lead Generation: Part 1(link is external) (National Association of REALTORS®, Nov. 19, 2014)
To start the habit of lead generation, set aside one hour each day to make anywhere from 5-10 contacts with your sphere, past clients, FSBOs, or expireds. The point is to be consistent and start with a goal that guarantees you will finish.
Scientifically Develop the Habit of Lead Generation: Part 2(link is external) (National Association of REALTORS®, Nov. 26, 2014)
The world’s top performers, from CEOs to professional athletes, all have one thing in common: consistency. The best performers in every walk of life, like Seinfeld explained, do their work with remarkable consistency and consider everything else a distraction.
Scientifically Develop the Habit of Lead Generation: Part 3(link is external) (National Association of REALTORS®, Dec. 4, 2014)
Visualization has a snowball effect. I find that the more consistently I visualize, the clearer my vision becomes and the easier it is to see the path. When the path becomes easy to see, taking definite action is both simpler and more fun.
Scientifically Develop the Habit of Lead Generation: Part 4(link is external) (National Association of REALTORS®, Dec. 18, 2014)
A recurring question has been, “How do I find time for lead generation when I have all this other stuff going on?” The answer: simplify.
eBooks & Other Resources
eBooks.realtor.org
The following eBooks and digital audiobooks are available to NAR members:
42 Rules to Turn Prospects into Customers: How to Build Profitable Relationships to Close More Sales and Drive More Business(link is external) (Kindle, eBook)
The 7 Biggest Mistakes When Making Sales Calls(link is external) (Audiobook)
Advanced Selling Strategies(link is external) (eBook)
The Complete Idiot's Guide to Cold Calling(link is external) (eBook)
#LEADS to SALES tweet Book01(link is external) (eBook)
Perfect Phrases for Real Estate Agents & Brokers(link is external) (eBook)
Persuasion—The Art of Getting What You Want(link is external) (eBook)
The Power of Prospecting(link is external) (Audiobook)
Power Sales Writing(link is external) (eBook)
Books, Videos, Research Reports & More
As a REALTOR® member benefit, the following resources and more are available for loan through the NAR Library. Items will be mailed directly to you or made available for pickup at the REALTOR® Building in Chicago..
Real Estate Prospecting: The Ultimate Resource Guide(link is external) (West Conshohocken, PA: InfinityPublishing.com, 2008) HF 5438 K27
The ABC’s of Prospecting: An Advanced Sales and Productivity System(link is external) (D & S Real Estate Education, 2007) HF 5438 R82
Knock Your Socks Off Prospecting: How to Cold Call, Get Qualified Leads, and Make More Money(link is external) (New York: AMACOM, 2005) HF 5438 M61k
Magnetic Selling—Develop the Charm and Charisma That Attract Customers and Maximize Sales(link is external) (New York, NY: American Management Association, 2006) HF 5438 B62
Have an idea for a real estate topic? Send us your suggestions(link sends e-mail).
The inclusion of links on this page does not imply endorsement by the National Association of REALTORS®. NAR makes no representations about whether the content of any external sites which may be linked in this page complies with state or federal laws or regulations or with applicable NAR policies. These links are provided for your convenience only and you rely on them at your own risk.