Thrive in 2025! Lead Generation Best Practice

Strategic Business Strategies: The Hunter
1.The "Hunter"
  • They seek business aggressively
  • They work FSBO’s, Expired’s, Withdrawn Listings and Foreclosures
  • They door knock
  • They live for the pursuit of the business
  • They don’t care about rejection
  • Hunters “eat”



2. The "Farmer"
  • Farmers are “Relationship” oriented
  • They easily build and maintain relationships
  • Business comes from these relationships directly or as referrals
  • They often don’t want to be perceived as “salespeople”
Strategic Business Strategies: The "Farmer"
3. The "Networker"
  • Is also “Relationship” oriented!
  • Generates business from within a group organization
  • Easily meets new people
  • Easily identifies potential leads
  • Is outgoing, likeable and knows how to work a room
  • Asks: “What do you do?”


4. The "Lifestyle"
  • Lives and promotes a specific “Lifestyle”
  • It’s “Tribal”
  • Lots of social interaction
  • Web based Connectivity
  • Lifestyle specific blogging can demonstrated connection and commitment to the Lifestyle
Strategic Business Strategies: The "Networker"
5. The "Expert"
  • Focuses on some aspect of real estate
  • A type of real estate, a type of transaction or a type of Client
  • Becomes an “Expert” in the niche
  • Creates a “Value Proposition” for their “Ideal Client”
  • May not do transactions outside of their of their niche


6. The "Hyperlocalist"
  • Works a neighborhood or a definable geographic area
  • Becomes the “Local Expert” in the market space
  • Has superior market knowledge
  • Builds relationships within the community
  • Uses Web Assets and Marketing elements to complement the strategy
Strategic Business Strategies:
7. The "Billboard"
  • Uses advertising and marketing to generate leads
  • May have a powerful lead generating website
  • Has a definable “Brand”
  • Builds a team of associates
  • May do hundreds of deals every year
  • Can create a business that can be sold can be sold

Farming: Best Practice

Step One - Choose the Right Neighborhood
  • Proximity – Select a neighborhood close to home for easy access to listings.
  • Turnover Rate – Focus on areas with consistent sales activity to maximize opportunities.
  • Price Range – Target first-time homebuyer and move-up neighborhoods for steady demand.
  • Cost-Effective Marketing – Neighborhoods with paper boxes under mailboxes allow for direct delivery of newsletters, mailers, and market updates, saving on postage.

Farming: Best Practice

Step Two – Commit for the Long Term
  • Consistent Mailers – Send marketing materials every three weeks without exception.
  • Long-Term Strategy – Dedicate at least two years to building recognition. This demonstrates professionalism and commitment to the neighborhood.

Farming: Best Practice

Step Three – Make Face-to-Face Connections
  • Engage Early – Within six months of mailing, sponsor or host a neighborhood event.
  • Event Ideas – Support a pool party, sponsor a social gathering, host a blood drive, or provide a community shred day. Meeting residents in person strengthens connections and makes your mailers more impactful.

Farming: Best Practice

Step 4: Establish a Neighborhood Website
  • Provide valuable market updates through a neighborhood website and mailers to keep residents engaged and position yourself as the local expert.

Farming: Best Practice

Step Five – Showcase Your First Listing
  • Just Listed & Just Sold Mailers – Send updates to the entire neighborhood.
  • Door-Knocking & Invitations – Personally invite neighbors to the open house.
  • Post-Sale Follow-Up – After closing, knock on doors again to introduce the buyers (with their permission).
  • Housewarming Event – Offer to host a gathering for the buyers to meet their new neighbors.

Events: Best Practice

Show Appreciation
Events are a way to thank past, present, and future clients.
Give Before You Ask
Providing value strengthens relationships and makes asking for referrals more natural.

Events: Best Practice

Strengthen Your SOI
Hosting events keeps you top of mind and builds long-term loyalty.

Small Group Activities: Best Practice

Engage Your Sphere
Strengthen relationships through casual, small-group gatherings.
Activity Ideas
Host a pickleball match, book club, Topgolf outing, card game night, or dinner group.

Small Group Activities: Best Practice

Stay Top of Mind
Consistent, low-pressure interactions keep you connected with potential clients.

Personal Notes: Best Practice

How-To
Keep notes handwritten, genuine, and specific to the recipient.
Make Their Day
Acknowledge milestones, express gratitude, or offer encouragement.

Personal Notes: Best Practice

When to Write
Send notes for birthdays, anniversaries, home purchase anniversaries, congratulations, or just because.
Social Media: Best Practice
Daily Routine
  • Spend 30 minutes each morning engaging on platforms like Facebook, then check in later for responses.
Social Media: Best Practice
Build Community
  • Share valuable content and interact with your audience to stay top of mind.
Social Media: Best Practice
Leverage Blogging 
Create blog posts tailored to your niche audience to establish authority and deepen connections.
Thrive in 2025!
Our Best Practice Guide to Lead Generation