Starting a career in real estate can feel exciting, but also a bit overwhelming—especially when it comes to finding your first clients. In this industry, generating leads is the lifeblood of your business. The more people you connect with, the more opportunities you’ll have to help someone buy or sell a home.
But where do you even begin? This article will walk you through five practical, proven ways to start building a solid client base and get your real estate career off the ground.
Why Leads Matter for New Agents
In real estate, a lead refers to a person who has shown interest in buying or selling a property—essentially, someone who could become a client. For new agents, building a steady pipeline of leads is vital because it’s how your business begins to take shape. Without leads, there are no clients, and without clients, there are no deals to close.
Leads are more than just names and phone numbers—they represent opportunities. Each lead you capture is a chance to showcase your expertise, build trust, and eventually turn that relationship into a sale. Starting early with lead generation not only gives you a head start but also helps you develop valuable skills in prospecting, follow-up, and nurturing relationships.
Establishing a strong lead pipeline ensures that you’re constantly feeding your business with potential opportunities, allowing for consistent growth. The earlier you focus on generating leads, the quicker you’ll gain the experience and confidence needed to turn those leads into loyal clients.
Leverage Your Personal Network
One of the easiest ways to kickstart your real estate career is by tapping into the people you already know. Friends, family, former coworkers—these are the people most likely to trust you and want to see you succeed.
Start by letting them know you’re in the business and ready to help with any buying or selling needs they might have. A simple conversation or message can lead to valuable referrals or direct business.
Don’t be shy about spreading the word. Share your new career on social media, send personal notes, or even host a small get-together to announce your services.
The key is to remind your network that you’re available, reliable, and knowledgeable. A personal connection is often the deciding factor for someone choosing a real estate agent, so use that to your advantage.
Every person in your circle has their own network, which can expand your reach far beyond what you might expect. Ask your contacts to keep you in mind for referrals and offer to help with any real estate questions they or their friends may have. Building these relationships naturally creates a supportive base that can lead to your first clients.
Establish a Strong Social Media Presence
In today’s digital age, building a presence on social media is a must for new real estate agents. Platforms like Instagram, Facebook, LinkedIn, and even TikTok allow you to reach a broad audience while showcasing your expertise.
Whether it’s sharing market updates, listing photos, or home-buying tips, your social profiles can become a key tool in generating leads.
Start by setting up professional profiles on these platforms. Choose a high-quality, friendly profile picture and write a bio that highlights your real estate services and local expertise.
Use cover photos or banners to promote your business visually. Once your profiles are set, the real work begins: consistently creating content that your audience finds helpful and engaging.
Focus on sharing content that educates rather than sells—think tips on home-buying, neighborhood highlights, or insights into the local market. Posting regularly helps keep you top-of-mind, but it’s equally important to engage with your followers.
Respond to comments, answer questions, and interact with others in your community. Building trust online is all about being present and approachable, so those connections feel more personal when the time comes for someone to choose an agent.
Host Open Houses to Meet Local Buyers
Open houses are more than just a way to showcase a property—they’re a prime opportunity to meet potential buyers face-to-face. Hosting an open house puts you in direct contact with people who are actively looking to buy, giving you the chance to build rapport and gather valuable lead information.
To set the stage for a successful open house, start with proper preparation. Make sure the property looks its best and is well-staged to appeal to buyers. Promote the event through both traditional methods, like signs and flyers, and online, especially on social media. The more eyes on the listing, the more foot traffic you’ll generate.
When people arrive, greet them warmly and encourage them to fill out a sign-in sheet with their contact details. Offering small refreshments or giveaways can make visitors feel welcome and increase the likelihood that they’ll leave their information.
As you walk them through the property, engage in conversation—learn about their needs, preferences, and where they are in their home-buying journey.
The follow-up is just as important as the event itself. Reach out to those who attended to thank them for coming and ask if they have any questions or need further assistance. This simple step can turn casual visitors into serious leads, and eventually, clients.
Use Real Estate Lead Services
Platforms like Zillow, Trulia, and Realtor.com attract millions of visitors every month, making them valuable tools for generating leads. These sites help connect agents with people actively searching for homes or looking to sell, giving you access to a steady stream of potential clients.
To stand out on these platforms, focus on creating a compelling profile. Use a professional headshot, write a bio that highlights your expertise, and emphasize your local knowledge.
Upload high-quality photos for your listings and include detailed descriptions that make each property shine. The more appealing your profile and listings, the more likely potential clients will reach out to you.
Client reviews also play a big role in building credibility. After closing a deal, ask satisfied clients to leave positive feedback on your profile. A strong collection of reviews can make you more appealing to future leads, as people tend to trust agents who come highly recommended.
Over time, these platforms, along with a great reputation, can become powerful engines for attracting new business.
Ask Satisfied Clients for Referrals
Word of mouth is one of the most powerful tools in real estate, and happy clients are often your best source for new business. When someone has a great experience with you, they’re more likely to recommend you to friends and family.
Providing top-notch service is the first step in encouraging those referrals—be attentive, communicate clearly, and go the extra mile to make the buying or selling process smooth for your clients.
To take it a step further, consider creating a referral program that rewards clients for sending business your way. You could offer a gift card, a discount on future services, or a small token of appreciation for each referral that turns into a new client. People are more likely to spread the word when there’s an incentive involved.
Stay in touch with past clients by sending thank-you notes or following up after the sale to keep the relationship going. A personal connection makes it easier for them to think of you when someone in their circle needs a real estate agent.
Referrals not only help grow your business but also build a loyal client base that keeps you top-of-mind in the community.
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Generating leads is the foundation of any successful real estate career, and the five strategies we’ve covered—leveraging your personal network, establishing a social media presence, hosting open houses, using real estate lead services, and asking for referrals—are essential tools for new agents.
Consistency is key. By putting these methods into practice and continually refining your approach, you’ll steadily grow your client base and build lasting relationships.
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