Episode 25 - No New Leads? Here’s What to Do Instead
There’s nothing quite like that sinking feeling when your CRM is quiet, your DMs are dry, and you’ve refreshed your email five times, hoping a magical new lead will appear.
I’ve been there.
You start questioning everything. Is the market dead? Did your last client secretly hate you? Do you need to shell out for a new lead gen platform again?
But before you start spiraling or swiping your card for another shiny lead system, let me offer a reframe:
You don’t need more leads. You need better follow-up.
Yep. I said it.
Here’s the truth most coaches won’t tell you:
Real estate agents are sitting on a goldmine of past clients, warm relationships, and existing connections, and most of us are ignoring it. We're so busy chasing new leads, we forget to nurture the people who already know, like, and trust us.
And that’s where the magic happens.
So, what do you do when your pipeline feels dry?
Let’s break it down:
1. Do a Relationship Audit
Pull a list of every buyer or seller you’ve worked with in the last 24–36 months. Highlight:
Who gave you a referral
Who had a great experience
Who’s been MIA
That’s your new “VIP” list.
2. Send These 3 Simple Messages
You don’t need to overthink it. Try one of these:
The Check-In: “Hey! Just thinking about you, how’s everything going with the house?”
The Market Update: “Just ran a quick snapshot of your neighborhood, prices have shifted. Want me to send you the update?”
The Referral Ask (only if the relationship is warm): “Quick question, do you know anyone thinking about buying or selling? I’d love to help a few more clients before summer kicks off.”
Keep it casual. Keep it honest. People can feel when you’re being real, and they love it.
3. Build a Referable System
This part is huge. Most agents think they have a referral system… but really, they’re just crossing their fingers and hoping.
Here’s what a real system includes:
Monthly Emails: Personal, helpful, and written by you. Not just “market updates”, we’re talking behind-the-scenes, lessons learned, or a quick story from your latest listing.
Quarterly Check-Ins: A voice note, DM, or text that says, “Hey, I’m thinking about you.” Bonus points if it’s around a home anniversary or life event.
Monthly Postcards: Yep, we’re bringing mail back. When your inbox is overflowing, your mailbox is a place to stand out.
Pro tip: you don’t need to be on every platform. Pick the channels you’ll actually use and show up consistently. That’s what builds trust, and trust builds referrals.
Let’s Talk About What Actually Works
Referrals don’t happen by accident. They happen because you’ve been memorable, helpful, and top-of-mind at the right time. That’s why social media alone isn’t a strategy, it’s a supplement to the real work.
The goal isn’t to sell to your past clients. The goal is to remind them that you’re the go-to real estate pro in their life.
Contractor recommendation? Neighborhood insight? Real estate hot take? You’re their person.
Not in a Lead Drought—Just a Follow-Up Drought
You probably have more opportunity than you think.
But if you’re not staying in touch, following up, or reconnecting with your people, that’s the real issue. And the good news? You can fix that starting today.
Forget the random buyer presentation download. Don’t panic-buy another zip code. Just open up your phone, send one message, and reignite one relationship.
Because your next client? They already know you. They’re just waiting to hear from you.
Want help making referrals actually happen?
The waitlist is open for Referrals on Repeat, my brand-new monthly membership that gives you the tools (and words) to stay top-of-mind, consistently and authentically.
✔️ A personal monthly email you can copy and paste
✔️ Conversation starters (texts, DMs, voice notes)
✔️ Done-for-you postcard templates
✔️ Monthly bonuses to boost referrals in fresh, creative ways
Let’s make referrals feel natural, repeatable, and—dare I say it—fun.
