Episode 6 - Zero Cost, Big Results: 8 Free Lead Generation Tactics for Agents
Let me take you back to a time not too long ago when I was sitting at my kitchen table, staring at my to-do list, completely overwhelmed. I had no budget for big ad campaigns, no desire to choreograph TikTok dances, and absolutely no time for gimmicky social media trends.
I remember thinking, How am I supposed to grow my business like this?
That moment changed everything for me. I realized I didn’t need to chase trends or spend a ton of money to succeed. Instead, I focused on creating a system that felt natural, was easy to stick with, and didn’t cost a fortune.
Fast forward to today, and those same strategies helped me build a six-figure real estate business and a seven-figure brokerage. And the best part? They’re all either free or super low cost. I want to share them with you because if I can do it, you can too.
Why Lead Gen Feels So Hard
I get it—lead generation can feel overwhelming. I’ve been there. Over the years, I’ve noticed three main reasons why agents struggle with it:
Chasing trends: We see what other agents are doing—flashy ads, viral posts—and feel like we need to do the same, even if it doesn’t align with our strengths.
Inconsistent follow-up: Let’s be honest: staying in touch with leads for 8–12 months (the average time before most leads buy or sell) can be exhausting without a plan.
Pure overwhelm: Between showing homes, managing transactions, and putting out fires, it’s easy for lead gen to take a backseat.
But here’s the thing: it doesn’t have to be this hard. Everything changed once I shifted my focus to building relationships and simplifying my efforts.
My 8 No-Cost to Low-Cost Lead Gen Strategies
These are the pillars of my business—the strategies that helped me grow sustainably and consistently without burning out.
1. Work Your Database (or Someone Else’s)
Your database is pure gold. If you don’t have one yet, borrow someone else’s! Seriously. Your brokerage, team, or even another agent might have a pool of leads they aren’t using. At my brokerage, we call it “the pond.”
Once you’ve got a list, the key is regular follow-up. Use automation tools to make it easy, but don’t forget to add a personal touch. I love the “10-a-day rule”: reach out to 10 people every day with a quick text or call. It works wonders.
2. Host Open Houses
Open houses are where I really honed my skills. Every time you host one, it’s like a mini networking event. You’re face-to-face with potential clients, and that’s invaluable.
I use my “OPEN” method to make them successful:
Organize your plan
Promote it to attract more visitors
Engage with every guest
Nurture those leads afterward
The key is consistency. I hosted open houses weekly when I was getting started, and it paid off big time.
3. Stay in Touch With Your Sphere
Your sphere of influence—friends, family, past clients—already knows and likes you. They should be your biggest fans and your best referral source.
But here’s the thing: they can’t refer you if they forget about you. I make it a point to reach out regularly, whether it’s through a quick coffee date, a handwritten note, or even just a friendly text. Little gestures go a long way.
4. Host Educational Workshops
Workshops are my favorite way to position myself as an expert. Whether it’s a first-time homebuyer seminar or a session on preparing for retirement, these events attract leads who see you as someone who genuinely wants to help.
Pro Tip: Partner with vendors like lenders or financial planners to expand your audience and share the workload. Collaboration is a game-changer.
5. Network at Social Events
This one doesn’t even feel like work. I started saying yes to more social events—pottery classes, book clubs, even a kickball league—and found that natural conversations often led to real estate referrals.
The trick? Be yourself. Don’t show up with a stack of business cards and a sales pitch. Just be helpful, listen, and share what you do when it comes up naturally.
6. Build Vendor Relationships
Your vendors—mortgage lenders, inspectors, contractors—are a treasure trove of referrals. They work with buyers and sellers all the time, and if you stay top of mind with them, you’ll be the first agent they recommend.
Make it a point to meet for coffee, collaborate on workshops, or just check in regularly. Those relationships are priceless.
7. Send Mini CMA Packets
I’ve had great success with mini Comparative Market Analysis (CMA) packets. They’re simple, they’re personal, and they get results.
I send these to targeted homeowners in my farm or even expired listings I’d love to work with. A quick note like, “Hey, I thought you’d be interested in what your home’s worth in today’s market,” can spark a conversation.
8. Be the Mayor of Your Farm
When I started focusing on a specific neighborhood, I decided to really own it. I attended local events, volunteered, and even created content tailored to the community.
You don’t need an expensive postcard campaign to farm an area—you just need to show up, be helpful, and stay consistent.
Real Estate Is a Contact Sport
If I’ve learned one thing over the years, it’s that real estate is a contact sport. You can’t build a business without conversations.
I dive even deeper into these strategies in this week’s podcast episode, where I also talk about a fascinating concept called the “relationship pyramid” that helped me level up my client connections.
If you’ve ever felt overwhelmed or unsure of how to generate leads without breaking the bank, this episode is for you.
