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 (REALTOR® Magazine Online)
The Prospecting Toolkit (REALTOR® Magazine Online)
The Follow Up Toolkit (REALTOR® Magazine Online)
Real Estate Business Letter Templates (National Association of REALTORS®)
Agent Guide to Real Estate Farming (Zillow, Jan. 2, 2020)
Tips & Techniques
Top Real Estate Lead Generation Ideas of 2021 (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 (The Close, Apr. 21, 2021)
Advice from seasoned brokers, agents, and coaches.
7 Real Estate Lead Generation Tactics (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 (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 (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 (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 (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
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 (Kindle, eBook)
The 7 Biggest Mistakes When Making Sales Calls (Audiobook)
Advanced Selling Strategies (eBook)
The Complete Idiot's Guide to Cold Calling (eBook)
Get More Referrals Now—The Four Cornerstones That Turn Business Relationships Into Gold (eBook)
#LEADS to SALES tweet Book01 (eBook)
Perfect Phrases for Real Estate Agents & Brokers (eBook)
Persuasion—The Art of Getting What You Want (eBook)
The Power of Prospecting (Audiobook)
Power Sales Writing (eBook)
Books, Videos, Research Reports & More
The resources below are available for loan through the NAR Library & Archives.
Real Estate Prospecting: The Ultimate Resource Guide (West Conshohocken, PA: InfinityPublishing.com, 2008) HF 5438 K27
The ABC’s of Prospecting: An Advanced Sales and Productivity System (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 (New York: AMACOM, 2005) HF 5438 M61k
Magnetic Selling—Develop the Charm and Charisma That Attract Customers and Maximize Sales (New York, NY: American Management Association, 2006) HF 5438 B62
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