Developing new leads is crucial to expanding a successful real estate business. A wealth of information is available to you including several toolkits from REALTOR® Magazine Online, business letter templates and relevant articles from various websites, plus books and eBooks from NAR's library (located in the References tab).
Your best opportunity to convert a lead into a client is through face-to-face interaction. While your print and online advertising communicate your marketing message powerfully, you can make a better case personally for your skills and ability to represent prospects. Remember not to forego community events or other neighborhood involvement — where you can meet prospects in person. Those activities are vital components of a business plan that puts you in front of potential customers. Make sure you balance your advertising efforts with a range of approaches.
We've 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 a password.
Features From REALTOR® Magazine Online
Quick Sales Scripts (REALTOR® Magazine Online)
Quiz: Prospecting (REALTOR® Magazine, 2014)
The Prospecting Toolkit (REALTOR® Magazine Online)
The Follow Up Toolkit (REALTOR® Magazine Online)
Real Estate Business Letter Templates (National Association of REALTORS®)
What is Prospecting? (Shopify)
Sales Prospecting Basics: 3 Must-Have Checklists (Openview Labs, July 11, 2014)
Tips & Techniques
Creative Prospecting: Building Relationships (REALTOR® Magazine, Oct. 1, 2017)
Scientifically Develop the Habit of Lead Generation: Part 1 (National Association of REALTORS®, Nov. 19, 2014)
Scientifically Develop the Habit of Lead Generation: Part 2 (National Association of REALTORS®, Nov. 26, 2014)
Scientifically Develop the Habit of Lead Generation: Part 3 (National Association of REALTORS®, Dec. 4, 2014)
Scientifically Develop the Habit of Lead Generation: Part 4 (National Association of REALTORS®, Dec. 18, 2014)
eBooks & Other Resources
The following eBooks and digital audiobooks are available to NAR members:
The 7 Biggest Mistakes When Making Sales Calls (Audiobook)
Advanced Selling Strategies (eBook)
The Complete Idiot's Guide to Cold Calling (Kindle, eBook)
#LEADS to SALES tweet Book01 (Kindle, eBook)
Perfect Phrases for Real Estate Agents & Brokers (Kindle, eBook)
Persuasion—The Art of Getting What You Want (Kindle, eBook)
The Power of Prospecting (Audiobook)
Power Sales Writing (Kindle, eBook)
Books, Videos, Research Reports & More
The resources below are available for loan through Member Support. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Member Support at 800-874-6500 for assistance.
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
Dress Your Best ... (New York, NY: Three Rivers Press, 2005) GT 5524 K28
Have an idea for a real estate topic? Send us your suggestions.
The inclusion of links on this page does not imply endorsement by the National Association of REALTORS®. NAR makes no representations about whether the content of any external sites which may be linked in this page complies with state or federal laws or regulations or with applicable NAR policies. These links are provided for your convenience only and you rely on them at your own risk.