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.
Quick Sales Scripts (REALTOR® Magazine Online)
Real Estate Business Letter Templates (National Association of REALTORS®)
7 Proven Real Estate Cold Calling Scripts for Fearless Lead Gen (The Close, Mar. 2, 2023)
10 Real Estate Cold Calling Scripts (+ Free Templates & Tips) (Fit Small Business, Nov. 14, 2022)
Agent Guide to Real Estate Farming (Zillow, Jan. 2, 2020)
Tips & Techniques
39 Underrated Real Estate Lead Generation Ideas (The Close, Aug. 23, 2022)
Provides ideas for online and offline lead generation and creative tactics from real estate professionals.
7 Real Estate Lead Generation Tactics (Motley Fool, Aug. 5, 2022)
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 expired listings. 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
As a REALTOR® member benefit, the following resources and more are available for loan through the NAR Library. Items will be mailed directly to you or made available for pickup at the REALTOR® Building in Chicago..
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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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.