Strategies In Lead Generation: Building Connections and Community Engagement

by EV Atlanta

When Kristen Skebe moved from Cleveland, Ohio, to Georgia in 2015, she knew only her husband. “I didn’t have any friends yet and no family here. So, lead generation had to be almost constant for me,” said Skebe, Managing Broker of Engel & Völkers Atlanta in Sandy Springs.” at the grocery store, I [promoted my business] to the butcher and checkout people. I’d thank them for their service and hand them my card.”

Kristen carried her business cards everywhere, even when going out at night. Her strategy of simply striking up conversations at dinner, sitting at the bar or having a drink, had a positive impact on her business growth.

“It’s amazing how many people know someone who’s looking to buy a home or sell theirs,” she said. “If you meet one person and they know 10 people, the odds are someone will make that call to you if they have your information.” Most people found their REALTORS® through someone they knew, according to the National Association of REALTORS® 2023 Profile of Home Buyers and Sellers. Sixty-five percent of sellers and 43 percent of buyers found their agent through a referral from a friend, neighbor or relative.

Kristen, along with two other successful real estate leaders, share their philosophies on finding customers without overspending. Here are their strategies for gaining attention for your business and cultivating satisfied clients who refer others:

Advertise Where Everyone Goes:

Angela Sorapuru-Lopez recognized grocery shopping as a universal activity and purchased highly visible ads on all 400 carts at a local Super Kroger. “You stay visible and relevant,” said Angela, affiliated with RE/MAX True Advantage in Augusta. Some shoppers even take photos with the carts, boosting her exposure on social media.

Create Informational Videos:

“I started doing videos back in 2015 and still make them today,” said Cody Chembers, owner of Anchor Real Estate Advisors in Dawsonville. Through platforms like Facebook, Instagram, and TikTok, he connects with various age groups. “I’ve generated a lot of business from Facebook since 2005,” he said. Cody believes that consistently sharing valuable information builds trust and expands one’s reach.