How to Generate Leads If You Do NOT Have a Database

Real Estate Broker/Owner with Cam Realty and Property Management

How to Generate Leads If You Do NOT Have a Database

I was inspired to write this post by a question I read under Q&A section of ActiveRain. It’s a great question, one many agents have but won’t ask and if they do, they won’t get many answers from other agents. However, ActiveRain is different! We are here to lift each other up, we are here to help, share, educate.

Let’s assume you are an agent with no database, no current listings, no buyers, no sphere. How can you generate leads if you do not have a database? It takes work.

-First, have a goal and a timeline. For example, two listings within the next 30 days.
-Then, map out how you will get there. See, setting a goal isn’t enough, you have to have a plan to get you from “0” to two listings. Whether you use a plain notebook, digital daily planner, whatever you wish to use. Break it down into time slots. Treat your job as if you are working for someone else and required to work for eight hours a day.
-Get busy. OK, it’s easier said than done, right? How do you connect with people if you don’t have a database? How do you find sellers? Here are some ideas;
*Run a targeted Facebook ad for the next two weeks
*Drive around a neighborhood you would like to have listings in, pick out five/ten homes with great yards and send them a handwritten note acknowledging their exceptional yards. If you are able to, include a $5.00 gift card to Starbucks
*Sponsor a local event. You can partner with a lender, pet adoption agency, school, little league, whatever your interest is.
*Join local Facebook groups and start engaging in conversations.
*Promote local businesses on your Facebook page
*Go through your MLS and pick out old expired listings and start mailing them. Do NOT ask to list their home. Come from a place of contribution. Let them know how the market is doing, tips on selling a home etc Do NOT..Do NOT..Do NOT mention you are connecting with them based on their previous Expired listing and how you can do a better job than the last agent they hired. Instead, build a relationship. Mail a short handwritten letter, two weeks later, a newsletter, three weeks later a postcard, keep mailing until they call you.
*Even if you are not working with any buyers, start previewing homes, at least two a day and visit new construction homes. Why would you do that? You will know the inventory, you might just run into someone looking to buy or sell. Carry your business cards.
*If you don’t have an ActiveRain Rainmaker account yet, it’s time to fix that and start blogging and commenting on a regular basis. If you have a Rainmaker account, the consumer can read them, not just ActiveRain members. Remember, our business is mostly about building relationships and to do that, you have to start communicating. So, start commenting.
Visit ActiveRain University, you will learn more than you might be aware of.

***Start each day with positive affirmations and believe them. Even if your mind says no, keep repeating them. Write them down, read them throughout the day, morning, night, noon.
-I will have three listings by the end of December 2017
-There is someone out there looking to sell a home today and they need my help.
-I find home buyers and sellers everywhere I go
-I am beautiful, I am loved, I help those who are in need
-I will meet someone today I will be able to help in some way
-I love my life
-I am blessed

After you’ve done all of the above, re-evaluate, tweak if need be, then, repeat...over and over..and over..

It is impossible for you not to have any business if you work your plan consistently for the next six to seven months.



Re-Blogged 4 times:

Re-Blogged By Re-Blogged At
  1. Anna Hatridge 08/30/2017 06:01 PM
  2. Miriam Malave 09/03/2017 05:00 PM
  3. Tony and Suzanne Marriott, Associate Brokers 08/31/2017 06:20 AM
  4. Ginger Harper 09/01/2017 12:04 PM
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Susan McCall, Everyone needs a home
Compass Realty Solutions, Portland, OR & Vancouver, WA - Portland, OR
Quickly, professionally and with a little fun!

That was monumental.  It must have taken a dedicated amount of time, and it was done exceedingly well.  Thanks for all you do, it really does make an impact.

Aug 31, 2017 09:57 AM #66
Ken Tracy
Keller Williams Realty Infinity - Naperville, IL
Helping clients buy and sell since 2005

Hi Beth!  Really enjoyed your post.  Like the tone, the content, heck, even the font!

Nice job and thanks for writing!


Aug 31, 2017 10:02 AM #67
Tim Bolen
Kelly Right Real Estate - Portland, OR

Excellent information Beth!  I just forwarded your blog to a new agent in my office, and will be incorporating your insights in my own business. Thanks!

Aug 31, 2017 10:42 AM #68
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

Much of the advice you share here can be utilized and put to action in any real estate-related profession, Beth Atalay ... it's so important to build a database .. and then work it ... thank you!


Aug 31, 2017 11:41 AM #69
Kyle Souza
RE Market Solutions - Carlsbad, CA

Great post!

Aug 31, 2017 12:43 PM #70
Les & Sarah Oswald
Realty One Group - Eastvale, CA
Broker, Realtor and Investor

Great post and road map for those who are trying to reach their goal. I love and intend to use your affirmations for myself.

Aug 31, 2017 01:32 PM #71
Dolores "Dee" Mauriello
Weichert Realtors - Wayne, NJ
Realtor, Homes For Sale Wayne NJ

This is terrific advice, small steps that will lead to great success.

Aug 31, 2017 07:00 PM #72
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

Wonderful advice for agents with no database, Beth!

I love how you suggest goal-setting - I've never understood how any business owner doesn't have goals that the LIVE by! Smart girl, you are!

Happy Friday, Beth!

Sep 01, 2017 06:24 AM #73
Fulton Gaylord
Keller Williams Realty - Charlottesville, VA
1st-Time Home Buyer Realtor - Charlottesville, VA


This post was just what the Doctor ordered. Thank you.

I am trying to coordinate a re-boot of my long dormant Real Estate career. Difficult as the rigors of my "Real Job" require so much of me and my time. I had to get a real job after two back surgeries basically stopped my production. I like aspects of the job-health insurance, IRA, just enough travel...but, at the end of the day, I feel I'm not really contributing to the social good, nor am I being abundantly compensated.

So, I've been wondering what would be the best areas to target and apportion my time? I have no sphere, I've got out-dated web-sites, and blogs. I kinda figured I was going to throw some money at some of the main on-line 3rd party aggregators and see what developed. I currently have one listing--(I've always been more of a Buyer's Agent).

Your post gave me a boost! I really like all your creative ideas, and I think I'm going to institute some, or all, of them!

Sep 01, 2017 08:14 AM #74
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
your real estate writer

Hi Beth,

I love your post, it's up-beat tone, and your reference to the Law of Attraction. We really do attract what we think about most.

After being an agent and then a broker for 19 years, I've seen many agents come and go without becoming successful, and I think you hit on one of the primary reasons why when you said "Treat your job as if you are working for someone else and required to work for eight hours a day."


Sep 01, 2017 09:17 AM #75
Wayne L. Brown
Franklin Advantage Inc. - Alpine, CA


Excellent ideas for new agents.

Thanks for the informative post.

Sep 01, 2017 09:22 AM #76
Elder Reyes

Awesome information!!!! :-)

Sep 01, 2017 11:47 AM #77
Terrie Leighton
Ferrari-Lund Real Estate - Reno, NV
Reno Real Estate Agent ~ Selling Homes in Reno

Thank you Beth! A little friday inspiration to help agents set goals for the last 4 months of the year. I think I may have to set a few goals for the last quarter of the year. Have a great holiday weekend.

Sep 01, 2017 12:35 PM #78
Karen Crowson
Coldwell Banker Residential Brokerage - Rancho Bernardo, CA
Your Agent for Change

Words to live by. Rather, words to work by!

Sep 01, 2017 05:03 PM #79
Dave Halpern
Keller Williams Realty Louisville East (502) 664-7827 - Louisville, KY
Louisville Short Sale Expert

Great post! Goals, strategy to achieve the goals, specific plans to execute the strategy.

Sep 01, 2017 06:50 PM #80
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

Wonderfully, positively written, with beautiful affirmations regardless of where someone's business is.    Thanks Beth Atalay!

Sep 05, 2017 07:36 AM #81
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Lotsa likes on this one.  GREAT POST!  Your ideas are creative and will work.  Love your idea of sending notes to expired listings about the market, not about their expired listing.  Soft selling can work!  Good job!

Sep 10, 2017 07:59 PM #82
Fauziya Rakhmatullina
Keller Williams Classic Realty II - Orlando, FL
Real Estate Agent Serving Orlando,FL

Thank you Bath! That' exactly what i need!

Sep 21, 2017 03:33 PM #83
Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC - Bowie, MD
I don't make promises.I deliver results.SOLD HOMES

Beth I would really love to see the expired listing letters that you are using. PLEASE SHARE if you can. Thank you very much.

Oct 16, 2017 06:09 PM #84
Ricardo Mello
Manhattan Miami Real Estate - Manhattan, NY
Manhattan & Miami Real Estate Broker

Start with your inner circle, facebook... My first sale came by visiting my past job. There I met someone working as a cashier who's mother was looking for an apartment in Manhattan. I ended selling to her and she also refered me to other friend that also bought....;) Doesn't matter if your circle is small, they key is to start!

May 09, 2018 01:28 PM #85
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Beth Atalay

Cam Realty of Clermont FL
Sell or Buy Homes in Clermont FL
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