Lead generation is a staple in the real estate industry. No matter how powerful your listing presentation sounds or how good a negotiator you are, you can’t build a thriving business without a steady flow of new opportunities into your business.
7 lead generation strategies for 2026
Here are seven practical, affordable, and proven lead generation strategies you can use in 2026. Some cost nothing. Some things cost time instead of money. Some require an investment of both time and money, but they all bring you closer to a sustainable, compound business.
1. Buy lunch instead of leads.
Many agents think they have a lead problem when in reality the problem is a relationship problem. They chase strangers while ignoring the people they already know, like, and trust.
A few years ago, Heidi Harris, an agent and team leader in Raleigh, North Carolina, told me that she had stopped paying for attention from people who had no connection to her. Instead, she began investing her time in deepening relationships with the people already in her world.
Her strategy was simple. Lunch or coffee meetings 2-3 times a week. It wasn’t the food that mattered. The point was relationships. She attended such catch-up meetings with one purpose, purely to find out what was going on in that person’s life.
Eventually, the conversation naturally took a business direction. When asked about her business, she simply said: “It’s going very well. If you hear of anyone looking to buy or sell, please keep us in mind.”
This approach allows you to stay top of mind without feeling pressured. It builds trust, energizes reciprocity, and naturally generates referrals. If you want to be the most profitable activity possible in 2026, intentionally spend time with past clients and people in your sphere of influence.
2. Use social media to ask for a show of hands
Most agents treat social media like a billboard. Winning agents in 2026 understand that this also works as a lead generation tool. The important thing is to post with a clear reason why someone will raise their hand.
One example that works really well is posting off-market opportunities. “Some of the best deals never make it to the open market. If you want to be on my early bird list and be the first to hear about off-market opportunities, comment below or DM me.”
Be sure to include the DM option. Many people don’t want to publicly show that they’re considering a purchase.
Another strong post is based on price reductions. “There were 78 price reductions on our market this week. If you would like a listing to see homes currently for sale with potentially the most motivated sellers, please comment ‘listing’ or DM me. ”
People asking for that list are serious. These posts cost nothing, and there are always buyers and investors who are actively looking at them.
3. Use buyer letters to reveal your listing information
If you have a motivated buyer, don’t wait for the MLS. Use Leverage Points to serve your buyers at the highest level and discover listing opportunities at the same time.
This strategy is called the “magic letter” by Jimmy Mackin, co-founder of Listingleads.com. This strategy involves sending targeted letters to homes that match what buyers are looking for.
Below is an example of a letter provided by Mackin.
The message is simple. You acknowledge that the homeowner may not be looking to sell, explain that there are serious buyers looking specifically for the area, and invite a conversation by outlining some flexible terms.
Adding the addendum of offering a custom home value report often attracts homeowners who aren’t ready now, but may be soon. This approach does two things. This will help buyers feel valued and open the door to current and future listings.
4. Post a buyer request “I need some help”
This is one of the easiest posts to generate referrals. Start with “I need some help.” Feel the human touch and stop scrolling.
Then be specific. Share the buyer’s price range, desired area, schedule, and flexibility.
Finally, end by asking, “If you or someone you know is looking to sell in the next six months, this could be a win-win opportunity for the buyer and you (or someone you know who is looking to sell), as buyers have said they are willing to pay a premium in the right places.”
If you’re interested, ask for a comment or DM, and if you know someone, ask for an introduction. You’re not looking for business. We invite the community to help us solve the problem. When people help you create a match, they remember you.
5. Add lead sources with no upfront fees
There are also lead sources that don’t require upfront payment. You will be required to pay the introduction fee at the time of contract conclusion. These should never be your business’s primary source of leads, but they can be a useful supplement. Programs like Veterans United Realty, Agent Pronto, Rocket Homes Partner Network, and in some markets Redfin’s partner programs all operate under this model.
Each has different requirements and markets, but the benefits are clear. Reduce risk, preserve cash flow, and pay only when payments are due. If it fits your market and experience level, you can quietly add volume without straining your budget.
6. Send this week’s sale email
If you are not communicating with your database regularly, this is one of the simplest and most effective methods. This is a strategy first introduced by Sharran Srivatsaa and is now widely taught by most real estate coaches because it is so effective in creating sales opportunities.
The strategy is simple. Every week, we’ll send you one email featuring one property we think is the best investment opportunity on the market. Use the same subject line every week, such as “This week’s deals in (your city).”
Keep the format simple, short, and to the point. A short intro explaining why it stood out, bullet points with highlights, and a clear call to action. Please do not include your address or photo. Create curiosity.
It ends with “Reply to this email and I will send you more details.”
When someone requests more information, they raise their hand to let you know they are considering a purchase in the near future. Consistency is key here. If you do this consistently, you will get results even on small databases.
7. Use social media surveys to reveal intent
Stories and polls are one of the most overlooked lead generation tools available. Ask simple yes or no questions like, “Would you consider buying or selling in 2026 if interest rates were to drop below 6% again?” or “Are you considering relocating in 2026?”
Instagram will show you who answers your survey questions. If you answered yes to the above questions, you are indicating that you are a hot prospect. Follow them casually and start a conversation. This costs nothing and continually generates motivated leads.
Take-out
If you want 2026 to be your best year ever, you need to generate and convert more leads than ever before.
You don’t have to implement all seven strategies. Pick two or three things you can work on and do them for 90 days to build momentum. Momentum doesn’t appear overnight. It shows up when doing the right thing for too long results in worse results.
Jimmy Burgess is Chief Coaching Officer of HomeServices of America and President of Berkshire Hathaway HomeServices. Connect with him on Instagram and LinkedIn.
