Stop giving market lectures and establish yourself as a market expert with this simple strategy for lead generation and follow-up from Josh Ries.
If you’ve spent more than five minutes in the real estate industry, you’ve probably heard the question, “How’s the market doing?”
Most agents will answer the same way. Half memorize a quick opinion, some stats, then move on. The moment passes and nothing happens.
Since that question is softball, that would be a missed opportunity. They are not challenging you. They are inviting you to be helpful.
The problem is, they usually ask questions at the worst possible times: at the grocery store, at a kid’s sporting event, in a casual chat in the hallway, in a place where no one wants a 10-minute market lecture.
So we stopped trying to answer on the spot. We built a system around it.
simple system
We shoot short market update videos every week. In about 30 seconds to a minute, you get local stats, what’s working, what’s not, and just one quick takeaway. Then post it as short-form content everywhere.
That video becomes a tool that someone uses when asking questions about the market in real life.
When someone asks, “How’s the market?” my response is short and simple. “Actually, I shoot a simple market report every week, but would you mind if I send you this week’s latest information?”
Most people say yes because they find it helpful and it’s not a sales pitch. Now you have a reason to get someone’s contact information without making things awkward.
Now do the easiest part. Get a direct link to your video from your social accounts and send it via text. Follow this message with a line like, “I just sent it. I’ll tell you more about what’s going on locally. If you have any questions, please email me.”
That’s it. No pressure. There is no forced termination. Just value it.
Why it is more effective than speaking on the spot
Most people who ask “How’s the market?” aren’t ready to buy or sell today. They are curious. They want context. They want to be informed. Trying to cram a full conversation into a short social time usually ends up looking like you’re trying to make a sales pitch.
The video does the opposite. You’ll look prepared, consistent, and professional without having to dominate the conversation in the grocery store aisle. You can also consume information on your own time, which is the only time people actually pay attention.
Hidden benefits that no one talks about
A direct link creates an online connection between you and them.
When a user clicks a link in the text, their social account opens, creating a bridge between real-world interactions and content. Even if they don’t follow you, there’s a good chance they’ll start seeing your posts more often because they interacted with your account.
This is important. Because you can nurture them without chasing them. If you keep posting, they keep seeing you and you stay top of mind in a natural way.
Also offers built-in follow-up
This is the part of a true lead generation system, not just a great interaction.
7-10 days after you submit your video, you’ll have a clear reason to contact us again. You can call or text and say, “Hey, I met you at the grocery store. I sent you a market update video. Have you had a chance to watch it? Do you have any questions?”
That following is not random, so it’s not strange. It has to do with the question they asked you in the first place. You are not begging for their errand. You’re continuing the conversation they started.
It’s the long term that costs money.
In most cases, these people are not your direct customers. That’s fine. The goal is to bring them into the ecosystem in a way that feels organic.
Over time, we’ve seen this lead to two types of wins.
The first one is introduction. People we’ve never worked with send us business because we see consistency and assume they’re capable. They tell their friends, “I saw his market updates and he knows what he’s talking about, so give him a call.”
The second is the delay in direct transactions. A few weeks or months later, someone will contact you again and say, “We met at the grocery store, you sent me that video, and I started looking at your work. And now I’m thinking about actually taking action.”
That’s the real point. Earn their trust little by little and earn the right to become an agent when the timing becomes reality.
One question, one video, one simple pipeline
Most agents deal with the question “How is the market?” Like small talk. That’s why nothing ever changes.
Treat it like an invitation to provide value and it becomes a source of leads that come back week after week. Weekly videos give you something useful to send, links create ongoing visibility, and follow-ups have a built-in natural reason.
All are from the frequently asked questions already.
Josh Ries is a real estate agent and lead generation consultant. You can connect with him on TikTok and Instagram.
