If I had to generate six buyer opportunities over the next 120 days, starting without a database, an existing pipeline or a bunch of leads coming in, what would I do?
I’d focus almost exclusively on activities that put me in conversations with prospective buyers, people who can refer buyers, and agents who already have more buyer opportunities than they can handle.
The market is shifting in many areas, and buyers have more options and negotiating power than they’ve had in years. This is an incredible time to build a buyer-focused business. Here’s the plan I’d follow.
If I needed 6 buyers in the next 120 days, here’s exactly what I’d do
1. Stop buying leads and start buying lunch
The first place I’d start is with the people who already know, like and trust me. Even if you’re a brand-new agent without a database, you know people. You have friends, family members, former coworkers, neighbors, parents you know through your kids or people you’ve met through hobbies and organizations.
Heidi Harris, an agent in Raleigh, North Carolina, used a strategy years ago that I’ve always loved. Instead of buying leads, she started buying lunch. She intentionally scheduled lunches and coffees with people she knew, not to pitch them, but to deepen those relationships.
That’s exactly what I’d do. I’d call someone and simply say, “It’s been a while. I’d love to catch up. Can I buy you lunch or coffee?” Then I’d make the conversation about them. How’s their family? What’s happening in their business? Is there something they’re involved with that I could support? Could I leave a review for their business or introduce them to someone who might be helpful?
Something interesting happens when you start by asking people how you can help them. They almost always eventually ask, “What can I do for you?” That’s when I’d simply say, “If you hear about anyone considering buying or selling a home, the biggest thing you could do for me is send a quick group text introducing the two of us. Just know I’ll treat anyone you send my way like family.”
Stop buying leads. Start buying lunch.
2. Build an agent-to-agent referral network
I’d borrow another strategy from Heidi Harris and send five handwritten notes every day to top-producing agents in my largest feeder markets. I’d introduce myself, tell them exactly where I work, and let them know I love paying referral fees for buyers moving to my area. I might even offer an above-average referral fee to get their attention. Most importantly, I’d make them a promise: anyone they refer to me will be treated like family.
Five handwritten notes a day doesn’t sound like much. But five a day, five days a week, for four months is roughly 400 personal introductions to agents who have the potential to send you business. Some may create opportunities immediately. Others may produce referrals years from now. Either way, you’re building a referral network that has the potential to compound over your entire career.
3. Host as many open houses as possible
If I needed buyers, I’d go where the buyers already are. That means I’d host as many open houses as possible. If I didn’t have listings, I’d identify agents in my office who do and offer to host their open houses. But I wouldn’t simply ask them to let me host the open house. I’d explain how I was going to make their life easier.
I’d learn everything I could about the property before the open house. I’d professionally represent them and their seller. After the open house, I’d send the listing agent a detailed recap of attendance, feedback and potential opportunities written in a format they could easily forward to their seller.
Now everybody wins. The listing agent gets better service. The seller gets better communication. And I put myself face-to-face with people actively looking at homes. Open houses aren’t just about selling the house you’re sitting in. They’re about being where the buyers are.
4. Find the busiest agents in your office and help them
Next, I’d identify the busiest individual agents in my office, especially top producers who don’t have a traditional team or dedicated buyer agents. Then I’d ask one question: “What can I do to help you?”
Maybe you’re good with video and can help create content for one of their listings. Maybe you can host their open houses. Maybe there’s something else consuming their time that you can take off their plate. Focus on giving value first and earning their trust.
Then I’d let them know I’d love the opportunity to help with buyers they can’t personally serve. Maybe it’s a lower price point than they’re focusing on. Maybe the buyer wants to look an hour away. Maybe they’re simply too busy to give that person the service they deserve.
And when they send me the first one, I’d say yes. Odds are, your first referral from a top producer won’t be the easiest client or the biggest transaction. Go do the work. If you show that agent you will treat their referral like family, they’ll be much more likely to send you the next one.
5. Become the relocation expert for your market
If I were building a buyer business today, I’d identify the largest feeder markets for my area and create content specifically for people considering a move. Every market has a specific city or area where a large group of people are moving from. Targeting the inbound buyers from these areas is a unique opportunity to generate hot buyers relocating to your area.
Start by answering the questions someone moving from those markets would naturally ask in videos on YouTube, social media posts and via blog posts. What’s the cost-of-living difference between (feeder market) and (your city)? What should someone know before relocating? Which neighborhoods should they consider? What does $500,000 buy versus $700,000? What are the differences between living in one neighborhood versus another?
I’d use AI and tools like AnswerThePublic to identify the questions people are asking, then answer them through YouTube videos, social media, LinkedIn articles and blog posts. The goal is to create a body of content that tells consumers, search engines, social media algorithms and AI platforms that you are a person who knows your market and knows how to help people move there.
6. Become the most helpful real estate pro in local online groups
I’d also find Facebook groups and online communities built around people moving to my area. But I wouldn’t jump on every post asking for an agent recommendation along with 50 other real estate agents. I’d look for questions I could answer.
Someone asks about neighborhoods? Help them. Someone asks about local amenities? Help them. Someone posts wanting to understand the differences between two communities? Give them a thoughtful answer. Don’t sell. Serve.
I’d also make sure my profile clearly identifies me as a local real estate professional. That way I don’t have to constantly remind people what I do. They’ll figure it out. And remember, you’re not only answering the person who asked the question. There may be hundreds of people quietly watching the conversation. Become the person they repeatedly see providing value.
7. Create a Deal of the Week
Every week, I’d identify one property I believe represents an exceptional buying opportunity and email it to my database. If I didn’t have a database, I’d start building one. One person is better than none.
I’d use the same recognizable subject line every week that is “(Your City) Deal of the Week.” For me, it might be “30A Deal of the Week” or “Destin Deal of the Week.” Then I’d create curiosity around the property. “The lowest-priced four-bedroom home I’ve seen in (a neighborhood) this year.” “The best investment opportunity I’ve seen in the last 14 months.”
I’d include a few bullet points about why I think it’s such a good opportunity, but I wouldn’t necessarily give them every detail. I’d end with a simple call to action: “Reply to this email, and I’ll send you the address, photos and all the details.”
Every time someone responds, they’re raising their hand and telling you they’re interested in buying opportunities. Do this consistently, and your database begins telling you who is moving closer to taking action.
8. Use AI as your daily real estate coach
I’d spend 20 minutes every morning having a conversation with AI about how I can generate buyer opportunities in my market. I’d give it context about my area, my goals and the types of buyers I want to attract.
Then I’d ask what questions first-time buyers are asking, what content I should create for second-home buyers or investors, what local topics I should cover and what activities I should focus on that day to generate conversations.
At the end of every session, I’d tell AI exactly what I plan to do that day. Then I’d come back the next morning and tell it what happened. What did I do? What were the results? What worked? What didn’t? Based on those results, what should I continue, stop, or adjust?
This is where AI becomes much more valuable than simply asking it to write another social media caption. Used correctly, it can become a daily brainstorming partner, accountability tool and coach that helps you continually refine your activities.
My daily and weekly buyer plan
Ultimately, strategies only matter when they become activities. If I had to generate six buyer opportunities in the next 120 days, my daily scoreboard would be simple:
- I’d have at least five buyer-related real estate conversations every day.
- I’d send five “I love paying referral fees” notes to agents in feeder markets.
- I’d send at least two specific properties to potential buyers or people who might know a buyer.
- I’d publish one buyer-focused video or carousel on social media.
- I’d have one breakfast, lunch or coffee with someone who could become a buyer or refer one.
- I’d complete my 20-minute strategy session with AI.
Then, each week, I would:
- Publish at least one long-form YouTube video answering a question buyers are asking
- Write one searchable blog post or LinkedIn article
- Host at least two open houses
None of those activities by themselves will transform your business. The consistency will.
The bottom line
We spend a lot of time worrying about where the next lead is going to come from. I’d rather focus on activities I can control.
I can control whether I have five conversations. I can control whether I host the open house. I can control whether I take someone to lunch. I can control whether I send the handwritten notes. I can control whether I create useful content. And I can control whether I do it again tomorrow.
If you execute this plan for the next 120 days, you’re not simply trying to find six buyers. You’re building something much more valuable: relationships, a referral network, a database, a reputation and momentum.
And once momentum starts working in your favor, six buyers will just be the beginning.
