If I had to generate 100 new real estate leads in the next 90 days, I wouldn’t start by buying leads or spending thousands of dollars on advertising. Instead, I’d identify where opportunities already exist and build a plan to consistently put myself in front of them.
The opportunities are there. The question is whether you’re putting yourself in a position to find them. Here are the seven strategies I’d focus on and the weekly activities I’d use to make it happen.
7 real estate prospecting ideas to generate 100 leads in 90 days
1. Find agents who are leaving the business
The first thing I’d do is identify agents who are getting out of real estate. The market has been challenging over the past few years, and some agents are deciding that it’s time to move on. But just because they’re leaving the business doesn’t mean the relationships they’ve built are going away.
Maybe they’ve got three to five buyers or sellers they’ve been working with. Maybe they’ve got past clients who will eventually need help. Maybe they simply don’t have the time or desire to continue servicing those relationships. That’s where an opportunity exists to help both the agent and their clients.
I’d reach out to those agents and say something like:
“Hey, I understand you’re making a transition out of real estate. I know you’ve worked hard to build relationships, and I’m sure you want those people to be taken care of. If you have anyone who may be buying or selling over the next 12 months, I’d love the opportunity to help them. I’d be glad to discuss a 30 percent referral fee, and I’ll ensure they’re treated with the same care you would provide.”
I’d also offer to keep them updated throughout the process if that’s something they want. The goal is to make the transition as easy as possible while making sure their clients receive excellent service.
Of course, any referral arrangement needs to comply with state licensing laws, brokerage policies and applicable regulations. But where permitted, this can create an opportunity for an agent leaving the business to receive compensation for relationships they’ve already built while allowing you to receive a warm introduction.
Instead of spending money trying to generate a relationship with a stranger, you’re being introduced to someone who already has a relationship with an agent they trust. That’s a win-win-win situation for the prospect, the agent leaving the business and you as well.
2. Help busy agents with the opportunities they can’t service
The next thing I’d do is identify the busiest agents in my office or market. These are the agents who are consistently closing transactions, generating leads and building their businesses. Just because your business may be slower doesn’t mean everyone else’s is. There are agents having their best year ever, and some of them simply can’t get to every opportunity.
Maybe a buyer is looking in an area outside their normal market. Maybe someone is purchasing at a price point they don’t typically service. Maybe they’re leaving town for vacation and have a buyer who needs to see homes immediately.
Instead of simply asking these agents to send me referrals, I’d look for a way to earn the opportunity. I’d study their business, look at their social media and identify something I could help them with. Maybe they’re great at generating leads but struggle with follow-up. Maybe their social media could use some additional attention. Maybe they could use help organizing an open house or getting marketing materials prepared. I’d offer to help with something before ever asking for anything in return.
Then, once I’ve demonstrated that I’m dependable, I’d say something like:
“Hey, I appreciate the opportunity to help you. If you ever have a buyer who’s outside your typical market, someone you don’t have time to service or an opportunity you simply can’t get to, I’d love the chance to earn your trust and take great care of them.”
The key is to lead with value. Don’t simply ask successful agents for their business. Find a way to make their business better, and the opportunities to work together can naturally follow.
3. Create content that generates conversations, not just views
The third thing I’d do is become intentional about creating social media and YouTube content designed to generate leads. I’m not talking about posting content simply to get likes or views. I’m talking about creating content that answers the questions buyers and sellers are already asking and then giving those people a reason to reach out.
I’d build my content around what I call the four P’s: properties, people, places and processes. This is a process I originally heard about from Jason Pantana that I’ve added to and put my own spin on.
Properties
Properties would be the first place I’d start. I’d create video walkthroughs of listings, highlight interesting homes, showcase new construction and identify properties that represent opportunities in my local market. If I didn’t have listings of my own, I’d ask other agents for permission to feature theirs and give them credit.
I’d keep these videos conversational. Instead of walking through a house and simply saying, “Here’s the kitchen, here’s the living room, and here’s the primary bedroom,” I’d explain what makes the home interesting, how someone might use the space, and why I think it stands out in the current market.
At the end of the video, I’d say something like:
“If you’d like the full photos, price and details on this home, just comment ‘details’ below or send me a DM, and I’ll get that information over to you.”
Now I’ve created an opportunity for someone who’s interested in a property to identify themselves.
People
People would be the next category. I’d share stories about my experiences helping buyers and sellers, highlight builders, interview local business owners and introduce people who make my community special. This gives potential clients an opportunity to learn more about me while also positioning me as a resource for the area.
Places
Places would include neighborhood tours, community comparisons, local restaurants, amenities and lifestyle content. I’d answer questions like, “What does $500,000 buy in this neighborhood compared to that neighborhood?” or “What are the biggest differences between these two communities?”
People aren’t simply buying a house. They’re buying a lifestyle, and this type of content helps them understand what living in a particular area might look like.
Processes
The processes content would focus on the questions people ask as they get closer to buying or selling. How much money do they need for a down payment? What does it take to qualify for a mortgage? What should they do before listing their home? What happens during inspections?
This is where I’d create downloadable guides and reports that provide additional value.
For instance, I might create a video answering the five biggest questions first-time buyers have about qualifying for a mortgage. At the end, I’d offer a more detailed guide and invite viewers to comment “mortgage” or send me a message if they’d like a copy.
I’d use AI to help organize and draft these reports, then verify the information and personalize it for my market.
The goal isn’t simply to create content that gets recommended by people, search engines or AI. It’s to create content that attracts the right people and gives them an easy way to start a conversation with me.
4. Reconnect with expired listings and FSBOs
Next, I’d focus on homeowners who have already demonstrated an interest in selling their property. This is where I’d go a little old school. Expired listings and for-sale-by-owner properties can provide opportunities because these homeowners have already raised their hands and indicated they want to sell.
But I wouldn’t approach them with the same sales pitch they’re probably hearing from everybody else. I’d lead with value. One of my favorite opportunities is expired listings from six to 18 months ago. These homeowners may have received dozens of calls when their listing first expired, but many agents have moved on by now.
I’d research the property to make sure it hasn’t sold or been relisted, then reach out with a simple conversation.
“Hey, this is [your name] with [your company]. I noticed you had your home for sale a while back, and I just wanted to check in to see if your plans have changed or if you might still consider selling if the right buyer came along.”
Then I’d listen.
If they’re still open to selling, I’d ask about their ideal timing and offer something useful.
“I put together regular video market updates for homeowners that show exactly what’s happening with homes similar to theirs. I’d be glad to send those over to you so you can keep up with the market. No pressure at all. I just want you to have the information whenever the timing is right.”
Imagine adding three homeowners with previously expired listings to this type of follow-up each week. Over 90 days, that’s nearly 40 additional homeowners you’re providing consistent value to. Not all of them will sell, and not all of them will choose you. But you’re building relationships with people who have already demonstrated an interest in selling, and you’re earning the opportunity to be considered when they’re ready.
That’s a much different approach than simply calling and asking if they’re ready to list their house.
5. Build an agent-to-agent referral network
The fifth thing I’d do is identify the markets where buyers are moving from into my area. Every market has feeder markets. These are the cities or areas where a meaningful number of incoming buyers are relocating from.
I’d identify top-producing agents in those markets and begin developing relationships with them. One of the simplest ways I’d do this is with handwritten notes. I’d say something like,
“I noticed you’re a top agent in [their market], and we have a number of buyers relocating to [your market] from [their market]. I’d love the opportunity to earn the right to become a resource for you and your clients who are moving to [your city].
“I take great pride in treating every client like family, and I’d be glad to discuss a 30 percent referral fee for anyone you introduce me to. You can check me out at [website, social media or wherever you decide], and I can be reached at [your number] if you have any questions.
“I look forward to hearing from you soon.”
I’d send five of those handwritten notes every day. Over a 90-day period, even if you’re only doing this five days a week, that’s more than 300 opportunities to introduce yourself to agents in other markets. Not everyone will respond. Not everyone will have a referral immediately. But the relationships you build can continue generating opportunities long after the initial 90 days.
The key is consistency and following up with genuine relationship-building rather than treating it as a one-time solicitation.
6. Become the connector in your community
The sixth strategy I’d focus on is becoming known as the person who connects people. I’d build a list of trusted local service providers. I’d identify business owners who could benefit from meeting each other. I’d look for opportunities to introduce people, recommend businesses and help others grow.
Maybe a past client needs a handyman. I’d make the introduction. Maybe a local business owner needs a photographer. I’d connect them with someone I know. Maybe two people in my sphere could benefit from knowing each other. I’d bring them together.
I’d also become intentional about leaving thoughtful Google reviews for businesses I genuinely have experience with. If I visit a coffee shop and have a great experience, I’d mention the employee who helped me, the service I received and what made the experience memorable. I’d highlight local businesses on social media and look for opportunities to recognize people in my community.
The important thing is that I’m not doing these things with the expectation of getting something back immediately. I’m doing them because I want to be a resource and someone who consistently adds value. But I’ve found that when you become known as the person who opens doors for other people, opportunities often begin opening for you.
The more people you help, the more relationships you build. And the more relationships you build, the more opportunities you have to be introduced to future buyers and sellers.
7. Host as many open houses as possible
Last but not least, I’d host open houses every chance I got. If I had to generate 100 leads in 90 days, I’d want to spend as much time as possible where people who are interested in real estate are already gathering. Open houses provide that opportunity.
If I didn’t have listings of my own, I’d reach out to listing agents and offer to host theirs. But I wouldn’t simply ask them for the opportunity. I’d explain how I could make their job easier. I’d say something like:
“I’d love the opportunity to host an open house for one of your listings. I’ll take care of promoting it, and afterward I’ll send you a detailed report with the number of visitors, their feedback and the questions they asked. I’ll format it so you can easily share it with your seller.”
Now I’m not simply asking for a favor. I’m providing a service.
I’d also use the open house as an opportunity to meet homeowners in the surrounding neighborhood. A few days before the event, I’d walk the neighborhood, introduce myself and let them know about the upcoming open house. That gives me an easy reason to start a conversation.
And if the conversation develops naturally, I might say something like:
“I’d be the worst real estate agent in the world if I didn’t at least ask, is there a price where you guys might consider selling your home?”
Now the open house is doing more than generating potential buyer leads. It’s helping me build relationships with homeowners who could become future sellers.
I still believe open houses are one of the most effective ways for agents to have multiple real estate-related conversations in a relatively short period of time.
The 90-day activity plan I’d follow
Once I’ve identified these seven strategies, I’d build a weekly activity plan and track my progress. I’d host at least two open houses every week, and if I had the opportunity, I’d increase that to three or four. These don’t have to be all-day events. A couple of hours spent meeting potential buyers and neighborhood homeowners can create meaningful opportunities.
I’d publish at least one piece of content every day built around properties, people, places or processes. I’d make at least one introduction every day that helps someone in my community, and I’d leave one thoughtful Google review for a local business I’ve personally experienced.
I’d also consistently reach out to agents in feeder markets, follow up with homeowners whose listings previously expired and identify agents who may have opportunities they need help servicing. Most importantly, I’d track the results.
- How many new leads did I generate this week?
- Which activities generated them?
- How many conversations turned into appointments?
- How many opportunities moved forward?
One hundred leads in 90 days means averaging a little more than one new lead per day or roughly eight per week. I’d define a lead as an identifiable buyer, seller or referral opportunity with a reasonable path to follow-up, rather than simply counting views, likes or casual conversations.
The activities I’d track are the ones I can control. The results will tell me where I need to make adjustments.
The bottom line
You can’t control when someone decides to buy or sell. You can’t control the market or when a referral will come your way. But you can control how many conversations you have, how much value you provide and how consistently you put yourself in a position to meet people who need your help.
Ninety days are going to pass whether you have a plan or not. The question is whether you’ll look back and wonder where your next lead is coming from or look ahead with a pipeline of new relationships and opportunities you’ve intentionally created. That’s the difference a plan and 90 days of consistent execution can make.
