How to Get Leads to Stick Like Glue

Using lead magnets, which offer potential clients something of value, will help your company attract more buyers and sellers. This infographic offers a few ideas.

July 27, 2017

There it was. I wanted to keep walking, but my eyes zeroed in on it like a bull’s eye: The Ghirardelli Ice Cream and Chocolate Shop. As I approached, I was drawn in by the pleasant query, “Miss, would you like some free samples?” The samples were, indeed, scrumptious, so I started to explore the store. Before long, I spent a Jackson and signed up for their e-newsletter. Twenty dollars in an ice cream and chocolate shop in less than 5 minutes—someone call Guinness.

That store realized a foundational rule of business that is vital in real estate, too: lead magnets. With a lead magnet, we attract would-be clients by offering a relevant item of value that entices them to give their contact information, welcome follow-up, and eventually become a client. Providing a distinctive, relevant item, tool, or information of value is more powerful than simply saying:

“I have been doing this a long time. I should be your real estate agent/broker.”
“I live in your neighborhood. I should be your real estate agent/broker.”
“I am your friend/relative. I should be your real estate agent/broker.”

Conversely, with an item of value, we move from “I’m so great; work with me” to “Here are some resources you will find useful, and I will happily share as our relationship continues and grows.” Do you see the difference?

If you’re a broker who’s ready to start attracting more would-be sellers or buyers to your business based on information of value, here are some ideas in my infographic below that will help build your lead magnet arsenal.




BtoB Logo
Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&As, and sales meeting tips for brokerage owners and managers. Get more Broker-to-Broker content here.



Lee Davenport

Dr. Lee Davenport is an Atlanta-based real estate coach and blogger who has been featured in REALTOR® Magazine and the Huffington Post, to name a few. She trains real estate agents and brokers across the country on how to work smarter with technology. Join Lee's free RE Tech Insider's Club at LearnWithLee.REALTOR for tips and tools to help your business thrive. Follow Lee on FacebookInstagramYouTube, Google+, and search the #LearnWithLee hashtag.