As we hit the two-thirds mark of 2024, you might find yourself less than two-thirds of the way to your 2024 goal. It’s a common scenario, but the great news is that you still have time to get back on goal. But different lead sources have different timelines before a transaction. So what are two lead sources that can still create closings in 2024?

1. Open Houses

Say what you want, the fact is that open houses remain an effective lead source for Realtors, especially in light of the NAR settlement. While they do require a significant investment of time, their potential payoff in terms client acquisition is legitimate. Open houses are direct opportunities to connect with potential buyers in person (how often do we have that opportunity anymore?) who are serious enough about their home search to spend their free time looking at possible homes.

How to Make the Most of Open Houses:

Consistency is Key. As is the case with anything in business, to truly benefit from open houses, being consistent is critical. Most agents will host one open house, not pick up any new clients, and conclude that open houses are useless. I challenge you to schedule two open houses every weekend for a month! That frequency will ensure that you acquire at least one or two new clients in less than 30 days.
Promotion. Utilize social media, your personal website, and community boards to promote upcoming open houses. Effective marketing can significantly increase your visibility in the community, foot traffic into the open house, and ultimately, potential leads.

2. Plug  into Online Portals

While open houses cost nothing but are an investment in time, online portals save you time but cost money. Platforms like Zillow, Homelight, and Homes.com can funnel leads directly to you … but you’re going to pay for that time savings! These portals are especially useful for agents looking to maximize time efficiency.

Benefits of Using Portals:

Lead Generation: These platforms provide a steady stream of leads. However, you are going to have to play by their rules, and you also will need to follow up early and often with the leads as each one is very expensive!
Time Efficiency: Unlike open houses, which require your physical presence, portals can generate leads passively, allowing you to focus on other aspects of your business.

Buyer Beware! There are some downsides to using the portals. Zillow is the largest and best recognized. Before you sign up for leads, read my post on Zillow leads.

Bonus Tip: Join a Real Estate Sales Team

I said I’d give you two lead sources to catch up to your goals before the end of the year. Here’s a bonus third: if you’re looking to accelerate your sales – and ultimately your income – consider joining a real estate sales team. Teams often have access to more leads, provide robust training, and offer mentorship programs. This environment can offer:
Enhanced Learning Opportunities: Benefit from formal and informal training around lead conversion and growing your sales.
More Leads: This is often the primary reason agents join a team!
Supportive Culture: Being part of a team puts you in a culture of productivity that also offers a sense of community. This community is a welcome change from being on your own as an independent contractor trying to figure out everything and doing everything!

As always, if you have questions or need advice on executing these strategies, reach out :)

Peter Chabris
Lockbox
CEO, The Chabris Group, Cincinnati
Keller Williams Seven Hills Realty