Real Estate Marketing, Episode 32: Build Your Pipeline and Generate New Business


Hey Everyone!  It’s Christine George, President of Marketing at Leading Edge Real Estate with offices in Boston, Cambridge and all throughout Greater Boston.  Welcome to Episode 32 of Real Estate Marketing!

It’s right about this time of year when I hear agents start to realize that they need to refill their pipelines and find new ways to generate business.  

85% of our business here at Leading Edge comes from repeat customers and referrals.  For many agents, it’s closer to 100%!  That’s nothing to sneeze at.  Real Estate is still a relationship business so nurturing the relationships within your tribe, will keep your pipeline filled AND will ensure you are attracting the people you want to do business with.  

Here are 4 practices you can put into play today to keep your pipelines full: 

  1. Engage on social media.  Actively engage with your past clients, friends and family.  Take note of milestones in their lives (babies, graduations, marriages, job changes) and take action with a like, comment or maybe even a personal note or gift.
  2. Send monthly eNewsletters.  Newsletters are NOT dead.  They’re a great way to stay top of mind with your tribe.  But make sure your newsletter is timely, consistent and provides valuable information.  You’ll also want to make sure it’s not too long and that you include video and images.  Making it personal too will make it memorable.

  3. Meet up for coffee, drinks or lunch with your top clients or the people most likely to refer you business (mortgage lenders, stagers etc.).

  4. Host micro events.  Hosting small events in your neighborhood, community or even in your home brings people together, builds relationships and creates new connections and opportunities for new business.  Think about a hobby or passion that you can create an event around and invite like-minded people? 

Last tip, make sure you’re adding these or other ideas into your business plan and blocking time in your schedule.  It will keep you accountable and make sure you’re keeping your pipeline full.

That’s it for me today.  As always, if you like our Real Estate Marketing vlog, we’d LOVE it if you’d like, comment and share it, check us out at or like us on Facebook, Twitter, Instagram or LinkedIn.  Thanks so much everyone, enjoy the rest of your day and we’ll see on the next episode of Real Estate Marketing.


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