If your real estate license was on the line and you had to close a deal this month, what would you do? ICT Coach Bradley Baldwin shares five powerful real estate lead generation strategies that create appointments and closings fast — no gimmicks, just proven action.
If your real estate license was on the line and you had to sell a home this month, what would you do?
This thought experiment gets straight to the heart of real estate lead generation — what truly drives business when all the noise is stripped away. Because when your back’s against the wall, you stop overthinking, stop avoiding the phones, and start doing the work that actually creates closings.
As a coach with Icenhower Coaching & Training, I’ve helped thousands of agents simplify their approach to lead generation and get back to the basics that produce real results. So if I had to sell one home this month to save my license, here’s exactly what I’d do — step by step.
VIDEO: Real Estate Lead Generation: 5 Things I’d Do If My License Was on the Line
1. Call Every Lead You’ve Ever Talked To
The fastest way to generate business is by reaching out to the people you’ve already talked to.
Every agent has a “hidden database” — sticky notes, text messages, emails, and old leads buried in a CRM. Those names are your low-hanging fruit. They’ve already shown interest, and now they just need a nudge.
Start by sending a simple text or, even better, make a phone call:
“Hey! We spoke a few months ago about purchasing a home in [your area]. Are you still looking to buy or sell this year?”
If they say yes, great — set an appointment.
If they say no, ask:
“I totally understand. Out of curiosity, what’s changed since the last time we talked?”
This second question often reopens the conversation and uncovers new opportunities. Remember, real estate lead generation is all about starting more conversations.
2. Talk to Your Raving Fans
Your raving fans — those loyal clients and advocates who sing your praises — are one of the most overlooked sources of leads. These are past clients, friends, or business partners who refer you again and again because they trust you.
Pick up the phone and ask for their help. Be honest and authentic:
“Hey, I’m working hard to hit a big goal this month and could use your help. Do you know anyone thinking about buying or selling soon?”
Most will say, “Not right now, but I’ll keep you in mind.” That’s still a win — you’ve reconnected, reminded them of your business, and stayed top-of-mind for future referrals.
Pro tip: Make this part of your ongoing referral system. The best real estate lead generation strategies are built on consistent relationship maintenance, not one-time outreach.
-
Quick View
Agent Sales Accelerator
Dominate your week, dominate your market. Agent Sales Accelerator is the weekly power-up for real estate agents. Master lead generation, boost productivity, and unlock proven strategies for explosive growth. This isn’t just about knowledge, it’s about action and accountability. Get ready to transform your business – join us!
Thursdays at 11:30am EST via Zoom
3. Host (or Borrow) an Open House
If I didn’t have an active listing to hold open, I’d borrow one from another agent. Open houses are a goldmine for lead generation because they bring buyers and sellers directly to you.
Every person who walks through that door is either looking to buy, thinking about selling, or knows someone who is.
Here’s the key: Don’t just sit behind the table. Engage with everyone who walks in. Ask questions like:
“Are you just looking today, or are you actively searching for a home?”
“Do you currently work with an agent?”
“What made you decide to check out this neighborhood?”
These questions open up genuine conversations and let you identify prospects you can follow up with later.
Even if you don’t convert someone that day, you’ll add new names to your CRM — fueling future real estate lead generation.
4. Call FSBOs (For Sale By Owners)
Next, I’d target FSBOs — For Sale By Owner listings. These are homeowners actively trying to sell, which means they already have one foot in the market.
A simple drive around your neighborhood or a quick online search can help you find them. Reach out with this approach:
“Hey, I saw your home for sale and just wanted to see how things are going. Would you be open to a quick chat about what’s working and what challenges you’ve run into so far?”
They may not be ready to hire an agent right away, but when frustration sets in, they’ll remember the professional who offered help — not pressure.
ICT’s training programs cover proven FSBO conversion scripts and objection handlers to turn these opportunities into listings.
If you want fast business, FSBOs are one of the best lead generation strategies in real estate.
5. Follow Up with Expired Listings
Finally, I’d reach out to expired listings. These homeowners already raised their hands and said, “I want to sell” — they just didn’t succeed the first time.
Approach them with empathy and confidence:
“Hi, I noticed your home came off the market recently. I specialize in helping homeowners like you sell quickly after the first attempt didn’t work out. Would you be open to a quick conversation about what might make the difference this time?”
You don’t need to bash their previous agent — just position yourself as the solution. Provide insight, offer a fresh marketing plan, and show them that you have a proven system that gets homes sold.
Expired listings can be some of the most motivated clients you’ll ever meet.
-
Quick View
Agent Sales Accelerator
Dominate your week, dominate your market. Agent Sales Accelerator is the weekly power-up for real estate agents. Master lead generation, boost productivity, and unlock proven strategies for explosive growth. This isn’t just about knowledge, it’s about action and accountability. Get ready to transform your business – join us!
Thursdays at 11:30am EST via Zoom
-
Quick View
Open Houses
ICT Online CourseOpen Houses
Transform your open houses into powerful lead-generation events that fill your pipeline with qualified buyers and sellers.
Learn how to plan, promote, and host open houses that attract serious prospects
Discover follow-up systems to convert visitors into clients after the event
Get scripts and dialogues to engage guests and capture contact information
Build marketing materials and social media campaigns that maximize traffic
Implement systems for sign-in tracking, neighbor outreach, and post-event communication
Includes downloadable checklists, templates, and open house marketing tools
Attract More Visitors
Market your open houses like a pro with proven promotional strategies that drive foot traffic.
Convert Attendees to Clients
Use powerful scripts and follow-up systems to turn visitors into active buyers and sellers.
Leverage Every Opportunity
Generate leads from the neighborhood, online exposure, and your open house database.
Designed for all learning types
Video Training
In-depth video training walking you through each module of the course, explaining the strategies, tips, and best practices for using Canva for real estate agents.
Written Workbook
Detailed and downloadable written workbook that provides you with a bullet point outline, summarized text, action steps, key takeaways, as well as space for taking notes.
Instructor Materials
Teach this course at your organization with the help of our downloadable presentation notes, presentation files, and Instructor's Manual.
Course curriculum
Enrollment includes access to the following course materials for 6 months
Course Materials- Workbook: Optimizing Open Houses
- Video: Optimizing Open Houses
- Resource: Your Next-Level Contact Plan
- Script: Buyer MLS Listing Alert
- Script: Seller Lead Auto Email Drip
- Resource: Open House Prospecting Activities
- Script: Open House Neighbor Invitation
- Script: Open House Pre-Listing Appointment
- Script: Open House Circle Prospecting
- Script: Open House Guest List
- Script: Open House Guest List Editable
- Script: Follow-Up for Neighbors/Leads
- Resource: Open House Feedback Form (Printable)
- Resource: Positive Need Affirmation Sandwich (Fillable)
- Graphic: Open House Timeline
- Open House System Checklist (fillable)
- Open House System Checklist (editable)
About this course
- $149
- 20 lessons
- .5 hours of video content
Reviews
"I use ICT systems, the Icenhower Institute, and the coaching program to coach and train my team of over 30 agents. I use the ICT dashboard systems to keep my entire team accountable for their activities and set proper expectations."
Jake Rockwell
Over 500 Units Sold Annually
"I have coached with ICT for over five years. ICT has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income."
Dennis Adelpour
Luxury Agent - West Los Angeles
"When we started coaching with ICT we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends."
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
InstructorBrian Icenhower.
Are you ready to learn how to use one of the cornerstones of the real estate business to kick your prospecting process into high gear?
Out of all the people who come and go during an open house, the only ones who really matter are the ones who might end up making an offer, right?
Think again! An open house isn't just about selling one home — it's about so much more than that, including cementing yourself as a professional, making connections, and getting a foot in the door with potential new clients who may be buying or selling soon.
In this condensed course, you'll learn to tie customer service to lead generation, and you'll find out firsthand why everyone who walks through the door of an open house is a potential prospect. Don't miss out on great business opportunities when they're right at your doorstep! This course will teach you all the skills you need to start making the most of your open houses — what are you waiting for?
Turn every open house into a lead-generation machine.
Enroll in Open Houses (ICT) to learn the systems, scripts, and marketing strategies top agents use to host high-impact open houses that create real business opportunities. Build relationships, grow your database, and close more deals.
Add to Cart
Start mastering the open house system today.Talk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
See all courses
The Common Thread: Action Beats Perfection
If you notice a theme here, it’s this — real estate lead generation isn’t complicated. It’s about activity, consistency, and personal connection.
These five strategies don’t require expensive tools or marketing gimmicks. They simply require you to do the work:
Pick up the phone.
Make the calls.
Start the conversations.
Follow up.
When your back’s against the wall, clarity shows up. And you realize that success in this business isn’t about doing everything — it’s about doing the right things daily.
So if you’d go all-in to save your license, why not go all-in to grow your business?
Take Your Lead Generation to the Next Level
If you found these strategies helpful, this is just the beginning.
The Agent Sales Accelerator Program from Icenhower Coaching & Training dives deep into systems, scripts, and habits that top producers use to consistently generate new business.
We’ll show you how to:
✅ Organize your pipeline
✅ Build repeatable referral systems
✅ Convert online leads
✅ Track performance metrics that actually matter
Because the agents who master lead generation don’t just survive — they scale.
