Use this real estate lead generation tool and script to farm neighborhoods and nurture your SOI to encourage buyers and sellers to take action.

This real estate lead generation tool will make your life a whole lot easier. Today, ICC Executive Coach Brad Baldwin is going to walk you through the process of using auto email prospecting searches and scripts to generate leads, farm neighborhoods, and nurture your sphere of influence (SOI). A lot of what we cover today is straight from our Sphere of Influence online course, which is a great resource for dialing in your SOI contact plan and real estate lead generation methodology.

VIDEO: Real Estate Lead Generation with Auto Email Prospecting Searches

Recap: 40-contact plan

If you missed our video and blog on the 40-contact plan to get a 7:1 return on your sphere of influence (SOI), take some time to catch up before moving forward. With the 40-contact plan, we discussed the importance of varied touches and creating unique opportunities to reach out to your SOI database contacts. The goal is to gain recognition through repeated touches and grow mind share. Today we are going to talk about one specific way to reach out to your SOI. And, it just so happens that this particular contact is great for real estate lead generation as well.

Auto email prospecting search for real estate lead generation

Not only can you use this with your SOI, but you can use it to prospect for leads, too. This is why it’s such an effective tool for real estate lead generation, on top of being very useful to your SOI database contacts as well. If you have ever set up a buyer on a home search, you are creating regular email updates for your client on possible homes they might like to see as they pop on the market. You can do this through your MLS, but you can also do it through your CRM!

You may have a CRM that will do this for you. It can be a regular email that updates your SOI contacts on homes that have listed, sold, etc. in their neighborhood. You want it to be hyper-local. Your SOI will find a lot of value in this. It’s a great educational tool, too, because if this SOI member has been thinking about selling, they will see comparable houses in their neighborhood and their sales prices. It will help them set a reasonable expectation when they decide to sell, and it may motivate them too! It’s also a great tool to show value increasing, which can be very motivating for home sellers.

Call your listing leads

This home search tool gives you a good reason to call your listing leads! You can call your leads and use a script like this. “Hey, I don’t know if you’ve been getting my home search emails, but the value of your home has increased from X to X. It has increased 9% over the last year, which is more than in years past. It might be a good time to have a conversation about selling your home now versus waiting. We could get more money for your home now! When is good for you?”

Call your buyer leads

This real estate lead generation tool works for buyers, too. “Hey! I know that you wanted to wait until summer before formally starting your home search. I wanted to urge you that waiting may hurt you in this current market. Home prices are on the rise right now due to low inventory. If you’ve noticed in my home search emails, the price of each new listing is going up on the type of home you’re looking for. For example, if the price was X last month, now it is all the way up to X. When can we meet and get started before prices climb even higher?”


Constantly stay in contact with your SOI, as well as your A, B, C, and D leads. Nurturing is essential to real estate lead generation. Your CRM may prove to be a very helpful tool in maintaining constant contact. If you need more help setting up your SOI contact plan, get an ICC coach in your corner. Reach out for a free consultation today!

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Stay up to date on what’s happening in our industry and join our Facebook group, the Real Estate Agent Round Table for free, relevant content daily, including breaking news on the real estate market.

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