7 lead gen strategies for 2026

Here are seven lead generation strategies you can use in 2026 that are practical, affordable and proven. Some cost nothing. Some cost time instead of money. Some require an investment of both time and money, but all of them move you closer to a sustainable, compounding business.

Link to Video - 7 Lead-Gen Strategies

1. Buy lunch, not leads

A lot of agents think they have a lead problem when they really have a relationship problem. They are chasing strangers while overlooking people who already know, like and trust them.

A few years ago, Heidi Harris, an agent and team leader out of Raleigh, North Carolina, told me she stopped paying to earn attention from people who had no connection to her. Instead, she started investing her time into deepening relationships with people already in her world.

Her strategy was simple. Two to three lunches or coffee meetings per week. The point was not the meal. The point was the relationship. She went into these catch-up meetings with one agenda: to genuinely learn what was happening in that person’s life.

Eventually, those conversations naturally turned toward business. When asked about her business, she would simply say, “It’s going really well, and thank you in advance for keeping me in mind if you hear of anyone considering buying or selling.”

That approach keeps you top of mind without pressure. It builds trust, activates reciprocity and creates referrals naturally. If you want one of the highest-return activities you can do in 2026, spend intentional time with past clients and people in your sphere of influence.

2. Use social media to create hand raisers

Most agents treat social media like a billboard. The agents winning in 2026 understand that it can also act as a lead capture tool. The key is to post with a clear reason for someone to raise their hand.

One example that works extremely well is an off-market opportunity post. “Some of the best deals never hit the open market. If you want to be on my early bird list and hear about off-market opportunities first, comment below or DM me.”

Always include a DM option. Many people do not want to publicly signal that they are thinking about buying.

Another strong post is based on price reductions. “There were 78 price reductions in our market this week. If you want the list so you can see the homes currently for sale with potentially the most motivated sellers, comment ‘list’ or DM me.”

Anyone asking for that list is serious. These posts cost nothing and consistently surface buyers and investors who are actively paying attention.

3. Use buyer letters to uncover listings

If you have motivated buyers, do not wait on the MLS. Utilize the leverage point to serve your buyers at the highest level and at the same time uncover listing opportunities.

This strategy has been called “the magic letter” by Jimmy Mackin, cofounder of Listingleads.com. The strategy involves sending a targeted letter to homes that match what your buyer is looking for.

Here is an example of one of these letters provided by Mackin:

The message is simple. You acknowledge the homeowner may not be thinking about selling, explain you have a serious buyer looking specifically in that neighborhood, outline a few flexible terms and invite a conversation.

You can add a postscript offering a custom home value report, which often pulls in homeowners who are not ready today but may be ready soon. This approach does two things. It makes your buyer feel taken care of, and it opens doors to listings now and in the future.

4. Post a ‘little help, please’ buyer request

This is one of the easiest referral-generating posts you can make. Start with “Little help, please.” It feels human and stops the scroll.

Then be specific. Share the buyer’s price range, preferred area, timeline and flexibility.

End by asking, “If you or someone you know is considering selling in the next six months, this may be an opportunity for a win-win for the buyer and you (or someone you know who is considering selling) since the buyer has stated they may be willing to pay a premium for the right place.”

Ask people to comment or DM you if they are interested or to make an introduction if they know of someone. You are not asking for business. You are inviting your community to help solve a problem. When people help create a match, they remember you.

5. Add lead sources with no upfront fees

There are lead sources where you do not pay upfront. You pay a referral fee at closing. These should never be the main lead source for your business, but they can be a helpful supplement. Programs like Veterans United Realty, Agent Pronto, Rocket Homes Partner Network and, in some markets, Redfin’s partner program all operate on this model.

Each has its requirements and market differences, but the advantage is clear. You reduce risk, preserve cash flow and only pay when you get paid. If one fits your market and experience level, it can quietly add volume without crushing your budget.

6. Send a deal of the week email

If you are not regularly communicating with your database, this is one of the simplest and most effective ways to start. This is a strategy first introduced by Sharran Srivatsaa and now widely taught by most real estate coaches due to how effective it is at generating sales opportunities.

The strategy is simple. Every week, send one email highlighting one property you believe is the best opportunity in the market. Use the same subject line every week, such as “(Your City) Deal of the Week.”

Keep the format clean, short and to the point. A short intro explaining why it stood out, bullet points with highlights and a clear call to action. Do not include the address or photos. Create curiosity.

End with “Reply to this email and I will send full details.”

If someone requests more information, they are raising their hand to let you know they are considering buying in the near future. The power here is consistency. Even small databases see results when this is done consistently.

7. Use social media polls to surface intent

Stories and polls are one of the most overlooked lead generation tools available. Ask simple yes or no questions like “If rates dip below 6 percent again, would you consider buying or selling in 2026?” or “Are you considering a move in 2026?”

Instagram provides who answers the question in the poll. The people who answer yes to the questions above are telling you they are a hot prospect. Follow up casually and start a conversation. This costs nothing and consistently uncovers motivated prospects.

The takeaway

If you want 2026 to be your best year ever, you will need to generate and convert more leads than you’ve done in the past.

You do not need to do all seven strategies. Pick two or three you can commit to, run them for 90 days and let the momentum build. Momentum does not show up overnight. It shows up when you do the right things long enough for the results to compound.

Jimmy Burgess is the Chief Coaching Officer for HomeServices of America and President of Berkshire Hathaway HomeServices. Connect with him on Instagram and LinkedIn.