Make the Buyer the Hero of Your Lead Gen System

One thing that’s helped me stay consistent with lead generation is shifting how I think about it.

Most agents default to some version of “Do you know anyone thinking about buying or selling?” It’s not wrong. But more often than not, it lands flat. It feels generic. Or transactional. And honestly, I’ve felt that awkwardness myself.

What’s worked better for me is flipping the approach. Start with a person, not a pitch.

Something like this:

“I’m working with a young family relocating here for work. They’ve seen everything available, but nothing feels right yet. So I’m checking in with a few people I trust—any chance you know someone who’s even thinking about selling?”

That’s the move. That’s the system.

No slick script. Just a real story. A real need. And a real reason to connect.

When I do this consistently, the tone of the conversation shifts. The buyer becomes the focus. The people in my database become part of the solution. And I get to show up as the connector, not the closer.

So here’s something simple to try this week.

Before you start making calls, pick one buyer. Write down their story. Then call five to ten people who might have a lead on something off-market. You’ll be surprised how often this opens doors.

Lead generation feels lighter when it’s rooted in service.

That’s a system worth building.