How to Find Buyers in Real Estate (Without Wasting Time on Duds)

Key Points

• Most agents don’t need more leads – they need the right ones
• Buyer personas and niche marketing bring stronger results
• Local SEO and smart ads drive high-intent traffic
• High-value content builds trust and captures leads
• Video and social media increase engagement and conversions
• Print, events, and open houses still work when done right
• Fast, automated follow-up turns leads into appointments
• Referral networks and CRM tools boost buyer pipeline
• Incentives and buyer education improve conversion rates

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If you’re tired of chasing ghost leads, talking to “just browsing” buyers, or refreshing your inbox like it owes you a closing – welcome. Most agents don’t struggle with finding people. They struggle with finding the right people. The ones who are ready to act, not just ask a thousand questions and disappear when it’s time to sign.

Want to learn how to find buyers in real estate who are actually serious? You don’t need gimmicks. You need a system. This guide walks you through exactly how top agents attract, connect with, and convert motivated buyers using a combo of smart targeting, modern marketing, and buyer psychology that doesn’t suck your soul dry.

Here’s your handy-dandy index:

Define and Target Your Ideal Buyers

Start With Buyer Personas

Before you post another ad or build a landing page, stop. Who are you even trying to reach? Creating solid buyer personas means less random effort and more intentional results. For a step-by-step guide on developing real estate buyer personas, check out this resource from Milesbrand. Are you working with first-time buyers, move-up families, investors, or downsizers? You need to know their motivations, fears, timelines, and budgets like the back of your CRM.

Skip the surface stuff. Your personas should include:

• Price range and preferred neighborhoods
• Financing knowledge (or lack thereof)
• Lifestyle goals (schools, walkability, fixer-uppers vs. turnkeys)
• Dealbreakers and wishlist items

The better your buyer profiles, the easier it is to speak their language – and show up in their world before another agent does. Pro tip: If you don’t know how to get started on this task, open up ChatGPT and ask for it.

Tap Into Niche Segments

Generalists get general results. Want more serious, ready-to-act leads? Niche down. Explore the most profitable real estate niches and why they work in this article by Luxury Presence. Focus on groups like:

• Eco-conscious buyers who prioritize green features
• Luxury buyers with specific neighborhood tastes
• Renters transitioning to first-time ownership
• Multigenerational buyers looking for space with flexibility

These buyers have hyper-specific needs – and when your marketing speaks directly to them, they’ll skip the “research phase” and head straight to “let’s chat.”

Attract Buyers Online

Nail Your Local SEO

Most buyers start their journey on Google – not by calling an agent. If your online presence isn’t showing up when they search “condos in Your City” or “best Your City neighborhoods for families,” you’re invisible.

And yes – claim and optimize your Google Business Profile. It’s free, it works, and it boosts your visibility in local map results.

Do Smart Keyword Research

Let’s kill the guesswork. Tools like Ubersuggest, Google Keyword Planner, and SEMRush show you what your buyers are searching for right now. Target keyword phrases that match your buyer personas, like:

• “Homes with in-law units in Mill Valley”
• “Low HOA condos for sale Marin”
• “Best places to buy a house near SF commute”

This isn’t keyword stuffing – it’s showing up where serious buyers are looking.

Advertise With Intention

Random Facebook ads? Waste of money. Strategic, targeted ad campaigns? Goldmine.
Use:

• Google Ads to grab high-intent search traffic
• Facebook & Instagram ads to retarget site visitors and promote listings
• A/B testing to tweak creative, headlines, and CTAs

Track your results like a hawk. No more throwing money into the void.

Optimize Your Landing Pages

Make them fast, mobile-friendly, and conversion-focused – or your clicks will bounce harder than a rent check in escrow. If you join our sponsor team, Smart Agent Alliance, we provide 8 landing page templates with automated email drips to keep you top of mind. This is how to get buyers while you’re doing something else.

Content That Converts Buyers

Create High-Value, Searchable Content

Want to get buyers in real estate who are already half-sold? Be the one who answers their questions before they even ask. Start building trust (and your email list) with:

• Blog posts like “What Does a Buyers Agent Do?” or “Top 5 Questions to Ask a Buyers Agent”
• Downloadables: real estate checklists for buyers, mortgage prep guides, or neighborhood comparisons
• Market updates or property tour roundups

Not only does this content position you as the go-to expert – it helps warm up cold leads without spending a dime on ads.

Use Video to Educate and Engage

Let’s be real – no one’s reading a 3-paragraph property description when they could watch a walkthrough instead. Video is your cheat code for both buyers agent presentations and building likeability fast.

Keep videos short, vertical, and full of personality. Bonus points if you go live for local Q&As or virtual open houses – buyers engage more when it feels real

Go All-In on Social Media

Posting isn’t enough. You need to connect. Build an ongoing relationship with future buyers by mixing:

• Buyer success stories (yes, even if it’s “we got their offer accepted with zero drama”)
• Tips, FAQs, and behind-the-scenes from your day
• Local happenings, market shifts, or even memes that tie into buying

Instagram, Facebook, YouTube Shorts – whatever platform matches your persona, show up there. Social is your digital handshake. Keep it active, authentic, and invite engagement (polls, DMs, comments). See how to get social media training valued at over $10,500 below.

Keep the Value Coming

Buyer leads don’t stay warm on their own. Keep adding value even after they’ve downloaded your guide or DM’d about a listing. That means:

• Weekly emails with curated listings or local intel
• Invitations to webinars or workshops
• Friendly check-ins if they ghosted last week’s showing invite

Be the agent who shows up with helpful stuff, not the one who only texts “still looking?” every three months.

Offline Tactics That Still Work

Use Print and Direct Mail With a Purpose

Yes, print still works – when you’re not mailing stuff that looks like it came from a 1998 Microsoft Publisher template. Even the National Association of REALTORS® still discusses the effectiveness of direct mail in real estate marketing. Create sleek, modern postcards or brochures that offer real value:

• Market stats
• Local inventory snapshots
• Neighborhood spotlights
• Invitations to buyer events

Include QR codes that link to your real estate buyers presentation or landing page. Then track responses and follow up like you actually want the client.

Host Open Houses Like a Lead Magnet

Stop treating open houses like passive weekend duty. These are IRL funnels – especially for buyers who haven’t picked their agent yet.

And, don’t miss top tips for successful open houses along with our free open house sheets.

Run Smart Local Events

Skip the basic happy hour. Run workshops that actually solve problems for your ideal buyers:

• “First-Time Buyer Bootcamp”
• “Buy vs. Rent in Today’s Market”
• “How to Buy and Sell at the Same Time”

Partner with mortgage pros, title reps, or home inspectors. They get visibility, you get leads, and your attendees get answers. (Plus, it’s easier to schedule a buyers consultation when someone already met you at your event.)

Turn Sellers Into Buyers

Don’t forget – every seller needs to buy next. Offer a free pricing consultation that includes both a listing analysis and a buyer plan for their next move.

Follow up post-sale with helpful nudges about new listings in their price range, or connections to agents in their destination city if they’re moving out of area. Be the full-service buyers agent they didn’t know they needed.

Automated Follow-Up That Feels Personal

Use SMS and Email to Stay Top of Mind

Buyers today expect fast responses. And no, your once-a-month newsletter doesn’t count. To stay in the game, your follow-up needs to be fast, personal, and tailored.

Here’s how to keep buyers warm:

• SMS: Great for instant reminders – open houses, price drops, or new listing alerts. Keep it short, sweet, and opt-in only.
• Email: Segment by buyer type. First-time buyer? Send them a financing prep checklist. Luxury relocation client? Hit them with market data and off-market access.

The more relevant your content, the less likely it ends up in their trash folder.

Automate Like a Human (Not a Robot)

CRMs like Boldtrail, Follow Up Boss, or Chime can automate the grunt work without making you sound like a chatbot from 2009.

Use merge tags to personalize messages and keep the tone casual – like you’re texting a friend, not selling them a timeshare.

Add Value on Autopilot

Your CRM shouldn’t just drip content. It should drip value. Build sequences that deliver:

• Your real estate agent checklist for buyers
• Video intros on what to expect from a buyer’s agent
• Market watch reports or inventory snapshots

Most agents automate once and forget it. Great agents check performance monthly and adjust. You’re not a spammer. You’re their go-to guide through the chaos.

Real Relationships = Referral Machines

Build a Referral Network of Real Estate Pros

You know who talks to buyers before they even look at homes? Lenders. Inspectors. CPAs. Divorce attorneys. Make friends with these folks.

Get intentional:

• Book 1-on-1 coffees
• Trade referrals and follow up when they convert
• Share each other’s content or co-host events

When they know your buyers consultation is smooth, informative, and not pushy, they’ll keep sending clients your way.

Treat Past Clients Like Future Clients

The deal closing isn’t the end – it’s the prequel. Stay in touch with past buyers by offering:

• Annual home value updates
• Market trend insights
• Local events or homeowner checklists

Ask for reviews after you’ve done something helpful (like sending a reminder to file for their tax exemption). When you keep delivering, asking for a referral becomes a no-brainer.

Always Ask the Right Questions

Building real relationships means more than just saying “let me know if you need anything.” Use every buyer interaction – especially the buyers consultation – to uncover what matters.

These aren’t just touchy-feely – they give you the intel to serve better and stand out. Because while most agents are still asking “What’s your budget?” you’ll be asking “What’s your long game?”

Advanced Buyer Conversion Techniques

Offer Buyer Education That Closes Deals

Let’s be honest – buying a home still feels like trying to do your own taxes in another language. Educated buyers close faster, trust more, and ghost less. Create resources that break down:

• How financing works without making their eyes glaze over
• Timeline expectations (your subtle way of avoiding “why is this taking so long?” texts)
• What to expect from working with buyers in real estate, start to finish

Turn these into bite-size content – guides, checklists, short videos – and use them in your buyer nurture sequences, consultations, and social posts.

Pro tip: Hosting a “First-Time Buyer Workshop” or “How to Buy & Sell at the Same Time” event makes you the expert and the closer.

Sweeten the Deal With Incentives

Sometimes buyers need a gentle nudge (or a tiny bribe). Offering small but thoughtful perks can move people from “thinking about it” to “signing the offer.”

Try:

• Covering a home warranty
• Offering a limited-time closing cost credit
• Throwing in a local service – like free junk removal or moving help

You don’t need to drop thousands. A well-timed realtor gift for buyers that solves an actual problem can seal the deal and make you unforgettable.

Turn One Buyer Into Five

This one’s simple math. Every happy buyer = a mini marketing team.
To activate them:

• Ask for a review the moment they’re happiest (hint: not at closing – try right after their offer is accepted)
• Send a thank-you gift they’ll post on Instagram (local wine, home décor, custom address stamp)
• Invite them to join your referral program and make it feel exclusive

The result? Your buyers become brand ambassadors, and their network becomes your next pipeline.

Finding Real Buyers Isn’t Magic – It’s Method

Here’s the truth: learning how to find buyers in real estate isn’t about shouting into the void and hoping someone bites. It’s about using smart, targeted strategies that connect you with the right people – those who are motivated, serious, and actually want to buy a house.

From building buyer personas to automated follow-up that doesn’t feel like a robot wrote it, this isn’t about gimmicks – it’s about using modern tools, authentic content, and smart systems like other ideas in our agent success hub – to do the heavy lifting while you get back to, you know, actually working with buyers in real estate. 

And if you’re tired of playing the solo game, here’s where things get interesting…

When you join eXp Realty with Smart Agent Alliance as your sponsor, you’re not just getting a brokerage – you’re getting a real estate cheat code. We combine the firepower of Smart Agent Alliance and the Wolf Pack – two powerhouse teams that actually do the work of helping you grow your production and passive income. Everything we provide is FREE to you!

Most agents don’t join eXp Realty because of the passive income opportunity with the revenue share model. But fast forward a year, and they’ll tell you their biggest regret is not building it sooner. With Smart Agent Alliance, you get a team that puts in their time and money for you to gain a passive income.  Like who else does that for you? Crazy good, right?

And with Smart Agent Alliance and the Wolf Pack, you’re plugged into the Social Agent Academy Pro, elite training, social media systems, masterminds, flipping & production coaching, and nonstop community support that makes you sharper every week – not just once a year at a conference.

Let’s make “working with buyers in real estate” feel less like chasing ghosts – and more like building a business that actually pays you back.

Frequently Asked Questions

How do I find buyers in real estate without wasting time?

Start by defining clear buyer personas and targeting niche audiences. Use online and offline strategies like SEO, direct mail, and open houses that speak directly to serious buyers.

What does a buyers agent do for clients?

A buyers agent helps clients find homes, negotiates on their behalf, schedules tours, coordinates inspections, and guides them through every step of the purchase process.

What should I ask a buyers agent before hiring them?

Ask about their local experience, negotiation style, how they communicate, and their approach to helping buyers navigate financing, inspections, and contracts.

How can I follow up with buyer leads effectively?

Use a CRM to automate personalized emails, SMS, and reminders. Segment leads by buyer type and activity to deliver timely and relevant info that keeps them engaged.

What tools help real estate agents attract and convert buyers?

Use landing pages, buyer checklists, 3D home tours, video content, virtual open houses, and CRM software like kvCORE or Follow Up Boss to automate and scale your follow-up.