As a new real estate agent, you've probably heard the term 'leads' thrown around a lot, but what exactly are they? Do you need them? And if so, how do you get them? Here's what you need to know.

What Are Real Estate Leads?

In the simplest of terms, real estate leads are potential customers. They are people who have expressed interest in buying or selling a property shortly. Keep in mind, however, that not all leads are created equal. Some leads are hotter than others, meaning they're more likely to convert into an actual sale.

For this reason, real estate agents often label their leads as A, B, and C leads. A leads are people that are serious about buying or selling a home and are ready to take action now. B leads are serious but may not be ready to move for several months. C leads are not serious, but it is still good to contact them to touch base every few months.

Why Do You Need Real Estate Leads?

Real estate lead generation, usually just referred to as 'lead gen,' is important because it's the key to growing your business. The more leads you have, the more potential customers you have. The more potential customers you have, the greater your chances of making a sale.

How Do You Get Real Estate Leads?

There are several different ways to generate leads as a real estate agent. Some common methods include:

• Attending industry events
• Holding open houses
• Talking to friends, family, and your sphere of influence
• Keeping in touch with past clients
• Working with a lead generation company
• Using social media to build relationships with potential clients
• Blogging on your website

What Do You Do After You Have Leads?

This is a two-part question. One, you never stop getting leads. It should be part of your routine as a real estate agent. However, generating leads is only half the battle.

Two, once you've generated leads, you need to nurture them. You do this by calling, mailing, or emailing them with helpful information regularly. Keep in mind that an A lead needs to be contacted more often than a C lead. You can send:

• Birthday cards
• Monthly newsletters
• 'Just Listed' information for homes in their neighborhood
• Calendars or other trinket gifts

You can also get creative. Some real estate agents host 'Free Pumpkin' events in the fall and invite all their leads as a way to connect in person.

As a new real estate agent, it's important to understand what real estate leads are, why they're important, and, more importantly, how to work them. Real estate lead generation is key to growing your business, and there are several different ways to nurture those leads to turn them into actual sales.