What type of clients should you primarily focus on for lead generation?

Focusing on referral and repeat clients for lead generation is an effective strategy in real estate. These clients have already had positive experiences with your services, which establishes a level of trust and credibility. Since they are familiar with your work, they are more likely to return for additional transactions and recommend you to others, generating new leads through word-of-mouth.

Referrals typically result in a higher conversion rate compared to new clients because the referred clients come to you with a built-in level of trust established by those they know. Additionally, repeat clients often bring more business, as they may have multiple real estate needs over time, such as investments, upgrades, or relocation.

While high-income clients may seem attractive for higher commissions and potentially larger transactions, solely targeting them can limit your market scope. Similarly, while it's important to keep an open approach to all potential clients, this broad focus can dilute your efforts in nurturing existing relationships. Concentrating on new clients is also valuable, but without a solid base of repeat and referral clients, your business may lack the necessary support and stability that comes from established relationships.