For the Newbie I would definitely advise starting with the free options: open houses, social media sites, websites included through their company, picking up a phone and calling their sphere of influence. Then take some of your earnings and invest in other options.

The best way for all three is to press the flesh as much as possible!

1. Newby -  Pick anyone of the tried and proven lead gen options (or if one is well funded or extremely clever - develope a new one) and get really good at it. Doesn't matter what it is. There are superstar agents that have at the "core" of their business "open houses", another is sphere, another is door knocking combined with direct mail (geographic farming), Craigslist, website, FB, cancelled/expireds, FSBO's, REO market, first time home buyer seminars etc etc . Another good one for a new agent is to connect with the veterans in the office perhaps buy them lunch and let them know you are happy to pay a 35% referral for any buyer leads they don't want to deal with (some of these veteran agents don't want to show homes in the evenings and weekends). I got sidetracked. But pick any of the well known lead gen activities (the one the "clicks" for you - the "yeah, I like that one, I can make that work for me" one and get good at it and persist - they all work.

2. Survivor.  Stick with what got you this far - whats worked for you. Drop what's not working. Add one of the above and get good at it.

3. Referral. If your reaching your goals it's simple. Keep on keep'n on. If not for step 1. Something that worked for me was to host a monthly dinner at my home and invite about 3 to 4 couples. I invited a mix. One of my prolific clients that I have help build a signficant real estate portfolio for and clients that are on the fence. I get a nice meal prepared and served and make introductions and often the guests do the rest. I typically get 1 to 2 pendings within 10 days of these dinners. It is an experience clients enjoy. Not many agents bring their clients into their home and serve a nice home cooked meal. They will remember. And my home is only a 1650sq.ft 1906 home that still needs lots of work - it's nice and homey but nothing grand.

All three groups need to get and stay smart. We live in an Information Society. 💖💖💖
https://youtu.be/ijAYN9zVnwg
🎶pure energy 🎶

The Newbie needs to be out there in the world. One of my clients reloed from across the country, immediately hit the ground running, started teaching classes for free in his specialization (cell phone providers), volunteered, joined boards and organizations. Rockstar.

Survivors (so far) need to hone their skills and be constantly reinventing themselves.

Referral are actually in the greatest danger of becoming irrelevant because there is always somebody shinier, so they need to constantly reconnect, lather rinse and repeat on what the new/existing agents are doing as well.

Reputation is built, but it needs to be tended to and developed constantly.

Get out there and meet people.

Less energy to keep current clients vs. finding new ones. Newbies should talk to everyone based on your numbers.

1) Spend more time then money but when you do spend money spend it AT community events that you are attending (and attend as many as you can without collapsing) to show people you care about the community you live and work in.

2) same as above but spend more on thank you cards and gifts.

3) be involved on a few select boards in the community and host an event or two that shows your appreciation for those who made you a success.

It takes a long time to develop a referral busness. So that won't work for the newbie. If your statistics are correct, the best thing a newbie can do it glad hand everyone they meet. They have a 50-50 shot at making a sale.

Survivors likely need to develop their territory through farming and local ads.

Oldies? If you can live on referrals alone you are OK. Otherwise you are still a survivor.

Have the best website in the market and build your database with information obtained by face to face contacts. Mass email to your database will generate calls if you provide desired content.

Annette,

Newbies should make themselves well known and well thought of.  They need to get busy and hit the road running. A

I am not in the business of advising other real estate agents, Annette. 

My job and focus are on clients and prospective clients.  

I have run a highly successful referral business for 20 years... it's the way to go in my book.

May be a good idea to get out there and be the next person they meet.

Get out there and dont stop until you get somewhere....

Too long for Q&A.  There are several blog posts in those answers.

My intial comment is for newbies.  Marketing dollars be damned.  Spend your time and money gaining knowledge so you can properly serve the clients you eventually gain.

I tend to let people do what they want, advice is cheap and not always warranted.

Start or join a Team

For all three I'd say prospecting is still important.

For #1 I'd say do the free stuff like door knocking and cold calling.

For #2 I'd say keep in touch with your sphere, but you have money to throw at offline marketing now.

For #3 I'd say focus on your book of clients and who they can refer you too.

And I say there is a "report"  for everything on any subject if one is so inclined to look. Sometimes searching will lead to a resolution or even a revelation.  And in other examples it's just from a seemingly lucky break. 

Build your database.

Put it in a CRM

Have a weekly contact & marketing plan to your database.

It all albout networking and get as many business card out there daily!!!

I like Debe’s answer.

Hi Annette! All 3 groups need to have a list of a 100-member sphere to begin their career (family, friends, networking peeps, volunteer groups, church members, business owners they know, neighbors, etc.).

#2 has had a couple of years to build upon that database.

#3 has had a long time in the business, building a solid referral business as they add each client and their referrals to their database. 

Face-to-face is always best - add folks you meet at open houses, volunteer events, etc. Many agents don't realize that the business is right in front of them - they just have to pay attention!

Whether you are new or seasoned, always good to stay in touch with past clients.

Depends on the person and their goals