Real estate agents usually meet lots of potential leads. The question is how to build a connection and turn a lead into a signed listing agreement or purchase contract. A simple way to achieve this goal is to niche your marketing to fit the interests of people who live in your area.

For example, if you’re doing geographical marketing or farming, most people are interested in knowing what has sold in their neighborhood as well as what is happening with respect to local issues that may come before their local city council. If you’re involved in building a referral database from a charity that raises money for medical research, send monthly updates on new advances in research.

Providing people with information on their interests is one of the best ways to turn those potential leads into future clients.