Real estate agents usually meet lots of potential leads. The question is how to build a connection. Here are two tried-and-true approaches that have withstood the test of time.

First, you must know what the group where you are prospecting is most likely to want and then make sure that’s what you give them. For example, if you’re door knocking in a specific area, most people are interested in knowing what has sold in their neighborhood.

On the other hand, 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 them from leads into clients.