Real estate has the longest gap between first contact and a sale of any field we work in. A buyer who fills in a form today may buy in three months, or in eighteen. They will not tell you which. That one fact decides how lead generation should be built here.
It means cost per lead tells you almost nothing on its own. What matters is cost per lead times the share of leads you can still reach when they are finally ready. That second number is decided by follow up, not by advertising.
Follow up is the channel
Most agents lose leads to silence, not to competitors.
Speed of first response
A buyer asking about one property is asking about three. The first useful reply usually wins the relationship.
A sequence, not a call
A nine month buyer contacted twice in week one and never again is lost. Send new listings in their range, a market update, a note on a neighborhood. Enough to still be there when they are ready.
Segmentation by timeline
Someone moving next month and someone researching for next year need different contact frequency. Treating them the same annoys one and loses the other.
A CRM that is actually used
A CRM is the system that keeps every contact and every follow up in one place. It is the least glamorous item on this page, and the one with the highest return.
Ads that feed a pipeline nobody follows up on are buying leads just to let them expire.
The channels
Google Ads on intent terms
Buyers and sellers searching for an agent, a home valuation or a specific neighborhood. Immediate, and the only channel you can switch on this week. Searches from sellers cost more, and they are worth more.
Meta and Instagram
This is where real estate differs from the trades. Property is visual. And a plan to move often shows in life events, not in searches. Paid social reaches people who are not searching yet. For a nine month buyer, that is exactly the right moment.
Retargeting
Retargeting shows your ads to people who have already been on your site. Someone who read three neighborhood guides and did not get in touch is the cheapest inquiry you can win. Target them by the neighborhood they actually read about.
Valuation and market report offers
The most reliable way to reach sellers. A homeowner who asks for a valuation is a seller in the making. The follow up that comes after is the whole product.
Landing pages matched to the ad
A neighborhood campaign that points at a home page wastes the click. Each campaign gets its own page, with the neighborhood, the price band, recent activity and a way to get in touch. No one has to register first.
Paid against organic
They answer different questions. Lead generation answers who is ready now. Real estate SEO answers how buyers find you during the months of reading that come first.
In this category, the volume is on the organic side, in the unpaid search results. Over twelve months, Island Dreams Realty had 290,194 impressions, the times it showed up in search, against 8,392 clicks. Over the same period, Panama Elite Homes had 111,133 impressions against 783 clicks. Those impressions are buyers in the research phase. Paid ads reach the ones who have finished researching. Organic search reaches them while they still are.
What gets reported
Inquiries by source and by timeline. What each channel cost. How many reached a viewing or a valuation, and what happened to the ones that did not. Position and impression trends sit alongside. In this category, they move a full phase ahead of the clicks.
Ad spend goes directly to the platform rather than through us.
Questions agents ask about lead generation
How much do real estate leads cost?
The cost of real estate leads depends on the channel, the market and the kind of lead. Searches from sellers cost more than searches from buyers, and they are worth more. Cost per lead alone says little. What counts is how many leads you can still reach when they are ready. For our side of the cost, see pricing.
How do you get real estate leads online?
Real estate leads online come from four paid sources. Google Ads catch intent searches, and Meta and Instagram ads reach people not searching yet. Retargeting reaches people who read your guides, and valuation offers reach sellers. Each campaign needs its own landing page with no forced registration. Organic search reaches buyers earlier, while they research.
Are real estate lead generation companies worth it?
Real estate lead generation companies are worth it only if someone follows up on every lead for months. A buyer who fills in a form today may buy in three months or in eighteen. Without a follow up sequence and a CRM that is actually used, leads expire. Ask how its leads get followed up, not only what they cost.
How many leads a month should a real estate agent have?
No single number of leads a month is right for every agent. A buyer can take three months or eighteen to act. So a big monthly count matters less than how many of those leads you can still reach when they are ready. Sort leads by timeline, and keep in touch with a sequence, not one call.
Google reviews
What clients say
Watcharaponne Chaiyadee
Samui Elegance Real Estate
I highly recommend Kihan Marketing. Kiran is an incredibly talented, skilled, and thoughtful web designer. What impressed us most was that he didn't simply build a website, he took the time to truly understand our business, our vision, and the local Koh Samui real estate market. Throughout the process, Kiran provided valuable advice and creative ideas that helped shape the brand and support the growth of our business. His attention to detail and understanding of what makes a business unique resulted in a website that feels truly personal to our brand. He created the beautiful website for Samui Elegance Real Estate. It represents the elegance, professionalism, and identity of our business beautifully. Thank you, Kiran and Kihan Marketing, for bringing our vision to life. Highly recommended!
Nicholas Riley
Google review
Kiran and his team are simply fantastic! I've worked with 16 different third party marketing teams and they are by far the best. They are incredibly smart, responsive and an overall pleasure to work with. Since working with them over the last 2 months my ask of them constantly changes and their ability to quickly adapt and figure out new ways to quickly add value is incredibly impressive. I can't recommend Kiran and his team enough and will continue to work with them for the foreseeable future!
Reika
Google review
Kihan Marketing is a fantastic team to work with, friendly, professional, and highly responsive. They are highly responsive and quick to take action, ensuring projects move forward efficiently. Despite working in a fast-paced environment, they remain professional, organized, and attentive to detail. Their dedication really show in the quality of their work, and they consistently deliver results while maintaining clear communication. Highly recommended!
IDR Office
Island Dreams Realty
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Listya
Google review
Working together felt very collaborative and aligned. Communication flowed easily, tasks were well-organized, and we shared the same attention to detail throughout the process. It genuinely felt like working as one team.
San Innovation
Google review
Kihan Marketing Organization has been great to work with. The team is professional, responsive, and focused on delivering real results. I'm very satisfied with their service and would highly recommend them.
vittoria garrafa
Google review
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Wei Landgraf
Google review
I can't recommend Kihan Marketing highly enough. Kiran and his team truly went above and beyond in helping me with both my social media and my website, and the results speak for themselves.
Shelley Stroeve
Google review
I recently worked with Kihan Marketing to design my new website, and I couldn't be more thrilled with the experience. From start to finish, they were incredibly responsive, communicative, and attentive to every detail.
