Should Real Estate Agents Buy Leads? How to Decide

Last Updated on November 18, 2025 by Elizabeth Nolan

For real estate agents, especially those just starting out, the question of whether to buy leads can feel like a make-or-break decision. With dozens of lead generation platforms promising qualified buyers and sellers, it’s tempting to open your wallet and let the leads flow in. But is purchasing leads truly a smart investment, or are you better off building your business through organic methods?

The answer, as you might expect, isn’t black and white. Success with purchased leads depends on choosing the right platform, understanding the true costs, and implementing systems that turn those leads into closed deals.

In this comprehensive guide, we’ll break down the major real estate lead generation platforms, examine their pros and cons, compare costs, and help you determine whether buying leads makes sense for your business—especially if you’re a new agent looking to gain traction quickly.

Understanding Real Estate Lead Generation Platforms

Before we dive into specific platforms, let’s clarify what we mean by “purchased leads.” These are potential client contacts that you pay to access, typically generated through online advertising, content marketing, or lead aggregation. Unlike organic leads from your sphere of influence or referrals, purchased leads come from people who may be contacting multiple agents simultaneously.

According to the National Association of Realtors, the typical real estate agent works with eight buyer clients and five seller clients annually. For new agents, purchased leads can help accelerate the path to these numbers—but only with the right approach.

Major Real Estate Lead Generation Platforms: A Detailed Comparison

Zillow Premier Agent

How it works: Zillow Premier Agent connects you with buyers and sellers actively searching for homes on Zillow.com, one of the most visited real estate websites in America. You purchase advertising in specific ZIP codes, and when users inquire about properties in your area, you receive their contact information.

Pros:

• Massive reach with over 200 million monthly visits to Zillow
• Leads from highly motivated buyers actively viewing properties
• Brand recognition helps with conversion
• Robust mobile app for lead management
• Market insights and analytics included
• Zillow owns CRM Follow Up Boss allowing for seamless data flow from lead generation to client relationship management which is the real cheddar

Cons:

• Multiple agents (typically 3-5) receive the same lead
• Highly competitive, especially in hot markets
• No exclusivity on contacts
• Leads expect instant responses
• Can be challenging to stand out from other agents

Cost Considerations: ZIP code pricing varies dramatically based on market competitiveness. Expect to pay anywhere from $300 to $3,000+ per month depending on your market. Per-lead costs typically range from $20 to $100+. In competitive urban markets, monthly commitments can easily exceed $5,000.

Realtor.com ReadyConnect Concierge

How it works: Similar to Zillow, Realtor.com offers leads from consumers searching their platform. The ReadyConnect Concierge program provides leads that have been pre-qualified by Realtor.com’s team before being sent to you.

Pros:

• Leads receive some pre-qualification
• Strong brand association with NAR
• Less competition than Zillow in many markets
• Dedicated account support
• Leads are more recent (within 15 minutes)

Cons:

• Still non-exclusive in most cases
• Limited geographic availability
• Requires quick response times
• Can be expensive in top-tier markets
• Lead quality varies by market

Cost Considerations: Pricing is market-dependent but generally competitive with Zillow. Expect $400 to $2,500+ monthly, with per-lead costs of $25 to $120. Some markets require annual contracts with minimum monthly spends.

Opcity (Now Realtor.com Connections)

How it works: Opcity uses a referral model where they match verified, motivated buyers and sellers with agents. They claim to provide “warm transfers” after speaking with the consumer. Connections Plus offers a built in CRM or an API to integrate your existing platform.

Pros:

• Pre-screened and warmed-up leads
• Higher conversion rates reported by users
• Referral fee only charged at closing
• No upfront costs
• Less time spent on unqualified prospects

Cons:

• Significant referral fees (25-40% of commission)
• Not available in all markets
• Limited control over lead flow
• Must maintain good ratings to receive leads
• Can create dependency on platform

Cost Considerations: Zero upfront cost, but expect to pay 25-40% of your commission at closing. On a $10,000 commission, you’d pay $2,500 to $4,000 per closed deal. While there’s no monthly fee, successful agents can pay tens of thousands annually in referral fees.

Market Leader

How it works: Market Leader focuses on long-term lead nurturing with their proprietary CRM and automated follow-up systems. They generate leads through various digital marketing channels and help you cultivate them over time.

Pros:

• Integrated CRM system included
• Focus on long-term relationship building
• Multiple lead sources
• Robust automation tools
• Training and support provided
• Exclusive leads in many cases

Cons:

• Longer sales cycle
• Requires patience and consistent follow-up
• Technology learning curve
• May take 6-12 months to see significant ROI
• Platform can feel dated compared to competitors

Cost Considerations: Plans typically start around $500-800 per month with multi-month commitments. When factoring in the CRM and tools, it’s a mid-range option. Annual investment usually ranges from $6,000 to $15,000.

BoldLeads

How it works: BoldLeads runs Facebook and Google ads on your behalf, capturing leads through targeted advertising campaigns. You get a branded website, landing pages, and a proprietary CRM to manage your leads.

Pros:

• Exclusive leads (no sharing)
• Unlimited lead generation potential
• Modern, user-friendly interface
• Done-for-you advertising management
• Customizable campaigns
• Strong mobile app

Cons:

• Lead quality can be inconsistent
• Many leads are early in their journey
• Requires aggressive follow-up
• Upfront costs without guaranteed results
• Contract commitments required

Cost Considerations: Plans start at $300-400 per month for basic packages, scaling up to $1,000+ for premium tiers. You also need to budget for advertising spend (typically $300-1,000+ monthly). Total investment ranges from $7,000 to $20,000+ annually.

Facebook and Instagram Lead Ads

How it works: You can run your own lead generation campaigns directly through Facebook’s advertising platform, targeting specific demographics, interests, and geographic areas.

Pros:

• Complete control over targeting and budget
• Can test and optimize campaigns
• Builds your brand simultaneously
• Relatively low cost per lead
• Own your audience data
• Retargeting capabilities

Cons:

• Requires marketing knowledge or hiring help
• Time-intensive to manage
• Lead quality often lower than specialized platforms
• Steep learning curve
• Need compelling creative and copy
• Must build follow-up systems

Cost Considerations: You control spending, but budget $300-1,500 monthly for ads plus $500-2,000 monthly if you hire a marketing professional. Cost per lead can be as low as $5-15, but conversion rates are typically lower. Annual DIY investment: $3,600-18,000, or $10,000-40,000+ with professional management.

Related article: Leveraging Social Media for Lead Generation: Platform-Specific Tactics That Work

Google PPC (Pay-Per-Click) Advertising

How it works: You bid on keywords related to real estate in your market (like “homes for sale in [city]” or “best realtor in [area]”) and your ads appear in Google search results.

Pros:

• Captures high-intent searchers
• Complete budget control
• Detailed analytics and tracking
• Can target very specific searches
• Works well for luxury markets

Cons:

• Highly competitive and expensive
• Requires Google Ads expertise
• Can burn through budget quickly
• Needs optimized landing pages
• Constant optimization required

Cost Considerations: Cost-per-click in real estate can range from $5 to $50+ per click. Monthly budgets of $1,000-5,000 are common for meaningful results. With professional management fees, expect $15,000-60,000+ annually. Per-lead costs typically range from $40-150+, with conversion rates varying widely.

Is Buying Leads Worth It for Real Estate Agents?

Now for the million-dollar question: Should you actually buy leads? The answer depends on several critical factors.

For New Agents

If you’re brand new to real estate with a limited sphere of influence, purchased leads can provide a crucial injection of opportunities while you build your network. However, Inman News reports that many new agents struggle with purchased leads because they lack the systems, scripts, and experience to convert them effectively.

Related article: Building Your Sphere of Influence: The Real Estate Agent’s Blueprint for Sustainable Growth

Buying leads makes sense for new agents if:

• You have 6-12 months of living expenses saved (leads take time to convert)
• You have a proven follow-up system in place
• You’re willing to respond within 5 minutes, every time
• You can afford the investment without closing deals immediately
• You have a coach or mentor helping you with conversion

Skip purchased leads if:

• You can’t afford to invest $3,000-10,000+ without seeing immediate returns
• You don’t have a CRM or follow-up system
• You’re not comfortable with aggressive prospecting
• You haven’t practiced your scripts and presentations

For Established Agents

Experienced agents with strong conversion skills often see better ROI from purchased leads. According to industry research, top-performing agents typically convert 3-5% of purchased leads into closed transactions—double the average agent’s conversion rate.

The math for established agents: If you invest $10,000 annually in leads, receive 200 leads, convert 4% (8 deals), and average $10,000 in commission per deal, you generate $80,000 in gross commission income—an 8X return. However, if you convert at just 1% (the average), you only close 2 deals for $20,000, making it a marginal investment.

Making Purchased Leads Work: Essential Strategies

If you decide to buy leads, these strategies are non-negotiable:

Implement a bulletproof CRM system. Use platforms like Follow Up Boss, LionDesk, or Salesforce to ensure no lead falls through the cracks. Top agents contact leads 8-12 times before giving up.

Respond immediately. Inside Sales reports that calling within 5 minutes increases conversion by 400%. Set up notifications and commit to instant responses.

Create a multi-channel follow-up sequence. Combine phone calls, texts, emails, video messages, and direct mail. Persistence wins with purchased leads.

Track everything religiously. Monitor cost per lead, conversion rates, time to conversion, and ROI by platform. Cut what doesn’t work, double down on what does.

Start small and test. Begin with a 3-month pilot program on one platform. Once you prove profitability, scale up or diversify.

Related article: The Ultimate Guide to CRM Platforms for Real Estate Agents: Boost Your Client Relationships and Close More Deals in 2025

The Bottom Line: Should You Buy Leads?

Buying real estate leads can absolutely work as a business strategy, but it’s not a silver bullet. The most successful agents use purchased leads as one component of a diversified lead generation approach that also includes:

• Sphere of influence marketing
• Past client nurturing and referral programs
• Content marketing and SEO
• Open houses and farming
• Strategic partnerships with lenders and other professionals

For new agents with limited capital, consider starting with lower-cost options like Facebook ads or focusing on free methods like sphere outreach until you build conversion skills and financial reserves.

For established agents with proven systems and conversion abilities, purchased leads can significantly accelerate business growth—but only if you’re willing to invest in the technology, processes, and consistent follow-up required to maximize ROI.

Remember: the lead is just the beginning. Your success depends entirely on what you do after the lead comes in.

Action Plan: Getting Started with Purchased Leads

1. Calculate your break-even point. Determine how many transactions you need to close to justify your investment.
2. Audit your current systems. Ensure you have a CRM, scripts, email templates, and follow-up processes ready.
3. Research 2-3 platforms that align with your budget and market. Request demos and speak with current users.
4. Set up tracking. Create a spreadsheet to monitor every lead, every dollar spent, and every outcome.
5. Commit to a 90-day test. Give yourself enough time to learn and optimize before making long-term decisions.
6. Continuously educate yourself. Invest in training, coaching, and skill development to improve your conversion rates.
7. Maintain balance. Never rely solely on purchased leads. Build your business on a foundation of referrals and relationships.

The real estate agents who succeed with purchased leads are those who treat them as a serious business investment, not a magic solution. With the right platform, proper systems, and unwavering follow-up, buying leads can be a powerful tool in your business growth arsenal.