Innovative Lead Generation for New Agents: Get Out There!
You can learn about lead generation forever. At some point, you have to go do it. This course shows you how to meet people, build real relationships, follow up with purpose, and ask for the appointment without becoming “that agent.”
Turn vague advice to “network more” into practical choices about where to show up, who needs your attention, and what to do next.
Lead Instructor: Stu Morse
You prepared. Now put the foundation to work.
Understand what needs to be in place.
Get Ready helps you understand leads, your sphere of influence, prospecting, databases, networking choices, CRM fundamentals, nurturing concepts, and follow-up readiness.
Put those ideas into action.
Get Out There moves into applied networking, lead segmentation and prioritization, useful follow-up, appointment conversations, and long-term relationship care.
The courses complement one another, but Get Ready is not presented as a required prerequisite.
Getting out there does not mean being everywhere.
If you try to join every group, test every strategy, and spend money on every idea, you can become a real estate Tasmanian devil. You spin from one thing to another, spread yourself too thin, and burn out before any approach has time to work.
Choose what fits.
Pick involvement that makes sense for you now.
Give it attention.
Let a few good choices have enough time to work.
Keep showing up.
Become familiar through reliable participation.
Be a person first.
Let people meet you, not a walking sales pitch.
You don't have to do everything all at once. You don't have to do everything, period.
Find better places to show up.
Small-scale networking is personal. It gives you room to participate, contribute, and get to know people without treating every conversation like a pitch.
Community and service
Volunteer organizations, service groups, local projects, and causes you genuinely care about.
Neighborhood and school
Community associations, parent groups, school activities, and local gatherings.
Hobbies and interests
Book clubs, gardening groups, creative interests, and other shared activities.
Sports and recreation
Leagues, fitness groups, outdoor activities, and the social circles that grow around them.
One-on-one relationships
Coffee, lunch, informal conversations, and time spent getting to know someone beyond a meeting.
Online connections
Useful participation in group updates, virtual gatherings, social conversations, and individual follow-up.
Let people get to know you before you ask them to hire you.
- STEP 01
Show up
Attend, participate, and learn how the group works.
- STEP 02
Contribute
Offer time, ideas, encouragement, or practical help.
- STEP 03
Become familiar
Give real conversations room to happen.
- STEP 04
Build trust
Let people see how you listen and follow through.
- STEP 05
Business can follow
A real estate need may lead to a conversation, client, or referral. There is no guarantee and no need for a hard sell.
Not all leads need the same thing.
Simple categories help you decide who needs attention sooner, who needs steady nurturing, and who belongs in a longer-term relationship plan.
Needs attention sooner
Showing stronger urgency, engagement, or readiness.
Interested, not ready yet
Engaged and exploring, but not prepared to make a move.
Longer-term relationship
Earlier in the process or on a longer timeline. Stay useful without crowding them.
Temperature is only one part of the picture.
The course also explores the factors that make follow-up more relevant. Categories are working tools, not permanent labels.
“I don't want to bother people.” Good. Don't.
Useful follow-up is relevant, personal, and timed to the lead's situation. It shows that you listened and gives the person a reason to remember you.
Every contact should have a reason beyond “just checking in.”
- A relevant listing
- A useful market update
- A thoughtful call, text, or email
- A handwritten note
- A selective personalized video
- A helpful buyer, seller, or homeowner resource
- A question tied to the last conversation
- Communication matched to the person's timeline
When the signs are there, make the next step easy.
A lead has engaged. You've built rapport. You've stayed useful. Now the conversation may be ready to move toward a meeting.
Notice readiness
Look for meaningful engagement, questions, urgency, or interest in next steps.
Make it useful
Connect the appointment to the lead's situation, questions, or goals.
Be specific
Offer a clear reason to meet and make scheduling simple and flexible.
Handle hesitation
Ask open-ended questions, listen to the concern, and respond without pressure.
Close confidently
Confirm the next step clearly, then keep the interaction personal.
After the closing is still lead generation.
A past client can still benefit from useful homeowner information, maintenance reminders, home-value conversations, purchase-anniversary notes, and personal touches that fit the relationship.
- Lead
- Relationship
- Client
- Closing
- Past client
- Relationship continues
Continued service can help you remain a trusted resource and may support future repeat or referral relationships. It is ongoing care, not a guarantee of future business.
Learn how to work the relationships behind your future business.
Put networking into practice
Choose involvement that fits your interests, schedule, and ability to participate authentically.
Build without hard selling
Contribute, become familiar, and let trust grow through consistent participation.
Categorize and prioritize
Use temperature, source, client needs, engagement, urgency, and readiness to guide attention.
Use simple systems well
Keep notes, use CRM reminders or a spreadsheet, and reassess lead status as things change.
Follow up with purpose
Make communication useful, personal, consistent, and appropriate to the lead's timeline.
Stay memorable
Use relevant information, questions, notes, calls, texts, emails, and selective video.
Ask with confidence
Recognize readiness, explain the value of meeting, offer flexibility, and make the next step clear.
Nurture after a transaction
Stay useful through homeowner information, reminders, value conversations, and personal contact.
This course offers practical relationship-based lead-generation education. It does not promise clients, transactions, income, or a guaranteed conversion result.
Move from action to relationships, follow-up, and the ask.
The course follows four connected areas, each building toward more useful conversations and stronger relationship care.
Get Active With Lead Generation and SOI
Move from lead-generation theory into practical relationship-building and the first steps of small-scale networking.
Existing connections, community involvement, one-on-one meetings, online engagement, and relationship maintenance
Small-Scale Networking Works
Explore ways to participate in community, service, neighborhood, school, hobby, recreation, and other groups without becoming the person everyone avoids.
Authentic participation, group culture, consistent involvement, service, leadership, and selective networking
Nurture Your Leads With Purpose
Learn how to categorize, prioritize, organize, follow up with, and communicate with leads according to their needs and readiness.
Lead temperature, source, geography, client type, CRM use, personalization, timing, and useful follow-up
The Art of the Ask: Getting an Appointment
Learn how to recognize readiness, ask for the meeting, handle hesitation, and keep valuable relationships going after the transaction.
Timing, open-ended language, appointment value, flexibility, confidence, clear next steps, and post-closing care
For agents ready to put relationship-based lead generation into practice.
You need a more focused way to network, nurture, and ask.
- You are newly licensed or early in your real estate career
- You understand SOI but are not working it consistently
- Networking feels awkward, vague, or overwhelming
- You have contacts but no useful prioritization system
- You follow up inconsistently or worry about bothering people
- You struggle to recognize when to ask for an appointment
No advanced ad funnels or high-pressure sales tactics.
Get Out There focuses on practical relationship-based lead generation for agents building their business foundation. It does not promise guaranteed clients or transactions.
Get Out There is agent career education. It complements brokerage training and does not replace broker guidance, pre-licensing education, or mandatory state continuing education.
“This is the practical side of ‘go network’ that someone should have explained.”
Why ACE?
Brokerages need to teach their systems, policies, contracts, compliance responsibilities, and operations. That work matters.
Agent Career Education focuses on the individual agent's career-building knowledge. Get Out There addresses the questions that appear after someone tells you to network, nurture leads, and ask for business, but does not explain how to do any of it without feeling pushy or scattered.
Learn with Stu Morse.
Stuart “Stu” Morse
ACE Lead Instructor · Chief Education & Strategic Officer
Stu is the front-facing instructor throughout ACE's curriculum. In Get Out There, he helps connect lead-generation principles to the real work of networking, nurturing relationships, following up, and moving toward an appointment.
His role is to make the course's ideas understandable, realistic, and useful in an agent's actual work.
Frequently Asked Questions About Get Out There
Get clear answers about the course, how it relates to Get Ready, and what the training covers.
Is Get Out There for brand-new real estate agents?
Yes. Get Out There is designed for newly licensed and early-career real estate agents who want practical help with relationship-based networking, lead organization, follow-up, nurturing, and appointment conversations.
Do I need to take Get Ready first?
No prerequisite has been established. Get Ready and Get Out There complement one another. Get Ready focuses on the foundation, while Get Out There moves into deeper application and action.
What is small-scale networking?
Small-scale networking means building relationships through personal connections, community and service groups, neighborhood or school activities, hobbies, recreation, one-on-one meetings, and online engagement. The emphasis is on authentic participation, not treating every person like a lead.
Does the course teach cold calling?
Get Out There is not a dedicated cold-calling course. It covers practical phone, text, email, social, and personal follow-up within a broader relationship-based lead-generation approach.
Does it teach lead follow-up?
Yes. The course covers consistent, useful, personalized follow-up through calls, texts, emails, social engagement, notes, relevant information, CRM reminders, and communication matched to the lead's situation.
Will I learn how to prioritize hot, warm, and cold leads?
Yes. The course explains hot, warm, and cold lead categories and also considers source, geography, client type, engagement, urgency, and readiness. These categories guide your attention; they do not guarantee conversion.
Does it cover CRM use?
Yes. The course explains how a CRM can support notes, reminders, segmentation, prioritization, and follow-up. A well-organized spreadsheet can also be a practical starting point for a new agent.
Does it teach scripts for asking for appointments?
The course provides practical language and examples for asking for a meeting, including timing, value, flexibility, specificity, confidence, and handling hesitation. It is not presented as a one-size-fits-all script library.
Is the course specific to one brokerage?
No. Get Out There is agent-centric rather than brokerage-specific. It is designed to complement the systems, policies, guidance, and required training provided by your broker.
Is the course self-paced?
Yes. Get Out There is an online, self-paced course, so you can work through it on your own schedule.
How long do I have access?
You receive lifetime access to the course after enrolling.
What is the difference between Get Ready and Get Out There?
Get Ready establishes foundational understanding around leads, SOI, prospecting, databases, networking choices, CRM fundamentals, nurturing concepts, and follow-up readiness. Get Out There moves into applied networking, lead prioritization, purposeful follow-up, appointment conversations, and continued relationship care.