.png?width=180&height=65&name=Untitled%20design%20(29).png "Untitled design (29)")
Social media is not magic. It’s not a lottery ticket. It’s not some enchanted well you toss a post into and pray for leads to appear.
But it is one of the best, most scalable, long-term, organic lead machines if you understand how to work it properly.
Here’s the catch: not everybody wins on social.
Some people grind for months and hear crickets. Others step in and start getting leads rolling in with consistency.
Why?
Because the people who find leads on social think and behave differently. They don’t just exist on social — they know how to work the system.
Today, I want to break down the types of people who typically win on social media, how they use it, the content they put out, where they’re active, and how many leads a month they can realistically find.
If you want to generate leads without running ads, these are the people you want to model.
Let’s go.
The 4 Types of People Who Typically Find Leads on Social Media
Not everyone is cut from the same cloth on social. In fact, most people are simply scrolling and lurking. That’s why they never get traction.
But the people who consistently find leads, uncover opportunities, and build authority usually fall into one (or more) of these four types:
The Community Builder
These are the people who own the room.
They don’t just post.
They build communities.
They’re the people who create Facebook groups, host networking events, start local community pages, or run niche forums.
They build a space where other people want to gather.
How They Use Social:
They start and actively manage their own Facebook group.
They’re in the comments constantly.
They prompt conversations, ask questions, and stir the pot (in a good way).
They rarely “sell” directly — they build trust by being the connector.
The Content They Post:
Community updates
Tips, tools, and resources that help their niche
Polls and conversation starters
Success stories from group members
Local shoutouts and celebrations
Where They’re Active:
Facebook groups (their own and others)
Community-based Instagram accounts
Local Facebook pages
Niche LinkedIn groups
Typical Lead Flow:
A well-run group can easily produce 10-30 warm leads per month, sometimes more, once it gains momentum.
The Active Commenter & Messenger Pro
This person doesn’t build the stage — they work the room.
They’re visible, present, and always in the mix.
They know that the gold is in the comments and DMs, not just the newsfeed.
How They Use Social:
They jump into comments on other people’s posts to add value, answer questions, and show expertise.
They regularly slide into DMs to continue conversations.
They tag people who need help in posts where they can add value.
They’re in 5-10 Facebook groups where their prospects or referral partners hang out.
The Content They Post:
Educational posts that showcase their knowledge.
Relatable posts about their life and work.
Personal wins and behind-the-scenes moments that build trust.
Where They’re Active:
Facebook groups (other people’s groups)
Instagram comments
LinkedIn posts and comment threads
Typical Lead Flow:
When done right, this style can generate 5-15 warm leads per month.
It requires consistent visibility, but it works because they’re always top-of-mind.
The Authority Content Creator
This is the educator, the storyteller, the “go-to” resource.
They win by being everywhere with content that teaches, entertains, and positions them as the expert.
They’re not chasing people in the DMs — they attract leads by building a feed full of valuable, sharable content.
How They Use Social:
They post original content 4-6 times per week.
They use a mix of videos, written posts, carousels, and stories.
They reply to every comment to keep engagement high.
The Content They Post:
Educational breakdowns (how insurance works, how to save, how to avoid mistakes)
Personal stories that showcase their mission or struggles
Client wins and testimonials
Strong, opinionated takes on industry topics
Visual content like infographics and quick-hit carousels
Where They’re Active:
Facebook personal profile
Instagram feed and stories
LinkedIn feed
TikTok or YouTube (for those leaning into video)
Typical Lead Flow:
Content creators can consistently pull 10-20 inbound leads per month when they’re publishing regularly with high value.
When they add a little DM follow-up on top of that? It can double.
The Local Influencer
This isn’t a celebrity influencer.
This is the person everybody in town seems to know.
They’re connected to schools, local businesses, community events, charities, sports teams — and they’re constantly showing up in their local newsfeed.
How They Use Social:
They promote local businesses (without expecting kickbacks).
They show up to community events and post about them.
They champion local causes.
They celebrate people in their town — birthdays, achievements, local heroes.
The Content They Post:
Pictures at community events
Shoutouts for local businesses
Coverage of charity events and fundraisers
Personal stories about life in the town
Occasional, tasteful reminders of what they do for work
Where They’re Active:
Facebook personal profile
Local community Facebook pages
Instagram with heavy use of local hashtags
Tagging local businesses on all platforms
Typical Lead Flow:
Local influencers can find 15-30 leads per month when they really lean into the community.
The trust factor is incredibly high because their name is tied to the town, not just their agency.
The Social Habits That All Four Have in Common
While these four types work social media differently, they all have a few common behaviors that make them successful:
They show up consistently.
Leads don’t pop for the person who posts once every three weeks.
They play the long game.
Social isn’t hunting — it’s farming. It’s about planting seeds, not chasing deals.
They actively engage, not just broadcast.
The real traction comes from the comments, DMs, and conversations — not just the post itself.
They give more than they take.
They show up with value, humor, help, support, and guidance — not just pitches.
They’re fully transparent.
Their audience knows what they do, but nobody feels sold to. It’s an “I’m here if you need me” energy.
What You Should Expect For Lead Flow (Realistically)
Let’s talk real numbers.
If you’re just starting out and you lean into social the right way — you should expect 5-10 warm leads per month within the first 60-90 days.
If you build momentum and stay consistent, it’s not uncommon to get to 15-30 leads per month organically inside six months.
When you really lean in — building a community, showing up in DMs, creating content, and embedding yourself in your local market — social media can drive 50+ leads per month for free, without running a single ad.
But here’s the thing:
Social media leads tend to compound.
Your first 30 days will feel like you’re talking to a wall.
Your next 30 days will feel like people are starting to notice.
Your third 30 days?
That’s when the “Hey, I saw your post and thought of you” messages start popping.
It’s all about consistency and compounding visibility.
The Bottom Line
There’s no one-size-fits-all on social.
But if you want to win there, you need to model the people who are already winning:
Build community.
Be present in the comments and DMs.
Create valuable, sharable content.
Get involved locally.
Show up like clockwork.
Social media doesn’t reward perfection.
It rewards consistency, authenticity, and showing up with the right energy.
When you play it that way, the leads come — consistently and organically.
