Are You Really Prospecting… or Just Hoping?

Yet so many agents treat it like an afterthought. 

Are you one of them? 

If you are, don’t judge yourself too harshly. 

The housing market has shifted in ways we couldn’t have predicted. In 2024, the median price for existing homes hovered around $400,000, but what really mattered was that agents who actively prospected saw up to a 15% bump in their GCI compared to those who simply waited around for leads to come knocking.

So, what exactly is prospecting? It’s not just sending out a postcard every six months (though that might help).

It’s a daily, weekly, and monthly ritual of actively finding buyers and sellers before they ever think of calling someone else. It’s the phone calls, the pop-bys, the emails, and yes—sometimes the awkward follow-up texts.

Of course, it’s easier said than done. 

We’ve all felt that pang of call reluctance or the sting of “No, I’m not interested.” (Ouch.) But the truth is, every successful agent I know overcame those jitters by focusing on mindset.

If you find yourself thinking, “I’m not a natural salesperson,” join the club. In 2025, it’s not about being the slickest talker—it’s about being persistent, authentic, and ready to serve. 

That’s your ticket to a heftier GCI this year and beyond.

Don’t Underestimate the Power of a Letter

In an era when everyone’s drowning in email spam, a handwritten letter has become almost magical. 

Seriously—who expects a real, ink-on-paper note these days? 

When your prospect sorts through junk mail and spots that personalized envelope, their curiosity level skyrockets. 

And that’s exactly what you want: attention.

Make your letter feel relevant. Toss in a few relevant neighborhood stats from the previous month (like the average days on market or a recent record-breaking sale down the street). 

Show them you’ve done your homework and that you genuinely care about their little corner of the world. 

Then close with a clear call to action—inviting them to book a quick call with you or check out your online CMA tool.

What happens after you send the letter matters just as much. Follow up with a quick phone call to see if they got it. 

Jot down your response and open rates in a simple spreadsheet or CRM. (Some agents claim up to a 35% response rate for truly personal letters, especially around springtime—just saying.)

The goal isn’t just one letter; it’s turning “no idea who you are” into “actually, let’s talk.”

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Circle Prospecting: Your One-Two Punch

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Picture this: you’ve just listed or sold a home in a neighborhood. Instead of patting yourself on the back and moving on, it’s time to circle-prospect. 

That means targeting homeowners around that property to let them know what happened—and, subtly, what you can do for them.

Start with a postcard or letter announcing the sale. 

Mention how quickly the home sold or the final price. Then follow up with a call or a friendly knock on the door. 

Yes, that might feel a bit old-school, but trust me—face-to-face still crushes for agents.

You’d be surprised how many neighbors are curious about the local market (and maybe even toying with the idea of selling).

If door-knocking isn’t your thing, skip straight to digital outreach. 

A text message or a social DM can also work wonders, especially if you’ve got a CRM to keep track of these conversations. Otherwise, check out Mojo.

Segment those neighborhoods with the highest turnover rates, and set up a regular rotation. 

The idea is simple: leverage your win in that area to generate more leads.

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Nerd Out With Predictive Analytics 

These days, guessing who might sell or buy soon is as outdated as cold-calling from the Yellow Pages. 

Instead, platforms like SmartZip or Offrs gather reams of local data—think property ages, ownership tenure, mortgage details—and use it to calculate which homeowners are most likely to move next.

You don’t have to be a data geek to love that. 

Imagine focusing your prospecting on the top 10% of homeowners who have a high probability of selling. 

Instead of blasting a thousand random addresses, you work smarter (and usually spend less). 

If you’re paying for data, track whether your predicted leads actually turn into appointments. 

Adjust your outreach accordingly—maybe you follow up more frequently with that “hot” list, or you refine your mailers based on the data’s accuracy. The key is consistent analysis. 

You can’t just buy a list and hope for the best.

And yes—use this data ethically. 

People get touchy about privacy, so stay compliant with regulations and respect do-not-call lists. 

Data is powerful, but so is your reputation.

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Get in Their Space (Face Time With Real Estate Prospects)

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Let’s be honest: emails and texts can only take you so far. There’s nothing like showing up in person, sipping coffee with someone, and chatting about their real estate dreams. Face-to-face interactions build trust way faster than digital clicks.

Try hosting a casual coffee meetup once a month—invite your hot leads and past clients. Don’t make it a formal seminar; keep it relaxed and friendly. The goal is to put a face to your name and let folks see you as a real human, not just “that agent.”

If you’re doing a lot of cold calling, push for a quick in-person meeting when the conversation feels warm. It’s often easier to forge that connection when they see your smile (and you see their body language). And if you’re attending community events or sponsoring local gatherings, be sure to talk with attendees, not just hand out business cards and bail.

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Think “Helping,” Not “Bothering” (You’re Providing Value)

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Does the idea of calling strangers make your palms sweat? I get it. But when you flip the script—seeing prospecting as a way to help people—you’ll start to relax. You’re not just “selling.” You’re guiding folks who might feel clueless about interest rates, local market shifts, or the best times to buy and sell.

Position yourself as the local expert who’s done the homework. Offer free home valuations, a quick neighborhood analysis, or a list of local contractors you trust. Show that you’re genuinely invested in their success.

When you focus on service, the fear of rejection fizzles a bit. Not everyone’s ready to list today, but the ones who are will appreciate your willingness to step in and provide real value. And hey—sharing a testimonial or a mini case study can help too: “I helped another local family navigate the sale process. Happy to do the same for you.”

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Make Your Weekly Goals About Work & Your Long-term Goals About Results

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You can’t always control how many leads say “yes” in a given week. But you can control how many calls you make. That’s where process goals come in. If you say, “I’m gonna reach out to 20 new leads a day,” that’s a tangible action.

Long-term, of course, you want new listings and closings. You want to see your GCI balloon into something you can brag about. But if you fixate too hard on “I must get three listings this week,” you’ll drive yourself crazy. Focus on consistent habits—like daily calls, weekly mailers, or monthly meetups.

A simple lead generation plan or template can keep you on track. Write down your daily tasks (calls, emails, social DMs) and check them off. Then step back monthly to see your bigger milestones. The magic is in the balance: do the work now, so the results stack up later.

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Use an Autodialer to Improve Your Efficiency

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Cold-calling can feel like a slog, but tools like REDX, Mojo Dialer, or Vulcan7 make it less painful. In fact, they can double or triple your call volume, and more dials = more conversations, period.

Imagine setting up your script—something genuine, not too “salesy”—and letting the dialer handle the busy work. You get patched through only when there’s a live person on the line. That’s a huge time-saver compared to manually punching in numbers all afternoon.

Just don’t go overboard. Sure, you can blast through hundreds of calls in a day, but if you sound like a robot, that’s a quick path to a dial tone. Find the balance between volume and sincerity. Have a handful of objection-handling lines ready—like what to say if someone immediately goes, “Not interested!” or “How’d you get my number?” Being prepared for real-time pushback is half the battle.

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Build a Website That Generates Leads

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Not gonna lie—if you’re an agent in 2025 without a legit website, you’re missing out. The look and feel matter (people judge within seconds), but there’s more to it. You need clear property search functions, local market reports, and a super-obvious way to contact you.

Sprinkle in some local keywords, too. Something like “homes for sale in [Your Town]” can help you rank on search engines. If you want to go next-level, consider adding landing pages that exchange a free local market guide for a visitor’s email address. That’s how you build your list.

And if you’ve got the budget, throw in a chatbot or a live chat plugin. People are impatient—if they can’t get answers immediately, they’ll bounce. This way, you or someone on your team can catch leads right when they’re curious. Once they’re in your orbit, you can nurture them through email or text drip campaigns.

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Ready to Go Social?

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Most real estate agents are on Facebook or Instagram. But are they actually connecting—or just posting bland listing alerts? To stand out, you gotta do more than what the average agent is doing. Think about short-form content: a quick reel on Instagram explaining “3 hacks to sell your home faster,” or a 15-second TikTok about local market shifts in 2025. People have short attention spans—meet them where they’re at.

Stories are especially powerful if you want to grow a personal brand. You can share a day-in-the-life snippet, show behind-the-scenes of a listing prep, or answer quick questions in real time. That intimate, raw vibe gets people hooked. They start to see you as a human they can relate to, not just “some agent.”

And yes, you can absolutely cold DM people who’ve shown interest—maybe they liked a post about your open house or commented on your market update. Don’t be spammy. But if they interacted, shoot them a quick thank-you or ask a follow-up question. You’d be surprised how many folks are open to chatting further. Social is about building your brand and forging legit connections, not just shouting into the void.

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Dedicate 90 Minutes Each Day to Prospecting

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If you’re not blocking off at least 90 minutes every day to prospect, where’s your pipeline coming from? Seriously—prospecting is that important. And if you don’t do it first thing in the morning, you’ll probably push it to “later,” which becomes never.

Keep it simple. Start your day with a dedicated prospecting window—calls, texts, social DMs, whatever works. Make sure nothing interrupts you: no checking email or scrolling memes. This is your money-making time.

A lot of top agents lean on accountability partners or small groups for motivation. If you know someone’s expecting you to hit your numbers, you’re less likely to blow off your calls. And if you need variety, batch your tasks: Monday for circle prospecting calls, Tuesday for FSBO outreach, Wednesday for social DM follow-ups. The main thing is consistency, because over weeks and months, these small actions explode into massive results.

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Call Expired Listings. Every. Single. Day.

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Expired listings are the dream scenario for one reason: these homeowners wanted to sell—and probably still do—but something went wrong. Maybe the price was off, maybe their last agent dropped the ball. Whatever it was, these people are likely frustrated yet still motivated.

‍Step one: learn the background. Check the original list price, how long it was on the market, and any pictures or old listing notes you can find. That’s your ammo. If you call them without context, you’ll sound clueless. If you call them knowing the property’s ins and outs, you’ll come across as a solution.

‍Step two: reach out ASAP. Don’t wait a week after the listing expires. By then, 10 other agents have already spammed them. Speed is your friend—some agents call at 8 a.m. the day the listing goes off market.

Finally, show them how you’d do things differently. Maybe a more strategic price drop, better staging, or targeted marketing to serious buyers. Follow up often (because these leads can be hot one minute and cold the next). Stay on their radar, and eventually, you’ll land that “We’re ready to relist” call. 

Our Expired Marketing Blueprint shows you exactly how to craft letters that get noticed and get responses. If you want to make your expired listing mailers stand out, click here to start your free trial with Listing Leads today. 

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FSBOs: The “No, I Can Do It Myself” Crowd 

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For Sale by Owner folks are a stubborn bunch. They think they’re saving thousands on commission—until they get overwhelmed by marketing costs, buyer negotiations, or the legal side. If you’re patient, you can show them you’re worth every penny.

When you call FSBOs use the right script but, expect the pushback: “I don’t need an agent,” or “I’m not paying commission.” Don’t panic. Be patient. And be helpful. 

Offer something valuable for free. Maybe a quick price analysis or a staging checklist. Show them you’re not just there to collect a check; you genuinely want to help them sell faster and at a better price. Consistent follow-up is crucial. A lot of FSBOs eventually realize they need help—but they’ll only choose you if you stayed in contact while they struggled. Act like you have the job, before you have the job, so you can get the job.

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Embrace the Word “No”

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You’ll hear “No” more than “Yes.” That’s just how prospecting goes. But each “No” is kinda like a checkpoint. It means you’re trying. It also means you’re one step closer to that “Yes.”

Shift your mindset. You can even gamify it. Set a goal: “I’m going to collect 10 Nos today.” By the time you get them, you’ll usually have a couple of Yeses too. The more you prospect, the more comfortable you become with rejection.

Another trick: track your call-to-appointment ratio. If you discover that for every 20 calls, you land one meeting, then every “No” feels less personal. It’s just part of the numbers game. And if you’re really struggling, practice with a friend or mentor. Role-play some likely scenarios. Trust me: you’ll build your resilience muscle in no time, and that word “No” won’t sound so terrifying anymore.

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Send Direct Mail – It’s Still King

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Believe it or not, plenty of prospects—especially older homeowners—still check their mail daily. A well-designed postcard or letter can capture attention in a way your online ads might not. It’s tangible, it’s in their hands, and it has a visual impact.

Postcards are quick to read. You can highlight a recent sale or feature a mini market snapshot. Handwritten letters (the real ones) feel super personal. Either way, time your mailing with a follow-up phone call or voicemail drop. That multi-touch approach often amplifies results.

As for tracking your ROI, set up custom URLs, phone numbers, or QR codes on your mailers. This way, you can see who actually responds. Then double down on the zip codes or niches that work best. If you think direct mail is outdated—don’t. I’ve seen agents double their listings in six months by consistently sending out targeted postcards.

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Stay on Their Radar

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Real estate decisions don’t always happen overnight. Sometimes a lead you talk to in January might not be ready to move till December. That’s why nurturing is everything. Think of it as polite, regular check-ins that keep you top of mind without feeling spammy.

You can automate a good chunk of this. Most CRMs let you set up drip campaigns—automated emails or texts that go out at specific intervals. Maybe you send a monthly market update or a local events calendar. Add a personal touch by referencing something the lead mentioned on a call: “Hey, how’s your daughter liking that new soccer league?”

Your job is to build trust over time. Don’t just hammer them with “List now!” messages. Provide real content they actually want, like home maintenance tips or monthly local market stats (I’ve seen open rates spike when agents mention neighborhood news or new restaurants). Over the long haul, those little touches build a relationship—and guess who they’ll call when they’re finally ready to sell or buy?

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Ready to Make a Change?

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You’ve got a killer list of strategies: handwritten letters, circle prospecting, predictive analytics, even good old-fashioned face-to-face chats. The big takeaway? Consistent, genuine outreach—paired with modern data tools—sets you apart in a hyper-competitive market.

I challenge you: pick one or two tactics from this article and apply them immediately. Don’t wait for the “perfect” moment. Maybe you start with a 90-minute call block each morning or whip up a new postcard campaign for your next circle prospect. Just do it, track your results, and build from there.

Don’t forget: the best agents aren’t lucky—they’re persistent. They measure their outcomes, refine their approaches, and double down when something works. That’s how they skyrocket their GCI and turn a “maybe next year” lead into a raving client. Are you in? Let’s do this.

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