Successful real estate agents know that prospecting is what keeps the business flowing. But with more competition and evolving marketing tools, traditional tactics need a refresh. Whether you’re new to real estate or refining your outreach, here are seven proven ways to find and win more listings.
- Circle Prospecting
- Expired and Withdrawn Listings
- FSBO (For Sale by Owner) Outreach
- Geographic Farming
- Past Clients and Sphere of Influence
- Digital and Social Prospecting
- Data-Driven Cold Calling
Circle Prospecting
When you close a sale, don’t stop there. Contact homeowners within a specific radius of your recent transaction to let them know about the sale and gauge interest in selling. Circle prospecting works because it’s geographically targeted and rooted in recent market activity. These two elements spark curiosity in what you have to offer.
You can show potential clients recent results you’ve achieved and demonstrate that their market is active. This can be especially effective when you have just closed a deal in their neighborhood. After all, you’ve just shown that you can make a sale and generate a profit for your clients.
Expired and Withdrawn Listings
Many agents overlook the potential in expired or withdrawn listings. These homeowners have already shown intent to sell but often have had a poor experience. Use a respectful, solutions-oriented approach. Acknowledge their frustration and explain what you’d do differently.
Back up your talk with a custom marketing plan. Don’t hesitate to be honest with clients. That’s something they may have lacked in their previous listing experience. For example, if their home was overpriced or the photographs were of poor quality, tell them.
FSBO (For Sale by Owner) Outreach
FSBO sellers often underestimate the complexity of marketing and negotiating their own home sale. By offering genuine help, you position yourself as a resource first and a salesperson second.
Everyone knows you want the listing. That’s a given. But FSBO owners are particularly resistant to being marketed to. When you lead with value, these relationships can turn into listings once the seller is ready for professional support.
Geographic Farming
Choose a specific neighborhood and become its local authority. Consistency is what it takes to win people over. Send out mailers and newsletters to introduce yourself. Get involved in community events so that they get accustomed to seeing your name and face.
Geographic farming is one of the most reliable long-term prospecting methods because it builds brand recognition that snowballs over time. Just make sure you don’t let off the gas once you start getting some momentum. If you do, another agent can swoop in and fill that gap.
Past Clients and Sphere of Influence
Referrals remain one of the best sources of new business for agents. Regularly reach out to your database of past clients, friends, and family. Make sure to ask for referrals as you wrap up deals with satisfied clients. That is when their sense of satisfaction is at its highest.
Keep these connections going and make sure they provide value in both directions. With that in mind, send your past clients home maintenance reminders or flyers about neighborhood events. Staying top-of-mind leads to repeat listings and introductions to new clients.
Digital and Social Prospecting
Social media is today’s open house. Use platforms like Instagram, LinkedIn, and Facebook to share client success stories, property videos, and neighborhood insights. Combine organic engagement with paid local ads to reach high-intent audiences.
Tools that automate posting and follow-up can save you hours every single week while keeping your brand visible.
Don’t feel the need to be active on every platform out there. Choose a few channels to focus on and grow from there. Once you have a handle on everything, consider adding one or two more to the mix. Choose social media platforms that match your target audience and marketing style.
Data-Driven Cold Calling
Cold calling is still powerful when done intelligently. Don’t waste time dialing random numbers. Use data-backed tools that identify likely movers based on factors like how long they’ve lived there, demographic trends, and estimated equity in the property.
Modern prospecting services can help you access DNC-compliant, targeted lists so that every call is compliant and strategic. Make the most of every call and fill your pipeline with warm leads who are ready to convert.
The New Prospecting Mindset
The old-school approach to prospecting real estate clients is all about the grind. It’s about hustling day after day until you build momentum and get a solid pipeline of clients.
While you still have to be willing to put in the work, prospecting in 2025 is no longer about volume. Precision and personalization allow you to focus your time where it matters most. That’s how you win in real estate in 2025.
Every successful agent has one thing in common. They never stop prospecting. By using these seven proven strategies and consistently refining your approach, you can fill your pipeline with warm leads.
Unlock the full potential of your real estate business with our portfolio of sales side prospecting tools. The ArchAgent Suite is built specifically to maximize your time by generating quality leads to help you grow your listing inventory as easily, economically and efficiently as possible. Stay ahead of your competition with our powerful technologies and leads designed to help agents succeed and prosper.
Steve Cortez is a seasoned real estate professional with decades of experience and owner of ArchAgent. ArchAgent brings together the tools and resources the country’s top real estate agents rely on in a single package for a low cost.