As a real estate agent, circle prospecting can help you generate new business and build your brand. By focusing on a defined neighborhood, you can position yourself as the go-to local expert, develop relationships with homeowners, and open up valuable opportunities.
Here are some actionable tips and techniques to help you make the most out of circle prospecting.
What Is Circle Prospecting?
Circle prospecting is a proactive lead generation strategy where you focus on connecting with homeowners in a specific geographic area — usually near a recently sold or listed property.
Rather than relying on leads to come your way, you proactively reach out to start conversations, share market knowledge, and identify prospective buyers or sellers. A lot of homeowners aren’t out actively looking for an agent, but with the right information at the right time, they may just be convinced to act.
Know Your Market Inside and Out
Before contacting homeowners, get up to speed on the market. Research the latest sales, monitor property values, and note any recent or upcoming changes, such as new schools or infrastructure projects.
The research allows you to target your outreach efforts. And when you’re aware of what’s going on in the neighborhood, you can have real conversations — conversations that feel personal. To homeowners, you’ll come across as someone who understands their community and has insights that not just any real estate agent can offer.
Reach Homeowners Through Multiple Channels
Relying on just one outreach method can limit your potential. Even if phone calls are a staple within circle prospecting, coordinating those calls with emails, direct mail, social media, and even in-person visits can help you create more meaningful connections.
Each channel offers something a little different:
- Phone calls provide the opportunity for real-time interaction and instant feedback
- Emails allow you to send information, including follow-ups, at scale
- Social media allows you to connect with the community in places where people already spend time
This multichannel strategy does two things: It boosts your chances of reaching prospective clients, and it allows you to meet them where they’re most comfortable.
Create Scripts That Spark Real Conversations
To create a strong script, start with personalized details (such as recent activity in the market or comparable sales in the neighborhood) to establish your credibility. This demonstrates to homeowners that you’re knowledgeable and dialed in on their local market.
Next, focus on asking open-ended questions that can lead to meaningful dialogue. Move beyond simple yes-or-no responses and invite prospects to share their thoughts, concerns, and aspirations. This leaves some room for deeper engagement and connecting on a more personal level.
While a script provides structure, don’t let it box you in. Be ready to change your approach based on each homeowner’s unique situation; some may be just curious about where home prices are headed, while others may be preparing to sell their homes.
Stay Consistent With Follow-Ups
Staying connected with potential leads over time displays your commitment and keeps you front of mind when they are ready to take action.
The secret to turning casual contacts into loyal clients? A structured follow-up system.
Begin by establishing a cadence for your communication. This can be regular check-ins, sharing news and relevant market updates, or disclosing helpful information about the neighborhood. Take the initiative to address any questions or concerns your contacts may have. This continued communication fosters relationships and reinforces trust so that these contacts will turn to you when it’s time for them to buy or sell.
Organize Your Prospects for Better Results
Not every homeowner in your prospecting circle is on the same timeline. Some may be poised to sell soon; others may just be beginning to explore their options. Segmenting your prospect database — by urgency, property type, particular interest, etc. — allows you to customize outreach and follow-ups much more effectively.
That way, you can send the right message at the right time, boosting engagement and ensuring your prospecting efforts are much more effective.
Turn Just-Listed and Just-Sold Homes Into New Leads
Recently listed or sold properties are ideal for starting or renewing circle prospecting efforts.
If a home is for sale in your target area, make sure that neighbors know. They could have friends or family who are looking to move to the area, or they could be thinking about selling their own home.
After a sale, reach out to local homeowners with information. Include the final sale price, market trends, and the current level of demand. These updates can position you as an expert, pique homeowners’ curiosity, and give them a reason to contact you about their own real estate plans.
Use Circle Prospecting Strategically to Attract the Leads You Want
As a real estate agent, circle prospecting works because it puts you in front of the right people — homeowners in the neighborhoods you know best.
When you reach out with useful insights, follow up consistently, and keep the conversation personal, you can build trust with homeowners and demonstrate that you’re more than just an agent; you’re a valuable resource.
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 Likelihood to List & Performance Filtered Neighborhood Data to AI-Powered Recommended Seller Lead Lists, 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.