Most agents already hold more potential sellers than they could ever call. The hard part is knowing which owner to ring this week, and having something useful to say when they answer. The ideas below are the ones that keep working, followed by what a prospecting tool should do for you.
1. Start with your own database, not a cold list
Your CRM is full of people who have already dealt with your office: buyers, vendors, landlords, tenants and appraisal requests. They know your name, so a call from you is not cold. Before you buy a list or knock on doors, work the contacts you already have.
- Sort past buyers by how long they have owned. Owners who bought several years ago are worth a check-in.
- Look for appraisals that never turned into a listing. Their plans may have changed.
- Note any landlord who might sell an investment, and any tenant who might be ready to buy.
2. Give every call a reason
Knowing who to call, when to call and why to call is where most agents struggle with making valuable prospecting calls. A call with a reason gets a better answer than “just checking in”. The best reasons are local and recent: a new listing in their street, a sale nearby, a price change or a listing that was withdrawn. Each one gives the owner something useful, and gives you a natural way to ask about their own plans.
Watch the market changes in your patch every day, and match them to the owners you know. One sale can give you a reason to call ten people.
3. Follow up every call with a market report
A short market report after a call is always welcome. It thanks the owner for their time, gives them something useful to keep, and gives you a reason to call again. Keep it to their suburb: recent prices, how many homes are for sale, how long they are taking to sell, and how that compares with last year.
Propic Pulse makes this quick. Ask Pulse about any Australian suburb, out loud or by typing, and in seconds it gives you prices, rents, yields, stock and days on market, helping to position your market knowledge.
4. Treat today’s buyer as tomorrow’s seller
Eighty per cent of buyers are also sellers. The person who buys through you today is likely to sell again, and the months after settlement are when most agencies go quiet. Stay in touch through the purchase and after it: when the offer is accepted, when the contract goes unconditional, at settlement and beyond.
5. Follow up every open-home attendee
Open homes bring in owners as well as buyers. Some are neighbours checking what their own home might be worth. If you only follow up the people you remember, you miss most of them. Contact every attendee, ask what they are looking for, and ask whether they have a property of their own to sell.
6. Give owners a reason to come to you
Prospecting works both ways. Give owners something they want, such as an up-to-date view of what their home is worth, comparable sales and recent activity in their area. Put it where owners will see it: social posts about recent local sales and prices, and letterbox canvassing in the streets you want to work. When an owner asks for that, it tells you they are thinking about their property. That is a warm call, not a cold one.
7. What a good prospecting tool should do
Ideas only work if you have the time to act on them. A prospecting tool should save you the research and point you at the right people. Look for one that:
- tells you which owners are most likely to list, using real market and property data rather than guesswork
- matches those owners to the contacts you already hold, so you call people who know you
- gives you a short list each day, with the reason to call and the property details in front of you
- lets you call in one tap and record the outcome
- puts the work into your CRM as tasks, so nothing is lost
- lets you share the list with your team and see what has been done
- shows results you can measure, not just activity
How Propic helps you prospect
Claire, Propic’s AI for real estate, takes the research out of prospecting. Her Vendor Predictions score how likely every property in Australia is to list, every day: about 4.2 billion predictions a year across about 11.5 million properties. Claire then matches the most likely owners to the contacts you already have in your CRM. Of the properties Claire predicted that went on to list, 76 per cent listed with a competitor. That is the gap Vendor Predictions is built to close.
Each day, agents get a list of who to call, when and why. It arrives in Propic Pulse, a mobile tool built for agents on the go that works just as well on a desktop. Click-to-call and click-to-SMS let them act on it straight away. The list can also arrive by email or as a task in your CRM.
Each lead comes with the property details and recent market activity, so agents have insights and discussion points for a more effective call. Claire’s AI then helps shape the call itself, turning that data into opening lines that break the ice on a cold call.
After the call, Pulse gives you easy-to-use market reports on any suburb that you can share with clients, with tracking that tells you when someone has opened your report. That gives you another reason to call. Pulse is included in every Propic subscription at no additional charge.
For larger teams, an agent can share their Vendor Predictions in Pulse with up to five colleagues at their agency. The team works from one list, records outcomes and notes, and sees who has opened a seller that day.
Claire Insights then shows how your prospecting is paying off. You see when the agency wins a listing, when it loses one and who it lost it to, so your win rate is measured rather than guessed. Competitor Intel shows how the other agencies in your area are performing and where you sit among them, and Agent X-Ray shows any agent’s listing activity and track record there. Claire also gives detailed market insight for any suburb, down to the price point, and predicts what is likely to come to market, where and when.
