Circle prospecting is a real estate lead-generation strategy where a Realtor contacts homeowners around a specific property — either one they just listed, just sold, or recently helped a buyer purchase — to spark conversations and identify potential sellers or buyers.
Here’s how a Realtor typically does it step-by-step:
🧭 1. Define the Target Area
- Choose a radius (often 200–500 homes) around a just listed, just sold, or under contract property.
- Use tools like Realist, Remine or RPR to get homeowner contact data (phone numbers, addresses, emails if available).
☎️ 2. Make Calls or Send Mailers
- Cold call: Realtors introduce themselves, mention the nearby property, and ask if the homeowner has considered selling or knows someone who might be looking.
- Example script: “Hi, this is Katie with Crown Realty. I just helped a family buy a home on Maple Street, and we had several other interested buyers who missed out. Have you thought about selling your home, or do you know a neighbor who might be?”
- Mailers or postcards: Reinforce the call by sending “Just Listed” or “Just Sold” postcards that highlight market activity.
💬 3. Build Relationships, Not Just Leads
- The goal is to start a conversation, not immediately pitch a listing.
- Ask questions about how long they’ve lived there, how they feel about the neighborhood, or if they’d like a quick market update.
🗂️ 4. Track and Follow Up
- Log contacts in a CRM (like BoldTrail).
- Follow up with:
- Monthly market updates
- Occasional neighborhood news
- Personalized touches (holiday cards, neighborhood events, etc.)
📈 5. Measure Results
- Track how many contacts turn into listing appointments or referrals.
- Over time, consistent circle prospecting builds your local presence and positions you as the go-to agent for that neighborhood.
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