Real Estate Prospecting
Buying Seller Leads vs Building Your Own List
One costs money and arrives with a name attached.
Newest guide Oct 12, 2026
The prospecting playbook for real estate agents
100 plain guides on lists, scripts, follow-up and calling rules, written by a working agent. Find the one you need in seconds.
Try:expired listing scriptdo not callFSBOfollow-upvoicemail
- guides
- 100
- topics
- 11
- average read
- 8 min
Topic hubs
Every guide on one subject, in the order it was written to be read.
Circle Prospecting
Circle prospecting is calling the neighbors around a real market event while the news is still specific to their street.
13 guidesStart: Circle Prospecting ScriptReal Estate Dialer
How real estate dialers work, what separates power, parallel, predictive and preview dialing, and how to choose one.
12 guidesStart: What Is a Real Estate Dialer?Real Estate Prospecting
Building a prospecting practice that produces listings, from daily targets and a weekly schedule to focused call blocks and the
12 guidesStart: The Complete Real Estate Prospecting SystemCalling Compliance
The rules behind real estate cold calls: calling hours, Do Not Call scrubs, the TCPA, state mini-TCPA laws and recording consent.
10 guidesStart: Is Cold Calling Illegal for Real Estate Agents?Expired Listings
Calling owners whose listings expired: when to call, what to say, and how to read the listing history before you dial.
9 guidesStart: Expired Listing ScriptCold Calling Scripts
Scripts for the moments that decide a real estate cold call: the opening line, brush-offs, voicemail, wrong numbers and the
8 guidesStart: Should You Leave a Voicemail on a Cold Call?FSBO Prospecting
Working with owners who are selling their own homes, from finding FSBO leads to the first call and the follow-up that earns a
8 guidesStart: FSBO ScriptLandlord Prospecting
Prospecting rental owners: FRBO landlords, absentee owners, small multifamily investors and the property managers who work with
8 guidesStart: FRBO ScriptTeams
Running prospecting on a real estate team, with shared calling lists, a written calling policy, weekly meetings, leaderboards and
8 guidesStart: Should an ISA Make Your Cold Calls?CRM and Follow-Up
What happens after the call: recording outcomes, tracking lead sources, moving sellers through pipeline stages and following up
7 guidesStart: What to Record After Every Prospecting CallPre-Foreclosure Prospecting
Reaching homeowners in pre-foreclosure responsibly: where the records come from, how to build a clean list, and what to say on
5 guidesStart: Pre-Foreclosure Leads for Real Estate AgentsLearning paths
Short reading lists for one goal.
Learning path
Your first two weeks on the phone
For new agents and anyone restarting a call habit.
- A New Agent’s First Two Weeks of Cold Calling6 min
- Cold Calling Audio Setup7 min
- When Do You Ask for the Appointment on a Cold Call?7 min
- The Hostile Answer on a Cold Call7 min
4 guides, 27 minStart the path
Learning path
Work expireds, start to finish
From the first call to the kitchen table.
- Expired Listing Script9 min
- How Soon Should You Call an Expired Listing?7 min
- What an Expired Listing’s History Tells You7 min
- The Expired Listing Appointment7 min
4 guides, 30 minStart the path
Learning path
Call without legal worry
The calling rules that matter, in plain English.
- Is Cold Calling Illegal for Real Estate Agents?8 min
- Do Not Call Rules for Real Estate Agents8 min
- Real Estate Cold Calling Hours by State7 min
- Call Recording Consent for Real Estate Agents7 min
4 guides, 30 minStart the path
Every guide
Newest first. Pick a topic, or search above.
Expired Listings
The Expired Listing Appointment
An expired seller has already sat through a listing presentation, hired the person who gave it, and watched the house not sell, which makes the second presentation a different meeting from the first.
Teams
Should the Team Lead Keep Prospecting?
The agent who built a team by calling strangers eventually stops calling strangers, and the pipeline that paid for the team starts to thin about nine months later.
Cold Calling Scripts
The Hostile Answer on a Cold Call
Somebody answers your first dial of the morning already shouting.
CRM and Follow-Up
The Past Client Call Is Not a Check-In
Two thirds of sellers hire an agent they already know or were referred to, and the call most agents make to stay in that group is the one that gets avoided: how are you, just checking in, let me know if you need anything.
CRM and Follow-Up
How Many Seller Leads Can One Agent Hold?
A database only works if every record in it gets the touch its stage requires, so the ceiling is set by minutes rather than by storage.
FSBO Prospecting
Should You Offer a FSBO a Limited-Service Listing?
A FSBO who will not pay a full commission will sometimes pay a few hundred dollars to be in the MLS, and the agent has to decide whether to be the broker who takes it.
Teams
A Written Calling Policy for a Real Estate Team
The federal do-not-call rules assume a written policy exists and can be produced on demand, and the safe harbor that protects a team from a mistaken call starts with it.
Cold Calling Scripts
When Do You Ask for the Appointment on a Cold Call?
The appointment ask fails in two directions: too early, before the seller has said anything that makes a visit sensible, and too late, after they said yes and the agent kept selling.
Circle Prospecting
The Neighbor at Your Open House
Some of the people who walk through a Saturday open house live on the street, and most agents treat them as a distraction from the buyers.
CRM and Follow-Up
Lead Source Tracking for Seller Prospecting
Most CRMs record the source of a seller lead as the vendor's name or the word cold call, and a year later the agent cannot say which list produced the listings.
Cold Calling Scripts
The Wrong Number Cold Call
A meaningful share of every purchased list rings someone who is not the owner, and most agents either hang up or keep pitching.
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