RealDialer Blog · Topic
Circle prospecting is calling the neighbors around a real market event while the news is still specific to their street. These guides cover choosing a neighborhood to farm and how big it should be, finding phone numbers and scrubbing them before you dial, the questions and objections that come up on the call, and the note you send afterward.
Start with the circle prospecting script and the objections you will hear. If you are choosing between a farm and event-driven calls, read geographic farming vs circle prospecting. The circle prospecting guide covers call blocks and a 90-day plan.
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. What to say to a neighbor at the door, what a sign-in with a phone number does and does not permit under the do-not-call rules, the Monday call that delivers what they asked for, and how the visit goes into the record as a source.
More from the desk
About a third of the households in a typical farm cannot sell the house they live in, and the circle script was written for the people who can. How to tell a renter’s parcel from an owner’s before the dial, what to do with the renter who answers anyway, why the owner behind the rental is a landlord record, and the two cases where the renter is exactly who you want.
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Every circle script on this site ends by offering a note on what sells around the neighbor every couple of months, and none of them say what the note is. It is a half-page of public facts about the street, with nothing sold in it. The six things it contains, the four it never does, how it goes out under the email and text rules, and what it feeds back into the second call.
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The just-sold call gives the neighbor a fact about their street. The just-listed call asks them for something, and the agents who run it as the same script with one word changed get the worst of both. What each call has, what each can ask, the honest just-listed call, and the permission it should leave with.
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The neighbor has no seller signal, so the questions that work are about the street, not their plans. Two questions on the first call, four on the second, the ones that turn a note recipient into a conversation, and the four that end it.
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A farm touch plan is a calendar of reasons, and the channel follows the reason. Mail carries the rhythm, the phone carries the events, and showing up carries the trust. Here is the year, month by month.
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Most circle calls are made around someone else’s transaction. The event is public, the neighbors do not care whose sign it was, and the Code of Ethics draws one line: only the brokers in the deal may say they sold it.
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On a circle call you asked nobody to sell, so the objections you hear are about the call itself. Six of them, sorted into instructions, questions and objections, with what to say and what to record.
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Two subdivisions, same price, same size. One sold more homes last year. The listing-agent column says it is the worse farm. Four numbers decide it, and turnover is only the first.
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Farm phone numbers are tax-roll names matched to a broker’s file, never verified. Where they come from, what they cost, and the scrub no vendor does for you.
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