Real Estate Prospecting
Working With the Estate Attorney on a Probate Sale
The lawyer on a probate file represents the personal representative in their court role, not the heirs and not the agent, and a probate sale runs on that lawyer's calendar.
Newest guide Oct 12, 2026
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Pre-Foreclosure Prospecting
The Short Sale Listing Conversation
A homeowner in default who says they owe more than the house is worth has described a short sale only if three things are true, and the agent decides which before sitting down.
Circle Prospecting
Should You Call Renters in Your Farm?
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.
Landlord Prospecting
Property Managers as a Listing Source
Agents treat property managers as an obstacle between them and the owner, or try to buy their referrals.
Expired Listings
The Expired Listing That Failed Twice
The history shows two listing periods, two brokerages and three reductions, and the seller picks up with a sentence they have said to forty agents.
Calling Compliance
How Long to Keep Cold Call Records and Recordings
Most brokerages have never decided how long call logs, scrub records, stop requests, scripts and recordings are kept, which means the dialer decides, usually by deleting them.
Teams
The Real Estate Team Prospecting Meeting
Most team meetings about prospecting are forty-five minutes of dial counts and encouragement.
Circle Prospecting
The Circle Prospecting Note
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.
FSBO Prospecting
Should You Bring a Buyer to a FSBO?
A FSBO who says bring me a buyer has opened a door that most agents walk through badly.
Calling Compliance
When a Do Not Call Complaint Arrives
A demand letter, a state attorney general inquiry, or an FTC complaint notice lands on a broker's desk naming an agent's calls.
Cold Calling Scripts
Real Estate Follow-Up Call Script
The second call to a seller lead fails in the first five words, because just following up, checking in and touching base carry no reason.
Landlord Prospecting
Small Multifamily Owner Prospecting
Nearly half of the country's rental units sit in properties of one to four units, most of them owned by individuals, and the duplex and fourplex owners among them are a list almost nobody calls on purpose.
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