Regarding reverse prospecting

Question

I have a listing in the " coming soon status, and I would like to know how to market to people who have been looking in the same area for a similar home.

James Meador · Accepted Answer

Hi Rigo! The reverse prospecting option can be a great tool! It will show you how many properties each person has been sent, it will show you if they like it or heart your property, and it will give you contact information for the agent representing them. Terry Kraemer gave you a great step-by-step answer to set up the reverse prospecting on your listing! Once your listing is set up for reverse prospecting, you cannot market to the clients searching for your type of property, you can only reach out to the agents representing them. You will have no contact with the clients, just the agents. The way I usually handle that is by reaching out to each agent and letting them know one of their clients showed up on my list of prospects, meaning my listing met their specific criteria.  Include the client number, as Terry mentioned.  Many of these people have received hundreds of properties, so I start with the ones that have only received a few properties, because that means they have just begun their search and are likely hot prospects. The key is in the follow up! I do not recall ever receiving an answer after one touch...it usually takes 2-6 touches before I get a response (if I get one) and sometimes more. That can be discouraging, but just hang in there! Definitely start with the ones that heart your listing! And keep reaching out until they respond. If you have a listing that has not performed well on the market, you can make reverse offers to these people to stimulate activity. Out of ALL the people in the market to buy, these people are looking for exactly your type of property, so that is a great place to start.  Hope this helps!

Rigo Ayala

Before You Sell, Know This Number

Free Comparative Market Analysis

Do You Have Real Estate Questions?

Ready to Sell Your Home?

Get Your Home Selling Analysis Report

Get Accurate, Real-Time Market Reports

Download My App to See Premium Content

Access Premium Content from My Website

Want to know if you should invest in a rental property?

Looking for an investment property?

Enjoy all Benefits of HAR.com

Get the Top Real Estate App