How to Integrate Just Sold and Listed Prospecting

It’s important to do both Just Listed and Just Sold prospecting. I’ll tackle why that is, how you should approach it, and what you can expect from it.

Essentially, this is a form of circle prospecting. We use Just Listed and Just Sold to bring in value when calling into a neighborhood. However, with these sellers, they don’t necessarily have any motivation. You want to educate them about what’s going on in the area, such as new listings. It’ll click that your agency is on top of the market and actively marketing listings.

"It’ll click that your agency is actively marketing listings."

It does have to be the lowest ROI prospecting method out there with a low contact rate, which can be frustrating. It has between a 1% and 2% conversion rate as far as highlighted leads. Those leads will then need to be nurtured for at least 6 months before seeing any business.

However, there is an advantage. No one else is calling these people. There’s extremely low competition. Once you’ve built up a relationship with that person, they’ll convert into a client with time. The process isn’t so much about low motivation, but adding them to your database and building a rapport through drip campaigns.

That way, when they’re ready to move, they know you’ll actively market their home, since you originally called about their neighbor's listing. The database alone helps you grow and expand your business. Cool, right?

If this is of interest to you, be sure to check out our webinar.

If you have any questions about this topic or more, I’d be happy to help. Give me a call or send me an email!