One of the best ways to serve your clients—and dominate your market—is by finding opportunities before they hit the MLS.
Not just what’s already on Zillow, but true off-market deals. The problem? Too many agents go about this the wrong way. They lead with the classic “I have a buyer” script, which feels transactional and instantly raises a homeowner’s guard.
Instead, the agents who win more listings and build trust are the ones who create value—not just try to extract deals. I’ve done over $1 billion in real estate sales, leading the #1 team in Connecticut, and I role-play with agents on my team four times a week to refine their approach to prospecting. The best ones don’t sound like every other desperate agent—the best ones build real relationships.
Let’s dive in—and be sure to read to the bottom to learn how to join me for live role-play sessions.
The Right Way to Approach Homeowners
When reaching out to homeowners, whether through calls, mailers, or door-knocking, the goal is to position yourself as a trusted resource—not just another salesperson. Here’s a framework that works:
Step 1: Start with a proper introduction
“Hi, this is [Your Name] with [Your Brokerage]. I just wanted to reach out real quick—I have some home buyers searching in your neighborhood, and I promised them I would connect with every homeowner in the area to see if you happen to know anyone thinking about selling.”
Pause here. Let them answer. Most will say no, and that’s totally fine.
Step 2: Ask about their future plans
If they say they don’t know anyone selling, follow up with:
“Hey, totally got it. Before I let you go, have you had any thoughts at all about selling your home?”
You’re going to get another no more often than not—but this is where most agents lose the opportunity. They move on. Instead, here’s what to do next.
Step 3: Get permission to stay in touch
“I hear you. Honestly, if I lived in your neighborhood, I wouldn’t want to leave either—it’s an amazing place. But would you be open to me just keeping you updated on what’s happening in the market? Every few months, I’ll send you an email with what’s selling, just so you have a sense of your home’s value.”
Nine times out of ten, they’ll say yes to this. And just like that, you’ve collected an email—and more importantly, you’ve opened the door to a relationship.
Why This Works
Most homeowners aren’t thinking about selling the moment you call them. But if you can keep them updated on market trends and stay top of mind, you’ll be the agent they reach out to when they (or someone they know) are ready to list.
Plus, this strategy gives you a natural reason to follow up:
“Hey [Name], we spoke a few months ago, and I just wanted to make sure you were getting my market updates. Sometimes they end up in a different folder—I just want to make sure they’re helpful for you.”
This kind of follow-up keeps the conversation going without being pushy. And over time, as they see your name pop up and recognize you as the market expert, you become the agent they trust.
How to Master These Conversations
If you want to take your prospecting game to the next level, I’m doing live role-play sessions inside BAMx.
This is your chance to practice scripts, throw objections my way, and refine your approach so you can start locking in more deals.
Join BAMx now to be a part of these live role-play sessions.
