We’ve all been victims of the waiting game at one point or another. Whether you’re scrolling through the MLS, hoping a new listing pops up that’s a perfect fit for your buyers, or relying on the occasional referral to keep your pipeline trickling, it can be frustrating to feel at the mercy of factors outside your control.
But what if you could proactively generate leads and uncover opportunities before they hit the market?
That’s exactly what my brother Stephen Acree and his right-hand man Cody Smith—leaders of Acree Brothers Realty Team, the top team in Lynchburg, Virginia—are doing with a strategy called circle prospecting.
In a recent episode of Stay Paid, they spilled the beans on how this tried-and-true method has netted them 12 deals already in 2025 (and it was only March at the time of recording!).
If you’re looking for a way to take charge of your lead generation, stay top of mind in ideal neighborhoods, and connect with homeowners before they even think about selling, then you need to pay attention.
What exactly IS circle prospecting?
Cody puts it simply: “It’s like the traditional door knocking, but through the phone. You’re doing the exact same thing, only at a bigger level.”
Selecting Your Target
Cody explains:
“I want to pick an area that I actually have data on. For example, if we’re already farming a neighborhood, I’m going to know that area super well. So if I know there’s higher prices, there’s high turnover in that neighborhood… I’m going to pick that area and go.
“When real estate activity happens in that area, I can use that as my reason to call. For example, ‘Hey, we just had a listing that came on the market’ or ‘We just had a listing sell for X price…’
“There is enough of a value proposition there for people that live in the area would be curious to know what the property sold for and to find out what their home is worth now.”
Everyone wants to know the value of their home and be able to get the highest possible price for it when they’re ready to sell. Your call is the opportunity to provide that information.
Getting the Data
One of the great things about circle prospecting is that it doesn’t have to break the bank. You can start completely for free by using your local parcel viewer to identify neighborhoods and resources like white pages to find phone numbers. Just be diligent about cross-referencing against the do-not-call list. (Your brokerage likely provides this.)
For teams looking to scale, there are also paid platforms like Deal Machine and Pioneer Data Solutions that can streamline the process of pulling data and filtering out unwanted numbers. My brother uses DealMachine, in part because it allows him to easily remove do-not-call numbers before updating his CRM.
The Numbers Game
If feasible, you can leverage the power of inside sales agents (ISAs) to capitalize on circle prospecting. Stephen and Cody’s ISAs have a daily requirement of calling 100 people, but they may make 200 calls because they use the “double-dial technique” (calling the same person twice) to increase answer rates. Their goal is to achieve a 5–10% conversation rate and secure at least one appointment per day.
While you might be starting by making calls yourself versus having an ISA, understanding these metrics provides a benchmark for what’s possible with consistent effort.
Script for Circle Dialing
So, what should you or an ISA be saying on these calls? Stephen shared his go-to script:
Stephen: “Hey, [homeowner’s name]? I’m looking for the owner of [address]. Are you the owner?”
Prospect: “Yes, I’m the owner. Who is this?”
Stephen: “This is [your name] with [your team]. The reason for my call is that I have a lot of buyers looking in your neighborhood for a property like yours. And I was just curious: If you received an offer on your property, would you be open to looking it over?”
Prospect: “Yes. I guess I’d be open to hearing the offer.”
Stephen: “Can I ask, what exactly do you want for your house?”
Prospect: “Well, you tell me. What would the offer be?”
Stephen: “Absolutely. Zillow has a price range of 400K to 450K. Is that what you would be looking for?”
This simple question is incredibly effective because, as Stephen notes, “no one in their right mind is not going to want to know their home’s value.” It opens the door for further conversation without being overly aggressive.
The conversation can then naturally progress to understanding the homeowner’s potential price expectations and offering to provide them with data on recent sales in the area (using resources like Zillow and the MLS). The ultimate goal is to secure a brief appointment to discuss their situation further.
Beyond the Immediate Transaction
While the initial approach is often transactional (providing value through home valuation), Acree Brothers Realty Team is also focused on building long-term relationships.
Cody explains that if someone isn’t immediately interested in selling, the team pivots to adding value in other ways, such as by:
- Asking about their “dream house” to understand their future goals
- Offering resources—for instance, connecting them with contractors for potential home improvements
- Inviting them to community-focused events like pie giveaways
- Sending valuable content, including their personally branded magazine with helpful articles and recipes
This tactic ensures that they stay top of mind for when the homeowner is eventually ready to make a move.
The “Off-Market Exclusive”
One of the most compelling aspects of Acree Brothers Realty Team’s circle prospecting is their ability to uncover off-market listings. By asking homeowners who aren’t ready to list publicly if they would consider selling for the right offer, they’ve amassed an impressive portfolio of exclusive properties—18 at the time of the podcast!
This provides immense value to their buyer clients, giving access to inventory that their competition doesn’t have. It also strengthens their relationship with off-market sellers, positioning them as the go-to agents when those individuals decide to take the next step.
Final Takeaway: Action Breeds Results
The success Stephen and Cody experience with circle prospecting boils down to consistent, proactive effort. They’ve made thousands of calls and navigated countless rejections, but through their perseverance, they’ve generated significant business and built a valuable pipeline.
So, are you tired of waiting for the phone to ring? Are you ready to take control of your lead generation? Maybe it’s time to pick a neighborhood, get your data, and start dialing—you might be surprised at the opportunities waiting just beyond that next call.
What are your thoughts on circle prospecting? Have you tried it before? Share your experiences and insights in the comments below!
