In the latest episode of the REDX podcast, Kent Brown, a renowned real estate prospector, demonstrated the effectiveness of live circle prospecting. Circle prospecting involves contacting homeowners in a specific area to build relationships, identify potential leads, and expand one’s database.
Throughout the session, Brown emphasized the importance of maintaining a positive mindset and developing strategies to handle common objections, such as when prospects already have a realtor or are not ready to sell.
Check the Timestamps below to explore various Circle Prospecting Topics and get answers to the most common questions:
📞 03:39 Kent’s mindset towards objections and handling them on the phone
🏡 06:08 Addressing objections during the listing appointment
👫 07:52 Handling objections related to hiring a friend as a realtor
❓ 09:33 Handling objections of already having a realtor
⌛ 13:12 Dealing with the objection of not selling right now
📖 14:39 Importance of adding people to the database through prospecting
📈 16:04 Example of building a pipeline through consistent prospecting
💵 17:09 Handling objections about commission cuts
👥 20:22 Discussing the advantage of working with real estate agents for buyers
☎️ 24:43 Addressing the issue of wrong numbers or wrong persons
🏷️ 26:49 Answering the question about convincing overpriced for sale by owner properties
🔊 28:34 Leaving voicemail scripts for just listed calls
📱 35:00 Phone numbers from Redx, dialer in the system
📖 37:24 Where to get phone numbers and scrubbing against DNC
🚶 38:13 Pacing and leading technique for objections 🎯
41:39 Prospecting is a numbers game, goal of 5 appointments/week
Brown’s practical tips highlighted the significance of persistence and consistent follow-ups. He illustrated how adding prospects to a database through continuous outreach can build a robust pipeline, ultimately leading to more listings and sales.
The session also covered techniques like pacing and leading to manage conversations, addressing commission objections, and using voicemail scripts effectively. For agents looking to enhance their prospecting efforts, Brown’s live demonstration provided valuable insights into navigating challenges and maximizing the potential of circle prospecting.
If you are looking to use some of the same tools Brown used in this podcast, consider exploring products like Geoleads or the Vortex Power Dialer