In Real Estate what is reverse prospecting and how do you do it?
In real estate, reverse prospecting is basically using your MLS to find buyers who are already searching for a property like the one you have listed. Instead of: “I have a buyer. Let me search the MLS for homes.” You do the reverse: “I have a listing. Let me search the MLS for agents who have buyers looking for this type of home.” This can be a very useful strategy for your listings. How reverse prospecting works For example, let's say you have a 3-bedroom, 2-bath home in North Highlands listed at $475,000. You can use your MLS's buyer-search information to identify agents whose clients have saved/searched for homes with criteria such as: 3+ bedrooms 2+ bathrooms $400K–$500K price range North Highlands/Sacramento area Pool, garage, etc. You then reach out to those buyer's agents, rather than randomly marketing to hundreds of agents. Typical MLS process The exact buttons depend on which MLS you're using, but the workflow is generally: 1. Open your listing in the MLS Fi...