By Sash Joveski and Andrew, Fearless Agents at Realest.com
Circle prospecting means reaching out to the homeowners closest to a real estate event, like a new listing, a recent sale or an open house, to share the news and start a conversation. To do it, pick one event, pull the nearest 50 to 100 homes, check every number against the Do Not Call lists and make 10 calls a day with one short, truthful script. Offer one useful thing, like an open house invite or a home value update, and log every conversation so you can follow up.
Jesus said the second greatest commandment is “Love your neighbor as yourself” (Mark 12:31). Circle prospecting works best when you treat it that way. Every call is a chance to tell a neighbor what is happening on their street.
Why does circle prospecting work?
A circle call has a built-in reason. Something just happened a few doors down, and neighbors usually want to know about it.
- It has a real reason. A new listing, a sale or an open house on their street is news to them.
- You do not need your own listing. Any listing, sale or open house in the area gives you a reason to call.
- It keeps you local. You learn one neighborhood well instead of chasing the whole county.
- It builds over time. Call the same area every time something happens, and people start to know your name.
It fits new agents well. You can start this week with no listings and no ad budget.
What should you do before the first call?
- Pick one event. A just listed, a just sold or an upcoming open house. Choose it by the home, not by who lives around it.
- Draw your circle. The nearest 50 to 100 homes is plenty for one round.
- Check the Do Not Call lists. Scrub every number against the National Do Not Call Registry and any state list. Indiana keeps its own. Follow your broker’s calling policy, and ask before you use an auto dialer, texts or voicemail drops.
- Check the listing rules. If it is not your listing, do not talk about it like it is. Ask your broker what you can share about another brokerage’s listing or sale.
- Have one offer ready. An open house invite, a short market update or a home value update.
The Circle Prospecting Loop
Pick the event
Just listed, just sold or open house.
Draw the circle
The nearest 50 to 100 homes, checked against Do Not Call.
Make 10 calls
Share the news, ask one question, offer one useful thing.
Log and follow up
Notes in your CRM the same day. Do what you said you would.
Love your neighbor as yourself. Mark 12:31
What do you say on a circle prospecting call?
Keep it short. These scripts come from our training. Put them in your own words, and only say what is true.
Just listed
“Hi [name], this is [your name] with [your brokerage]. We just listed a home over on [street], and I wanted to let the neighbors know first. Do you know anyone who has been wanting to move into the area?”
Just sold
“Hi [name], this is [your name] with [your brokerage]. A home on [street] just sold, and I like to keep neighbors in the loop. Have you had any thoughts about moving in the next year or so?”
Open house
“Hi [name], this is [your name] with [your brokerage]. We’re holding an open house on [day] from [time] at [address], and I wanted to invite you personally as a neighbor. Even if you’re just curious, come say hi.”
If they say no, thank them and let them go. If they sound curious, make one offer:
“Would it help if I put together a quick home value update for you? No pressure either way.”
If you want neighbors to meet you in person after the call, our post on hosting an open house that brings in buyers shows how to run the day.
How do you handle common pushback?
- “We’re not selling.” “That makes sense. Would a quick update on what homes near you are selling for be helpful?”
- “How did you get my number?” Tell the truth about where your list came from. If they ask you not to call again, say thank you and add them to your do not call list right away.
- “We already have an agent.” “That’s great. Thanks for your time, and have a good day.”
- “I’m busy.” “No problem. Can I send you the details instead?”
For more on this, read our post on handling real estate objections without sounding pushy. Some calls will still go badly. That is normal, and our post on handling rejection helps you keep going.
How many calls should you make each day?
Ten a day is the standard we teach. That is about 50 neighbors a week, and it leaves time for follow-up. Here is a simple week:
- Monday. Call the circle around an active listing.
- Tuesday. Follow up with everyone from last week who asked you to.
- Wednesday. Start a new circle around a recent sale.
- Thursday. Invite neighbors to an upcoming open house.
- Friday. Catch up on notes and set next week’s follow-ups.
Be consistent every week, not just when business is slow.
How do you turn a call into a client?
- Log every conversation in your CRM the same day. Write down what matters to them, like a move next spring or a project they mentioned.
- Do what you said you would do. If you offered a home value update, send it within 24 hours.
- Before you hang up, ask when you can check back, and put it on your calendar.
- Add people to your email list only if they say yes.
It helps to give homeowners something to read. RealEstateUSA.com has a plain explainer on what a CMA is when you sell a home in Northwest Indiana, and Realest has a guide on how to read a CMA before you list. For the next step, read our post on how to follow up with leads without being pushy.
What mistakes should you avoid?
- Do not call numbers on a Do Not Call list.
- Do not make claims you cannot back up, like saying you have buyers for their street when you do not.
- Do not pick streets or people based on who you think lives there. Pick the circle by the property, and talk about homes and the market, not about the people in the neighborhood.
- Do not pitch on the first call. Share the news, ask one question and offer one useful thing.
- Do not call once and quit. The value comes from showing up every time something happens on that street.
Fearless Agents is the free training side of Realest.com. Inside Fearless Training, our Circle Prospecting lesson walks through the setup, every call type, the pushback lines and a daily tracker. New agents at Realest.com also get a mentor for their first 3 transactions, so you do not have to learn these calls alone. Join Fearless Training to get started.
Frequently asked questions
What is circle prospecting in real estate?
Circle prospecting is reaching out to the homeowners closest to a new listing, a recent sale or an open house to share the news and start a conversation. You do not need your own listing to do it.
How many homes should be in my circle?
For one round, the nearest 50 to 100 homes is plenty. At 10 calls a day, that is one to two weeks of calls with time left for follow-up.
Do I have to check the Do Not Call list before circle prospecting?
Yes. Check every number against the National Do Not Call Registry and any state list, like Indiana’s, and follow your broker’s calling policy. If someone asks you not to call again, honor it right away.
Can I circle prospect around another agent’s listing?
You can call neighbors about activity on their street, but never present another brokerage’s listing or sale as your own. Ask your broker what you are allowed to share before you call.
What should I offer homeowners on a circle prospecting call?
Offer one useful thing, like an open house invite, a short market update or a home value update. Then log the conversation in your CRM and follow up when you said you would.
Be fearless. Sash, Realest.com
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