The Rookie Realtor Guide to Prospecting like a Boss

Real Estate Technology with IXACT Contact Real Estate CRM

So you’re the new kid on the block and you’re on the hunt for hot real estate leads.  The first thing you need to understand is the value of prospecting in your customer hunt.  Real estate prospecting is the best way to generate new leads as a Rookie Realtor. Prospect effectively and these quality prospects will be your first clients.

If you provide excellent service, your customers will refer you to their friends and initiate the coveted cycle of repeat and referral business.  It can be a challenge to generate leads as a new Realtor (as you likely know). It’s your inner drive that will help you make connections with people and steadily convert your prospects to leads, and ultimately into clients.

It’s easy to understand why prospecting can be intimidating for any Realtor, not just rookies. Nobody likes cold calling, hard-selling, and what it feels like—rejection.  But this rejection is not a reflection of you as a person or your sales script—the client simply is not in need of your service yet. So don’t take it personally. Learn to celebrate the “no’s” because they are bringing you closer to your next “yes”! Also, remember that when people say “no”, often what they mean is “not yet”.

Here are the top tips to real estate prospecting for Rookie Realtors:

 Persistent in Cold Calling.

In today’s digital age cold calling is not the same game it used to be.  Don’t get discouraged! According to Hubspot, it can take 18 unique calls to connect to one person.

Getting in touch can be a challenge. The most important thing to realize is that although your market may be hard to reach, they are still there. It may take twice the amount time for your calls to see fruition, but once you lock up a sale, it will be worth it. If you give up too quickly, you’ll be missing out on perfectly good opportunities.

As a newbie, now is the time to establish good habits. Many top producers build time into each day to dedicate to prospecting over the phone. Schedule an hour or two into your day, and stick with it as you would with any other appointment.

Get Down Your Script

Remember in school when you’d sit through hours of presentations? You could always tell which classmates had prepared and practiced and which ones winged it.  It’s the same thing when you’re prospecting!

If you go into a call without much prep and hope your charm will carry you through, you’re taking a risk.  Selling is a learned skill and to properly execute a sales call, you need to organize your thoughts, goals, and delivery into a clear dialogue.  It even helps to record yourself saying your script, and then listen to it to hear what you sound like.  Your voice should sound confident and professional, and your script should be consistent and natural.  Once you feel ready, start calling. The more calls you make, the more learning opportunities will arise.  Aim to constantly improve your script and you’ll soon be a master prospector.

Get Personal with Your Real Estate CRM

Take a systematic approach to prospecting.  Say goodbye to sticky notes that get lost behind the desk and notebooks left behind on the road.  Like I mentioned above, this is the time to put good habits in place that you’ll benefit from throughout your career.

A real estate CRM will help you be efficient when capturing and nurturing new leads. You’ll be sure to get down the important info, such as their full name, spouse’s name, mailing address, email address, and phone numbers.  Complete contact profiles are critical for following up and building relationships with your new clients.

Your CRM will help you keep in touch with your leads and clients by assigning them to drip email campaigns, including email and Monthly e-Newsletter, and set reminders for when you should be contacting them to keep in touch.  Never again will a lead fall through the cracks due to disorganization.

IXACT Contact real estate CRM offers the complete package for Rookie Realtors and industry veterans alike. The mobile Realtor app will help you stay organized and informed on the road. All of your information is in one place, no matter where you are, and can be managed on all of your devices (tablet, smart phone, laptop, and PC).


I know how hard it is for you to schedule regular recurring activities into your incredibly hectic days.  Still, especially as a new Realtor, prospecting should be one of the most important parts of your day! I recommend allocating a chunk of time each day specifically for prospecting. The mornings are generally a great time to prospect because both you and your prospects are still fresh and alert. Take this time seriously—don’t get distracted.  These are potential leads. They deserve your full attention.

Try Something New!

The best Realtors use a variety of methods to generate leads.  Do you like meeting people face-to-face at social events or in group settings? Maybe you enjoy presenting and teaching, and would like to share your knowledge of your favourite industry. Here’s a list of the most successful activities that complement your prospecting:

  • Sponsor a children’s sports team and introduce yourself to parents at games
  • Compile and distribute a list of preferred local businesses and services
  • Host an information session for first time home buyers
  • Host an interior decorating seminar with an expert
  • Offer home appraisal door-to-door
  • Send Just Listed and Just Sold e-Cards or e-Flyers

Ready to jump in? Use this knowledge to help you plan your prospecting and attack it with mindfulness and confidence as a Rookie Realtor.

IXACT Contact is the best place to start for any Rookie Realtor. The integrated solution includes your real estate CRM, email marketing platform and agent website. Best of all, as a Rookie Realtor you’ll get 6 months FREE! Start your free trial now!

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Re-Blogged 1 time:

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Sheri Sperry - MCNE®
Coldwell Banker Residential Brokerage - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Rich Gaasenbeek - Great information for the "newbie".  I found my rookie year was the toughest because of the constant prospecting and getting to know the lay of the land.  

Jul 21, 2016 01:33 AM #1
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

This is great advice, Rich.  It is not only helpful to the newbies, but to the seasoned professionals that may have become a bit complacent.

Jul 21, 2016 06:54 AM #2
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

Rich, excellent post. I agree all of your content. I will share this with any agent that is willing to grow their business. As a Mortgage Loan Officer for 21 years the principals still apply today.

Jul 21, 2016 10:54 AM #3
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

You lots of great ideas and points here Rich, I agree with you!

Jul 21, 2016 11:20 AM #4
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Rich, I had an interesting conversation with a young 20-something agent who worked for a very tech-oriented brokerage, and it was interesting to hear her say that face time was so much more important than what she did behind the computer screen.  She was hungry to learn about old school stuff that might be incorporated into her business model.  I, of course, was trying to learn more about her take on the tech stuff!

Jul 21, 2016 11:53 AM #5
Teri Pacitto
Compass - Westlake Village, CA
Real Estate, Your Style...Your Home...My Specialty

Great energy and info.  Good for newbies and those who need a jump start.  Thank you for sharing.

Jul 21, 2016 02:22 PM #6
Kat Palmiotti
406-270-3667 (MT), 914-419-0270 (NY), Broker in NY with Grand Lux Realty and in MT with (coming soon!) - Kalispell, MT
The House Kat

Yes, this is good information - I think a lot of new agents give up because getting clients is so difficult. Prospecting has to be underway all the time!

Jul 21, 2016 08:50 PM #7
Harry F. D'Elia
RentVest - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

Nowadays we have to do a combination of old and new stuff. Great post great ideas

Jul 21, 2016 10:09 PM #8
Donna & Larry Johnson
Keller Williams Real Estate - West Chester, PA
Chester & Delaware County

Great advice! Not only as a newbie but all the time we should be doing this.

Jul 21, 2016 10:24 PM #9
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Rich Gaasenbeek ...sharing what works and provides for a good first step

Jul 21, 2016 11:15 PM #10
Wan Lim

As someone new to this business this was super helpful. My managing broker says the same thing about prospecting.

Jul 22, 2016 05:03 AM #11
Doug Rogers
Bayou Properties - Alexandria, LA
Your Alexandria Louisiana Agent

This is great information for those of us with experience as well. Easing off the prospecting peddle today will cause financial drama 90 days out.

Jul 22, 2016 08:25 AM #12
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Rich Gaasenbeek - lots of great tips on getting productive - and prospect like a boss!

Jul 22, 2016 04:22 PM #13
Keller Williams Real Estate - Philadelphia, PA
SOLD@100%Market Value,or I Pay You the Difference

Great more addition, know how to use your local MLS to find prospects.

Dec 30, 2016 07:25 AM #14
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