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Maximize Your Lead Potential with Reverse Prospecting

Leverage Property Views and Search Data for Targeted Outreach.

Reverse Prospecting maximizes the value of your existing leads by using Property Views and Search data to match leads with relevant listings. This tool is ideal for Listing Appointments and Property Outreach, saving time and providing targeted solutions.

Why This Feature Matters

Real estate professionals often struggle to connect with leads who are genuinely interested in available properties. Reverse Prospecting solves this challenge by analyzing saved searches and property views to highlight which listings will most likely appeal to your leads. For example, if a lead is frequently viewing homes in a particular neighborhood, Reverse Prospecting will prioritize those listings, increasing the likelihood of engagement and conversion.

Step-by-Step Instructions

  1. Access Reverse Prospecting: Navigate to the Listings section from the top banner to access the Reverse Prospecting tool.

  2. Choose Your Listings: Select from the three listing tabs:

     
    • Featured Listings: Properties from your Featured Listings (ideal for Property Outreach). Contains the following data points:
      • MLS® #
      • Address
      • Date Listed
      • Bed
      • Baths
      • Price
      • Status
    • Potential Listings: Properties from your Manual Listings (ideal for Listing Appointments). Contains the following data points:
      • Unique ID
      • Address
      • Date Listed
      • Bed
      • Baths
      • Price
      • Property Category
      • Property Type
      • Status
    • Listings Search: Search properties via your IDX feed.

  3. Select a Property: Click the Buyer Matches button for the selected property.

  4. View Matching Leads:

    • An overlay will show the property details and a list of matching leads with the following data:
      • Lead Name
      • Buyer Status
      • Views and Inquiries
      • Match Score (minimum score: 60)
      • Match Factors (criteria matches)

  5. Send Emails to Leads: Select the desired leads and click Email Selected to send a property match email.

  6. Customize the email template, sender details, and agent information before sending.

Best Practices

  • Maximize Match Criteria: Align the criteria set in your MLS® Feed Settings with lead preferences for enhanced accuracy in matching.
  • Focus on Relevant Leads: Send emails only to leads with a match score of 60 or above to maintain relevance and engagement.
  • Filter for Specific Needs: Utilize filters such as Agent, Property Status, and MLS® ID to narrow down your listings and lead matches.

Troubleshooting Common Issues

  • Problem: No matching leads for a listing.

    • Solution: Check your MLS® Feed Settings to ensure criteria are correctly set, especially the range and filters for property views and saved searches.

  • Problem: Unable to send emails to all selected leads.

    • Solution: If there are over 100 matching leads, the tool limits the selection. You may need to enable a third-party integration to access more than 100 leads.

FAQs

  • How does the match score work?
    • The match score is calculated based on how closely a lead’s saved search and property views match the property’s criteria. A minimum score of 60 is required for a match.
  • Can I customize the email template when sending reverse prospecting emails?
    • Yes, you can choose from a default template or customize the subject and content of the email before sending it to selected leads.
  • Can I use Reverse Prospecting with Manual Listings?
    • Yes, Reverse Prospecting supports both Featured Listings and Potential Listings (which use your Manual Listings) to match leads.