The Property Prospect.
Prospecting notes for Australian agents, on winning listings from the database you already own.
Working your list
Buying the listing: the number you quote is a loan
Another agent quoted higher and the vendor is watching your face. What buying the listing really costs, and the exact words that win the appraisal without borrowing a number you can't defend.
Real estate database segmentation: the four lists hiding in your CRM
Your CRM isn't one list, it's four. How to segment a real estate database by relationship and recency, with the exact first line to send each group.
The follow-up system that books appraisals while you are in an open home
Manual follow-up fails at exactly the moment you are most valuable, in the field. What a real prospecting follow-up system looks like, and why the best agents run on one instead of on willpower.
Real estate prospecting when you hate cold calling
For agents who dread the phone. How to prospect from warmth, work your own database consistently, and book more appraisals without cold calling strangers.
How to follow up past appraisals that went quiet
The past appraisals that went quiet are your most winnable, most neglected listings. Why they slip, why the vendor timeline is long, and a follow-up cadence that keeps you front of mind without pestering.
How to reactivate a dormant real estate database
A practical guide for Australian agents on why databases go cold and how to re-engage past appraisals, past vendors and old enquiries with a warm sequence across a call, a text and an email.
Prospecting lawfully
Can real estate agents cold call? The Do Not Call Register explained
Cold calling is lawful for AU agents, within strict limits. What the Do Not Call Register permits, what it bans, and the list you can always call.
AML/CTF Tranche 2: what Australian real estate agents must do now
From 1 July 2026, AU real estate agents are AUSTRAC reporting entities under Tranche 2. What is captured, your obligations, and what to do now.
Customer due diligence for real estate agents: what Tranche 2 requires
A plain guide to customer due diligence under AML/CTF Tranche 2 for Australian real estate agents: who you verify, when, and how, from 1 July 2026.
How to enrol with AUSTRAC as a real estate agent under Tranche 2
How Australian real estate agents enrol with AUSTRAC under Tranche 2: the 29 July 2026 deadline, what to register, and the first compliance steps to take.
Craft
What to say when a seller lead finally replies
She replied to your message at 8:40 on a Tuesday night. The next ten minutes decide the listing. The reply that kills it, the fix that keeps her talking, and what goes in the diary after, word for word.
What to say when a vendor isn't ready to sell
The four vendor replies that look like a no and aren't, the exact words to send back to each, and the diary line that wins you the listing when the not-yet becomes now.
See it on your list
Watch a week run on your own database.
A 20-minute call. We look at your list, map your week, and you decide.
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