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Free Home Buyer Workshops are held Tuesdays at 5:30pm & Saturdays at 10am.
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Free Home Buyer Workshops are held Tuesdays at 5:30pm & Saturdays at 10am.
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Topics for Agents

Building Agents’ Business: A Little Prospecting Goes a Long Way

UrbanLand Company
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We’re in the middle of a round of new agent transfers and new agents coming off of Pre-Licensing and their exams. Agent startup over here at UrbanLand Company covers a pretty granular look down at the aspects of real estate that drive volume at the brokerage and our Agent Leads Generation Program. This excerpt from our blog series on Building Agents’ Business covers the term “prospect.”

Note: The “Program” is a group of ULC agents who have committed to a higher standard of real estate service in the DC/MD/VA area and work with leads that the brokerage generates. 

Here’s a secret. Prospect in real estate is first a verb and something you do, do, and do more of. Prospect is NOT a noun until you covert leads or introductions into potential clients & transactions. That’s how it works in real estate.  A lot of new agents to the business have the order backwards. You turn leads into prospects by going prospecting in your sphere of influence (or leads database if you’re with us!).

“Proper prospecting means you put aside time every single day to focus on your pipeline. That means hard, tangible outreach by phone, text, email to people you are trying to mature through the pipeline. Prospecting in real estate is both offensive and defensive at the same time,” said Gerard DiRuggiero, Principal Broker of UrbanLand Company. “You’re trying to move prospects that have matured into active clients and you’re trying to protect your longer-time leads from intruder agents by keeping your name in front of them.”

Prospecting is done in manageable and aggressive levels tied to the size of your lead database.  When you’ve met 1,000 people in a real estate context and they’re in your CRM, you’re leaving money on the table if you don’t prospect 2-3 hours a day up to all 7 days a week. “Agents have the luxury of unlimited potential income if they just focus on driving momentum – prospecting time shouldn’t be being used with the clients who are already active with you – the prospecting time we’re talking about goes toward leads who are NOT active with you,” continued Gerard.

What If I Don’t Have Enough Leads to Prospect at This Level

Here’s the big challenge if you’re a new agent. Besides friends and family, you really won’t have anyone to even prospect with at first. If you’re close to full-time at real estate and want to kick-start your real estate career  in the right direction, give us a shout! Email us or call 202.759.4114.

Here’s more current resources from us that are relevant to this topic!


Call 202.759.4114 to discuss the topic – we’re actively recruiting and happy to share what we do in our Agent Leads Generation Program at UrbanLand Company!

Our in-house Agent Leads Generation Program naturally maximizes your in-the-field exposure as an agent. It doesn’t matter if you’ve been licensed 5 minutes or for 5 years. Our firm’s Program for lead generation and realtor development is highly effective. The main requirement for entry into the Leads program here is 2 things – your time commitment and a desire to max out your in-the-field exposure as an agent with the public.


Every person you meet. Every hand you shake. Every phone call you take.  Maintaining a pipeline is easy with our in-house assistance.


There’s a secret to generating business out of online real estate leads. It’s called an exclusive pipeline of potential clients who are asking for your advice and guidance.


Multi-week rotations leading a variety of topics in our Home Buyer Workshops pays off for agents!


Open House rotation puts you play with home buyers in great price ranges and gets you face-to-face strategically with other neighborhood potential sellers. Here’s some of our typical Open House opportunities.


Again, fundamentals matter. Neighborhood outreach delivers a high return on your time investment, if you follow the game plan.


Like meeting new people a lot? Join our Same Day Showings team and get access to home buyers and renters who want to go out right now!


Experienced agent? We encourage natural and organic team building within our organization. Let us build your local team brand.

More info on the Agent Leads Generation Program is available here. We offer a transparent recruiting and interviewing process. Get started now!

If you want to keep up-to-date on the local real estate market, new condo activities or our ongoing Topics for Agents, join our email list. It’s going strong since 2002!

Here’s some recent closings from our Agent Leads Generation Program!

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