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Smart Prospecting: What It Is, and Why You Should Be Doing It

Attention all agents — not all follow-up is good follow-up! 


It’s all about reaching out to the right leads, at the right time, with the right message. 


Are you ready to work smarter, not harder? If so, you need to explore Smart Prospecting, which helps agents convert more leads with less effort. 


Here’s an overview of how Smart Prospecting with BoomTown can help you capture, convert, and close more real estate leads. 


What is Smart Prospecting?


Let’s first paint a picture of what prospecting the old-fashioned way looks like. 


Traditional prospecting casts out a large net, blindly reaching out to people that may or may not be interested in buying or selling a home. Think cold callings, door knocking, and sending out flyers to every house on the block. 


While you may stumble upon a few people that are interested in your services, it’s likely that your efforts are being wasted on the wrong people. When you do find a potential lead, you don’t have the information necessary to help you make a convincing and informed sales pitch. 


Traditional prospecting takes general messaging to a general audience. As a result, the conversion rates are likely not as great as they could be if you were leveraging a better strategy. 




Now, let’s introduce the star of the show — Smart Prospecting.


Smart Prospecting leverages best-in-class technology, algorithms, and AI to help you reach out to the right audience at the right time. 


In other words, Smart Prospecting does the hard work of finding leads that are most likely to do business with you while informing you of the best time to get in touch with them. 


When you use Smart Prospecting, you’ll be able to take the guesswork out of your lead generation and follow up.


Remember, generating and warming leads is one of the most crucial aspects of your business. It’s what allows you to create a consistent stream of conversion-ready clients, empowering your success and boosting your production. 


Smart Prospecting helps your CRM do what it’s intended to do — generate, engage, and convert leads. 


Introducing Smart Prospecting into your business model allows you capture leads and keep in touch with them until they’re ready to buy or sell, helping you achieve more closings. 


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How Does Smart Prospecting Work? 


Smart Prospecting works its magic by optimizing three essential areas of your CRM:


  • Organizing Your Database
  • Engaging Your Leads
  • Following-Up With Your Leads


Smart Prospecting Organizes the Leads in Your Database


To help your database do its best work, your leads should be categorized into specific, manageable groups based on where they are in the sales funnel, and what their needs are.


For example, you might break up leads into groups based on their readiness to convert. Groups can be titled: 

  • Cold
  • Hot 
  • New
  • Qualified
  • Nurtured
  • Watch
  • Pending
  • Closed
  • Archived 
  • Trash


Next, it’s time to add important tags to your contacts based on their transaction details. Tags include: 


  • First-Time Homebuyer
  • Downsizing 
  • Big Yard
  • Ocean Front
  • Wants a Pool 


This will make sure that you know exactly who wants what, helping you improve the quality of your service and capitalize on opportunities as they arise. 


For example, if one of your leads is “Hot” and is tagged under “Big Yard,” you’d know to send them that new listing with a sprawling yard as soon as it hits the market. 


The best part? BoomTown will do this for you! Smart Prospecting’s Best Fit Leads tool will tell you which listings match what specific leads are looking for based on MLS data — so you don’t even have to sift through your CRM! 


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Smart Prospecting Makes Engagement and Follow-Up Easier than Ever 


Follow-up is crucial for moving cold leads down your sales pipeline until they’re ready to convert. 


BoomTown uses predictive insights and unique data points to determine which of your leads are exhibiting buying behaviors, indicating that they will likely convert. 


Your hottest leads will be ranked on your New Opportunities Wall, telling you which leads you should engage with to generate the best results. 


Pro Tip: Warm and cold leads are important, too. Don’t leave business on the table. With Smart Prospecting, you can set up systems where all of your leads are being engaged with custom, automated outreach plans. 


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When it’s time to follow up with a conversion-ready lead, BoomTown’s Success Assurance concierge service will reach out on your behalf. Trained, US-based follow-up experts will make the connection, qualify the leads, and let you know when it’s time to jump in and take over. 


Sounds good, right? Your business deserves the best — AKA, BoomTown’s Smart Prospecting