Your CRM's Hidden Goldmine: 30% Of Your Buyer Leads Own A Home!
- Leslie Don Wilson
- 4 days ago
- 2 min read
Updated: 14 hours ago
You already have a massive, untapped source of listings in your buyer database. The secret? Approximately 30% of buyer leads already own a home they need to sell. Instead of waiting for them to volunteer this information, you can proactively find it and transform your follow-up strategy.
The 30% Listing Opportunity
Stop viewing leads only as buyers. One-third of your contacts are potential sellers that agents typically miss. By shifting your focus from passive waiting to proactive data intelligence, you can unlock these hidden listings.
How to Uncover Homeownership (Under 5 Minutes)
Enrich the Data: Run the lead's phone number or email through a data enrichment service (like Exact Dial) to find an associated physical address.
Confirm Ownership: Use a real estate platform like RPR (Realtors Property Resource) to confirm public ownership records for the address. This also helps identify relocation opportunities if the owned property is out of your market.
Personalize Your Follow-Up & Build Rapport
Once homeownership is confirmed, your generic drip campaigns must stop. Take a dual-action approach:
Action 1: Serve Their Selling Needs. Immediately send a Market Report for the property they currently own. This demonstrates your expertise and delivers instant, relevant value.
Action 2: Humanize Buyer Alerts. Edit automated property alerts to look like a personal email (e.g., "Hey [Name], just listed Houston homes for sale. Check them out."). This significantly increases open rates and engagement.
The true value of your CRM lies not in the quantity of leads, but in the intelligence you apply to the data. Start uncovering the listings that are already within your reach today.
Would you like me to find some current examples of data enrichment services available to real estate professionals?
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