---
name: prospecting
description: "Database reactivation, lead generation, campaign chaining, and proactive outreach to grow the buyer and seller pipeline."
---

# Prospecting

Guides proactive outreach to registered contacts — database reactivation, buyer matching against new listings, campaign chaining, and follow-up cadence management.

## When to Activate

A new listing launches and needs matching to registered buyers, database contacts are due for reactivation, a follow-up cadence needs managing, or the agent wants to grow their pipeline and market share.

## Reference Table

| Task | When | Reference |
|------|------|-----------|
| Prospecting dialogues | Need script patterns for outreach | `references/prospecting-dialogues.md` |
| Database matching | New listing goes live | `references/database-matching.md` |
| Reactivation | Contacts gone quiet, periodic check-in due | `references/reactivation.md` |
| Database value & BDA | Understanding pipeline worth, market share | `references/database-value.md` |

## Key Rules

- Every registered buyer should be actively matched when new properties launch
- Follow-up is not chasing — it's service. Frame it as keeping them informed
- Never work a single prospecting activity in isolation — chain activities into campaigns (knock → card → call → valuation → nurture)
- The database is the "oxygen and life force" of the business — treat it as the most valuable asset
- Calculate BDA opportunity ratio to understand untapped market share
- The agent who makes the most calls and books the most appointments wins
- If someone says they're no longer looking, respect it immediately and update their profile
- Track all outreach in the contact's profile to avoid duplicate or excessive contact
- The Momentum Point (12-24 months of consistent effort) is real — persist through the early grind