“In the digital space we have a lot of people who spin a lot of sh*t about leads and listings. Jordan is the real deal.”
Modern prospecting
Homeowners choose an agent years before they sell.
Prospecting still behaves as though they decide in a week.
Jordan Bain studies how homeowners choose an agent, and builds prospecting systems around what the evidence shows.
Basis of observation
- 700+
- 400K+
- 3.6K+
- $62M+
“The agents who win listings aren't always the best agents.
They're the ones people remember first.”
Observations
Three observations,
repeated across every market.
Most systems are abandoned before they compound.
Across the campaigns I have observed, strategy changes tend to cluster around month four, often just as enquiry begins to improve.
Only a small fraction of a market is selling at any one time.
Advertising aimed only at owners already on the market puts you in a bidding war with every other agent for the same few homes.
Agents who own their data compound. Those who rent it start again.
A rented audience disappears the day you stop paying for it. Owning the list, the accounts and the content is what turns years of activity into an asset.
The Modern Prospecting Framework
Four principles.
Everything else is implementation.
Proximity
Be near the decision long before the decision is made.
Repetition
Recognition is built by frequency, not by effort.
Evidence
Homeowners look for proof of competence, not persuasion.
Ownership
The system belongs to the agent, not the supplier.
Endorsements
Implementation · The Launchpad
The framework is the thinking. This is how it gets built.
Six weeks. Built for you, tested in your market, handed over.
- Strategy
- Build
- Launch
- Ownership
Most suppliers keep operating the system, and keep charging for it. This one ends with you owning the accounts, the data and the understanding to run it without me.
Disclosure · A tool I built