Inventory is climbing in a lot of markets, and homeowners don’t know what to think. Some believe prices are still going crazy. Others think a crash is right around the corner because of something they saw on TV.
That confusion is your opening. If you want to build your listing inventory over the next month, the plan is simple: make more contacts than you’ve been making, and be the calm, informed voice homeowners actually talk to. Here’s the 25-for-25 challenge I use to get agents there.
What is the 25-for-25 prospecting challenge?
It’s 25 contacts a day for the next 25 business days. That’s roughly five weeks of steady, daily conversations with homeowners.
If you’re already making more than 25 a day, don’t drop down. Raise your current average by 25% instead. The point is to push past where you are right now, not to hit a number that’s easy for you.
A contact counts when you start a real estate conversation with the property owner. Even if they hang up. As long as they knew you were calling about real estate, it counts. That rule keeps you from padding your numbers with voicemails and keeps you focused on actual conversations.
Why build your listing inventory right now?
Because the market is changing, and a change is where market share moves. When more homes hit the market, you get more “just listed” and “just sold” activity to call around. When agents get nervous, they make fewer calls. Both of those work in your favor if you keep going.
A shift isn’t good or bad on its own. What matters is how you respond. The agents who adjust fast and turn up their activity pick up the listings that less focused agents let slide. The ones who wait end up with fewer conversations and a thinner pipeline six months from now.
Why is circle prospecting the fastest way to more listings?
Circle prospecting puts you in front of the homeowners most likely to be thinking about value right now: the neighbors of a home that just listed or just sold. You have a real reason to call, and they’re usually curious.
You don’t need a perfect script. You need a natural delivery. Sound like a neighbor with good information, not a telemarketer reading off a card. Try something like:
“Hi, this is [your name] with [your company]. A home just sold over on Maple, a few doors down from you. What are your real estate plans in the next six months?”
One thing you noticed. One question. Then listen. If you want the full call structure, I break it down step by step in circle prospecting basics: the 4-step call.
Do you need to know your market numbers before you call?
Yes. You don’t have to be an economist, but you do need to sound like the most informed person the homeowner talks to all week.
Build a one-page market snapshot before you start the challenge:
- Current active inventory in your main area
- How that inventory compares to last month
- Days on market for each segment you work (single-family, condo, and so on)
Keep it next to you on every call. When a homeowner asks “So what’s really going on?” you give them a straight answer in two sentences. That’s what earns the appointment.
How do you run the challenge day to day?
Here’s the week-one plan I give agents.
1. Pull your numbers
Build your market snapshot on day one. Update it once a week. It takes less than an hour.
2. Commit to your daily number
Write it down: 25 contacts, or your current average plus 25%. Tell someone. Then block the time on your calendar every business day so it’s not up for debate.
3. Anchor your calls to one property
Pick one “just listed” or “just sold” and call the homes around it. One anchor property gives you a clear reason for every call and keeps you from overthinking the script.
4. Track three numbers every day
Contacts made. Appointments set. Listings taken. At the end of the month, look at your ratios: how many contacts it took to get an appointment, and how many appointments it took to get a listing. That tells you exactly what to work on next.
5. Practice out loud
Record yourself doing your “just sold” call and play it back. You’ll hear right away where you sound stiff or rushed. A few rounds of that and you’ll sound relaxed on the real calls.
What happens to agents who stop prospecting during a shift?
Some slow down. Some drift out of the business over the next year or two. That’s how it goes in every cycle.
The ones who stay on the phones, raise their contacts, and focus on listings come out with more market share and a bigger pipeline. I’ve seen it for more than 30 years, and I still prospect about three hours a day myself for exactly that reason. The work you do in the next 25 business days sets up your next six months.
What’s the one thing to do this week?
Start the 25-for-25 tomorrow morning. Block the time, pull one anchor property, and make your first 25 contacts before lunch. Track every one.
Want coaching while you run the challenge?
The Agent Success Academy gives you step-by-step coaching like this every week, plus the structure and accountability to keep your contact numbers up when it would be easier to coast.
Not sure where to start? Explore Greg’s coaching programs for personal and group support, or dive into the self-paced courses and start leveling up today.
Frequently asked questions
How do I build my listing inventory fast?
Raise your daily contacts and focus on circle prospecting around new listings and recent sales. The 25-for-25 challenge, 25 contacts a day for 25 business days, is a simple way to start.
What counts as a contact in real estate prospecting?
Any real estate conversation you start with a property owner, even if they hang up, as long as they knew you were calling about real estate. Voicemails don’t count.
How many contacts should a real estate agent make per day?
At least 25 a day is a solid baseline for building listing inventory. If you’re already above that, raise your current average by 25%.
What should I say on a circle prospecting call?
Mention the nearby listing or sale, then ask one simple question about their plans, like “What are your real estate plans in the next six months?” Keep it short and natural.
About Greg Harrelson
Greg Harrelson has been in real estate for more than 30 years, and he still does the work he teaches, prospecting alongside his agents about three hours a day. He’s the Broker/Owner of Century 21 The Harrelson Group, and his team has closed more than 10,000 transactions and close to $10 billion in sales. Four of the top five producing agents in his market are on his team, and none of them were licensed before they met Greg. Through the Agent Success Academy, he coaches agents to build listing inventory with simple daily habits that hold up in any market.
