{"id":21501,"date":"2025-08-25T12:38:00","date_gmt":"2025-08-25T10:38:00","guid":{"rendered":"https:\/\/www.monapart.com\/magazine\/?p=21501"},"modified":"2026-08-20T12:09:36","modified_gmt":"2026-08-20T10:09:36","slug":"estate-agency-prospecting","status":"publish","type":"post","link":"https:\/\/www.monapart.com\/magazine\/en\/gente-real\/captacion-inmobiliaria","title":{"rendered":"Estate agency prospecting: how to generate business in times of scarcity"},"content":{"rendered":"

Estate agency prospecting: how to generate business in times of scarcity<\/h1>\n\n\n\n

From hunters to farmers: why making the most of every property in your portfolio is the key to continued lead generation<\/h2>\n\n\n
25th August 2025 by Jos\u00e9 Luis Echeverr\u00eda<\/a><\/div>\n\n\n\n

The current outlook is complex. Anyone who says otherwise is lying or out of touch with reality. We are living in a hostile context, marked by constant challenges and, for many of our professional colleagues, an obvious shortage of product and transactions. In this scenario, property marketing has become the main challenge for thousands of agents and agencies, even making us rethink the estate agency profession<\/a>. Faced with this reality, the question echoing through the sector is inevitable: can we continue to make a living from our trade when the wind is blowing against us?<\/p>\n\n\n\n

The answer is a resounding yes. But with one non-negotiable condition: you must have started earlier<\/strong>.<\/p>\n\n\n\n

That's how I tell it in the second episode of our podcast Gente Real, where we go over how to make the most of every marketing campaign.<\/p>\n\n\n\n

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To understand it, I like to travel back in time, specifically tens of thousands of years ago, when human beings were not yet civilised. In times of abundance, we were simply collectors<\/strong>. You used to go out into nature and simply take what was already there, because the land provided naturally. That is precisely what many estate agents do in the good years: they go out into the market to \u00abpick\u00bb the ripe fruit that falls on its own.<\/p>\n\n\n\n

The problem is that humanity learned that abundance doesn't always last. And to survive times of scarcity, it invented the agriculture<\/strong> and he learned how to make tinned food<\/strong>.<\/p>\n\n\n\n

Brought to our sector, holding out in difficult times is not a matter of luck, but of prior work<\/strong>.<\/p>\n\n\n\n

A job that does not allow for improvisation (the worst mistake in times of crisis) and is based on the persistence of systematically combining three fundamental variables:<\/p>\n<\/div><\/div>\n\n\n

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\"\"<\/figure>\n<\/div>\n\n\n

When a professional works methodically with the what, the who, and the when, they are stocking the pantry. When scarcity arrives, that ecosystem you have patiently cultivated continues to bear fruit organically.<\/p>\n\n\n\n

\"Property
Summer<\/em> (o The harvest<\/em>), by Pieter Bruegel the Elder (1565)<\/figcaption><\/figure>\n\n\n\n

Even the way a pig walks can be made use of (and the same goes for housing too)<\/strong><\/h2>\n\n\n\n

But what if the shortage is already here and you need to kick-start the business right now? The solution involves a radical shift in mindset when managing your current portfolio. And to explain this, you will have to allow me a culinary simile: As estate agents, we have to treat every property listing like a pig \u2013 making use of absolutely every part of it.<\/strong><\/p>\n\n\n\n

We often make the mistake of squandering the enormous potential and credibility that comes with having a flat for sale. We become obsessed with looking elsewhere for what we already have right here. Whilst a property is on the market, up to nine direct business levers<\/strong> which most agents negligently ignore.<\/p>\n\n\n\n

Having an active property is the master key to:<\/p>\n\n\n\n