In this short coaching segment, Leigh Thomas Brown shares practical, low‑cost prospecting techniques for real‑estate agents aimed at increasing listings. He emphasizes the power of word‑of‑mouth and building a reputation for trustworthiness, suggesting agents become known as reliable helpers regardless of a client’s situation. He then outlines three concrete tactics: (1) visiting local yard sales to discover homeowners who are decluttering and may be planning to sell within the next six months, allowing agents to engage them early; (2) performing “pop‑by” visits—a concept popularized by Brian Buffini—where agents drop off a small, thoughtful gift at a prospect’s home to stay top‑of‑mind; and (3) using a regional grocery store’s clearance cart (Lowe’s Foods in Cabarrus County, NC) to collect free items after holidays and deliver them to potential clients as a goodwill gesture. The underlying message is that the more face‑to‑face conversations agents have, the more listings they will ultimately secure.
