Use Reverse Prospecting to Nudge Buyers and Spark Offers
If your listing has 8,000 views and 700 saves but no offer, that’s not failure. That’s opportunity.
It’s time to leverage that attention.
In this session, we covered one of the most overlooked tools in your MLS: reverse prospecting. This feature lets you identify buyer agents whose clients are watching your listing and reach out. It’s the most useful way to nudge buyers into motion without lowering the price or falling back on traditional concessions.
We also shared example language and sales heuristics you can use in your scripts and messaging.
"If your listing has 8,000 views and 700 saves, you don’t have a problem—you have leverage."
"They should feel like they’re getting a screaming deal on a house they love. That’s what motivates action."
"You can submit a clean offer at any time..No highest-and-best guessing games."
"Buyers either see the value in the condition or they see it in the price. There’s no way around that."
"You're in the elite one-tenth of listing agents in the nation. If you're not touting that in your marketing, shame on you."
"Your commission is already built in. There’s no haggling. No extra agreements. It’s all in the offer."
💡 Script: “Why We’re Not Pulling the Listing Yet”
“I totally get the instinct to change course if we don’t have an offer yet—but here’s why we don’t want to lose momentum.
Right now, your listing has real traction: [insert Zillow views/saves, open house traffic, social DMs, etc.]. That’s interest we’ve earned. If we take it off or shift back to traditional too soon, we reset all of that.
We’re already ahead of the pack. Most homes are sitting 60–90+ days. We’ve got momentum. Let’s keep it moving forward and use it to your advantage.”
What Is Reverse Prospecting?
Most agents don’t use it. Inside your MLS is a list of buyer agents whose clients have favorited or tracked your property.
This isn’t guesswork. It’s a ready-made prospect list based on actual buyer behavior. When used well, it lets you start real conversations that lead to offers.
Why You Should Do It, Especially Now.
In a slower market, property views and saves don’t always translate to urgency.
That doesn’t mean your listing isn’t working. It means you need a follow-up plan for interested buyers that are taking their time.
Make sure you communicate with your seller about the high level of interest and how market conditions impact speed of offers.
“Why would we panic at 21 days with 8,000 views and 700 saves?”
—Robert Climer
Then, get to action and start reverse prospecting.
What to Say (Reverse Prospecting Sales Language)
Reach out with purpose. Not a generic status update. Below are some of the scripts and language ideas EZ agents came up with during the training:
Use leverage
“Your client marked this property as a favorite. It’s still available, and the seller is preparing to choose an offer. Are they still interested?”
This connects the buyer’s prior activity to a real, timely opportunity—without being pushy.
Frank Macri said it best: You’re letting them in on a secret.
Make it simple
“This listing runs on the EZ Platform. Everything’s transparent. Your buyer can submit clean terms and get their offer accepted right away. We already built in room for concessions, and your commission is protected.”
This works because it lowers friction on both sides. The agent doesn’t have to guess, and the buyer gets options.
Joy Steidl reminded us: They can roll concessions into the loan because of the buyer premium. That’s not something they’ll find on most listings.
Create urgency
“We’ve had strong buyer activity and saves, but no final offer yet. The seller is looking to finalize soon. Want to get something in before the window closes?”
This language gives the agent a reason to follow up without creating pressure.
Robert Climer put it plainly: Give them the realization that “We may not get a second shot.”
Protect the agent
“No extra buyer paperwork. The commission is already structured into the listing. Your client gets flexibility, and you get paid.”
In a post-NAR world, that last line matters. This is about making it easy for agents to say yes to your listing.
As Joy Steidl emphasized: Let them know they’re guaranteed to get paid.
Frame it as exclusive
“We’re reaching out because your buyer showed interest. The seller is reviewing activity now. This might be their best shot.”
You’re not blasting a list. You’re following up with purpose, based on their client’s actions.
Terri Roston summed it up perfectly: Got an EZ secret for you, buddy.
Sales Psychology to Use In Your Prospecting
Good reverse prospecting messages hit key buyer triggers. Below are six cognitive heuristics — patterns in how people make decisions when they don’t have full information or want to move quickly – you can use to boost your sales language:
1. Social Proof
When a listing has high views and saves, don’t keep that to yourself. Let buyer agents know their client isn’t the only one watching. This positions the property as desirable and worth a second look.
Example:
“This home has over 700 saves and is trending above others nearby. Your client showed early interest. Still on their radar?”
2. Scarcity
Letting agents know there is a deadline or seller review period increases urgency. Buyers are more likely to act when they know decisions are being made soon.
Example:
“The seller is reviewing all interest this week and plans to choose the most favorable offer soon.”
3. Reciprocity
Make it easier for the agent to say yes. Provide details that reduce their workload or risk. Transparency, flexible terms, and commission protection make it more likely they’ll take action.
Example:
“All terms are clear and built into the listing. Your commission is fully protected. No surprises or separate agreements required.”
4. Commitment and Consistency
If a buyer favorited the listing earlier, they’ve already taken a small step. People are more likely to follow through once they’ve shown interest. This is your opening to re-engage.
Example:
“Since your client already flagged the home in their portal, I wanted to circle back while there’s still flexibility to negotiate.”
5. Authority
Use data and platform results to show this isn’t just another listing. EZ’s engagement tools outperform traditional methods, and that positions you as the expert who gets more traction in less time.
Example:
“This property is outpacing nearby listings in views and saves. It’s priced strategically and ready for a serious conversation.”
6. Loss Aversion
Buyers respond more strongly to avoiding loss than gaining something new. A well-timed message can motivate action before the window closes.
Example:
“We’ve had strong activity and may not get a second chance at this interest level. Just checking if your client is still in the mix.”
Most buyers aren’t making logical spreadsheets of pros and cons. They’re reacting to cues, shortcuts, and timing. Pairing these heuristics with reverse prospecting will help you prompt buyer action without lowering price.
EZ Feature Development: Buy Now Button
EZ is developing a Buy Now feature for listings that have been live for 14+ days. This will give buyers to the option to submit an offer at the amount your seller is willing to accept and pause the listing event.
We expect to launch this feature in the next 30 days, ahead of our end-of-quarter goal. When we do, you’ll have a new feature to use and a reason to reverse prospect announcing it!
Try this reverse prospecting script when announcing you’ve added a “Buy Now” option to your EZ Listing:
Hey (Agent),
I noticed your buyer flagged (123 Main St / this listing) in their portal. Quick heads up that my seller just activated a Buy Now option.
✅ The price includes built-in concessions
✅ Full terms are transparent
✅ Your commission is protected and already built in
If your buyer’s still interested (or even on the fence), this is a great time to move. We’re only notifying agents whose clients previously showed interest.
Want the details or access? Just reply and I’ll send it over.
– (Your Name)
Remember:
If you’re on the EZ Platform, you already have an edge. Reverse prospecting makes it sharper.
“You’re part of the top 1/10th of listing agents in the country. Start marketing like it.”
—Robert Climer
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