Why This Matters
In today’s market, agents need to do more than know their comps. You need to prove your value — to sellers, to buyers, and even to your brokerage. Courted gives you real-time market intelligence and agent performance insights so you can:
Show sellers exactly why you’re the right choice
Target the right buyer’s agents to get deals done faster
Negotiate smarter for your buyers
Tell your professional story with hard numbers
Reverse Prospecting: Find the Buyers Before You List
Reverse prospecting is a proactive marketing strategy that flips the traditional approach. Instead of waiting for the right buyer to stumble across your listing, you use Courted’s market intelligence to pinpoint the buyer’s agents who are already active in your segment—by location, price point, and property type.
These are the agents most likely to bring you a qualified buyer, and targeting them directly maximizes your exposure while minimizing wasted effort. It also demonstrates to sellers that you have a well thought out, strategic approach.
Workflow in Courted:
1. Head to Market Share (in the Research section of Courted) and filter down to focus on those high-probability agents with recent activity in your segment (e.g., 3+ buyer-side deals in the last 12 months).
2. Review the results, sorted by buy-side unit count or sales volume.
Look for agents with multiple recent transactions in your segment.
Use ResearchAI to get deeper insight into which agents are most relevant for your listing and how to position your outreach!
3. From here, you can continue to use ResearchAI to help navigate what types of messaging will work best to target these agents and help you develop a call script to make reaching out more efficient.
4. Now, it's time to reach out directly via call, email, or text—personalizing your message to highlight why your listing is a fit for their current buyers.
Tips for Effective Reverse Prospecting
Personalize your outreach
Use the agent’s first name and reference their recent activity.
Example: “I noticed you had several recent buy-side closings in this neighborhood, this listing might be a great fit for your clients.”
Reference timely updates in follow-ups
Keep the conversation relevant by mentioning any price adjustments, upcoming open houses, or new selling points.
Stay positive and collaborative
Approach with a partnership mindset.
Example: “How can I help you win for your clients on this one?”
Keep it concise and actionable
Make your outreach quick to read and easy to respond to — avoid long, generic messages.
Prepare to Win Listing Presentations
Many agents walk into a listing presentation without a full picture of their own performance. With Courted, you can access powerful data to understand your numbers—like sales volume, days on market, and close-to-list price ratio—and use them to clearly show a seller why you can generate more value for their home, potentially even faster than other agents.
Workflow in Courted:
Navigate to your agent profile in Courted to search your own stats
Sales volume, units, average DOM, close/list price ratio.
Use the Comparisons section to see how you stack up against agents in your desired area.
Pull 1–2 key differentiators (e.g., “My listings sell 5% closer to list price and 12 days faster than the average in this neighborhood”).
💡 Pro tip: Add a hyper-local DOM vs. close/list price chart to show how your pricing strategy works in the seller’s favor.
You can also explore Market Share to see exactly where you shine—whether it’s a specific ZIP code, property type, or price range. Maybe you’re top-ranked for single-family homes in a certain area and price bracket—that’s a perfect talking point for winning over sellers and positioning yourself as the local expert.
And don’t forget our PDF export feature. Export your Agent Profile to walk into any pitch with polished, data-backed proof of your success, ready to impress.
Understand Your Market
A deep understanding of your market is the foundation for pricing listings accurately, targeting the right clients, and deciding where to focus your energy. Without it, it’s easy to feel behind or unsure of your own numbers.
The challenge? MLS data is rarely presented in a way that’s easy to apply to your day-to-day decisions. That’s where Courted’s Market Trends and ResearchAI come in—moving you from raw data to insight to action in minutes, instead of hours.
Workflow in Courted
1. Open Market Trends
Filter by property type, price range, and location to see the exact segments you care about.
Review changes in pricing, inventory, and demand over time.
Compare seasonal patterns to understand when activity peaks and slows.
2. Activate ResearchAI 💡
Click the purple ResearchAI button to instantly generate a summary of your current market view.
Ask targeted questions like:
“What trends should I highlight for sellers in this price range?”
“How does this sub-market compare to last quarter?”
Use these ResearchAI insights to identify trends in your key markets and turn those into talking points with your potential clients!
Final Thoughts
The more you understand your market, the more control you have over your conversations with clients, leads, and colleagues. Market Trends gives you the “what,” and ResearchAI delivers the “so what” and “now what.” Together, they turn market data into confident action—fast.