Get to the Listing First: How Top Agents Are Finding Motivated Sellers Before Anyone Else

If you're tired of chasing cold leads or losing listings to faster agents, this strategy is for you.

In a recent Icon Coaching webinar, Christoph Malzl broke down exactly how top producers are using data to predict which homeowners are likely to sell—before they even hit the market. This isn't about luck. It’s about knowing where to look, what to say, and when to show up.

Here’s what you need to know:

🧠 Think Beyond the MLS

By the time a seller hits the MLS, it’s often too late — they’ve already interviewed agents or committed to someone. The key? Spotting signals of motivation early.

Here are the types of sellers top agents are targeting:

• Long-time owners (15+ years) sitting on equity

• Pre-foreclosure or notice-of-default homeowners

• Tired landlords with vacancies

• Inherited or probate properties

• Listings that expired or were withdrawn quietly

These sellers might not be waving a “For Sale” sign yet — but they’re closer to making a move than you think.

🔍 Look for Trigger Events

Christoph shared that smart agents are watching for life events that often precede a sale:

• Job transfers

• Financial hardship

• Divorce or downsizing

• Death in the family

• Frustration with tenants or repairs

These events don’t show up on the MLS — but they do show up in the data if you know what to watch for.

📈 Data Alone Won’t Win the Listing

It’s not just about access to data — it’s about how you use it. Christoph emphasized the importance of pairing smart prospecting with smart conversations.

That means:

• Calling with confidence and clarity

• Knowing what pain points matter to that seller

• Positioning yourself as the expert who can help them move forward

📥 Want to See How It’s Done?

This webinar was packed with insights, including:

✅ Prospecting strategies that are working right now

✅ How to set follow-ups that convert faster

✅ How to use data to double your listing appointments

👉 Watch the replay now and start showing up before your competition:

P.S. The agents getting listings right now? They’re not waiting.They’re using better data, better questions, and better timing.It’s time to get to the listing first.