The Lincoln Group · Field Guide

AI-Powered Prospecting Playbook

This is your daily operating system for finding, researching, scoring, and closing prospects — residential, commercial, and property management — on the Gulf Coast. Open it every morning. Work it every day. It only works if you use it.

New here? Click the first button, pick a prospect type, and you'll be working a real lead inside two minutes.

This guide answers six questions

The Workflow — 60 Seconds

Every prospect you touch moves through the same six steps. Skip a step and you're guessing. Run all six and you're building a real pipeline.

1. FIND SIGNAL

→

2. RESEARCH

→

3. SCORE

→

4. CONTACT

→

5. RECORD

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6. FOLLOW UP

1. Find Signal

Spot a reason someone might sell, lease, buy, or need management — a vacant building, an absentee owner, a lease renewal, an expired listing.

2. Research

Pull the facts — owner, mailing address, portfolio size, entity, timing — from county records and public sources. Let AI help synthesize it.

3. Score

Run it through the Lead Scoring rubric. Know before you dial whether this is a Contact Now or a Nurture.

4. Contact

Call, text, or email using a script built for the situation — never a cold, generic pitch.

5. Record

Log the outcome in the CRM immediately. If it isn't written down, it didn't happen.

6. Follow Up

Every touch gets a next step and a date. No exceptions.

20 Daily Prospecting Attempts

Twenty prospecting attempts a day, five days a week, is the Lincoln Group standard — consistent activity beats waiting on market conditions. The number is fixed. The mix is flexible. Choose the allocation that matches your role.

Balanced

5 Residential · 5 Commercial · 5 PM · 5 Sphere

Residential-Focused

10 Residential · 3 Commercial · 2 PM · 5 Sphere

Commercial-Focused

3 Residential · 10 Commercial · 2 PM · 5 Sphere

Custom

Any allocation totaling exactly 20

How To Use This Guide

Persistent Nav

The sidebar is always there. Jump straight to any section — no scrolling through a document you don't need.

Do This Now Boxes

Gold-highlighted boxes throughout the guide with real, checkable tasks. This guide is meant to be worked, not just read.

AI Prompt Cards

Every reusable AI prompt has a one-click Copy Prompt button. Paste your details into the brackets and go.

Collapsible Scripts

Full word-for-word scripts are tucked into expandable sections so the page stays scannable — open only what you need.

Weekly Scorecard

Enter your numbers once a week. It saves automatically and tracks your growth over time — right in your browser.

Works Offline

This entire file lives on your computer. No login, no server, no internet required once it's downloaded.

Terminology — Used The Same Way Everywhere

Attempt	An outbound call, voicemail, text, email, LinkedIn message, etc.
Conversation	A meaningful two-way interaction — not just an attempt.
Prospect	A person or entity identified for potential outreach.
Signal	Information suggesting a prospect may deserve research — not proof of anything by itself.
Verified Fact	Information confirmed through an authoritative source or direct conversation.
Qualified Opportunity	A prospect with a legitimate potential transaction or management need, based on verified information and/or conversation — not merely someone who answered the phone.

New to the team? Read Start Here, then The Daily 20, then whichever channel section matches your first task today. You do not need to read this front to back — use the sidebar.

Get Started

Find A Lead

Who can I contact today? Pick a category below, follow WHERE / HOW / QUALIFIES, and you'll have a real prospect in minutes — not a database subscription, just knowing where to look.

Residential

6

Find 5 Expired Listings

Where MLS expired-listing search, run daily.

How Filter by status = Expired, sorted by most recent.

Qualifies Expired in the last 24–48 hours — freshest is best.

Find 5 FSBOs

Where Zillow FSBO filter, Facebook Marketplace, Craigslist, yard signs while driving your farm.

How Confirm no brokerage name is attached and the listing looks active.

Qualifies Any home listed directly by the owner, no agent representation.

Find 5 Absentee Owners

Where County property/GIS records.

How Compare property address to tax mailing address.

Qualifies Different mailing address = absentee. Different state = out-of-state absentee.

Find 5 Long-Term Owners (10+ Years)

Where County property record — sale/ownership date field.

How Note the last sale date and calculate years owned.

Qualifies 10+ years of ownership — a strong likely-equity signal.

Find 5 Investor-Owned Houses

Where County tax records — homestead exemption status.

How Check whether the owner claims a homestead exemption at that address.

Qualifies No homestead exemption can be a signal the property may be non-owner occupied. Verify before treating it as a rental.

Find 5 Sphere Contacts Due For A Touch

Where Your phone contacts, CRM database, Facebook friends list.

How Sort by last-contacted date — anyone past 30 days is due.

Qualifies Any sphere contact you haven't personally touched this month.

Commercial

5

Find 5 Vacant Commercial Buildings

Where Driving your target corridor or scanning satellite/street view imagery.

How Look for two or more vacancy signals — see the visual signal guide.

Qualifies 2+ signals (papered windows, empty lot, faded signage) on the same building.

Find 5 LLC-Owned Commercial Properties

Where County property record, then MS Secretary of State Business Search.

How Pull the registered agent and listed managers/members from the filing.

Qualifies Property titled to an LLC, corporation, or trust — not an individual.

Find 5 Stale Commercial Listings

Where Crexi, LoopNet, and MLS commercial search — sort by days on market.

How Days on market is a research trigger, not proof of motivation — there's no universal "stale" number. Compare property type, submarket, asking price, comps, listing history, price reductions, and vacancy status.

Qualifies Long DOM plus other factors stacked together — enough to justify researching whether there's a legitimate reason to contact the owner or listing broker.

Find 5 Multi-Property Landlords

Where County property/GIS records searched by owner name.

How List every property returned under that name or entity and count the total.

Qualifies The same owner or entity appears on multiple commercial records.

Find 5 Businesses Showing Expansion/Contraction Signals

Where Local news, Google Maps changes, hiring posts, permit filings, drive-bys.

How Watch for new-location announcements, hiring surges, or reduced hours/footprint.

Qualifies Any visible sign a business is growing into or shrinking out of its space.

Property Management

5

Find 5 Self-Managing Landlords

Where County property records, rental listing sites.

How Check whether the record or listing shows an individual, not a PM company.

Qualifies A rental with no PM company name attached anywhere you look.

Find 5 Out-of-State Landlords

Where County GIS/tax records — mailing address field.

How Confirm the mailing address is outside Mississippi and the property is a rental.

Qualifies Rental with an out-of-state owner — a signal worth researching, not proof of any specific pain point.

Find 5 Vacant Rental Properties

Where Rental listing sites, drive-bys of known rental-heavy streets.

How Look for a rental sitting unlisted and unleased for an extended stretch.

Qualifies A residential rental showing no active tenant and no active listing.

Find 5 Landlords With Multiple Single-Family Rentals

Where County property/GIS records searched by owner name.

How Count every single-family property returned under the same owner.

Qualifies 2 or more single-family rentals under one owner name or entity.

Find 5 Investors Actively Acquiring Rentals

Where Recent county sale records, MLS closed-sales history.

How Watch for the same buyer name/entity on multiple recent purchases.

Qualifies 2+ rental purchases by the same owner within the last 12–18 months.

Database / Sphere

4

Work Your Past Clients

Where Your CRM / transaction history.

How Review your full past-client list on a standing quarterly cadence.

Qualifies Every past client — a quarterly touch, regardless of any specific signal.

Revisit 5 Old / Cold Leads

Where Your CRM — leads with no activity in 90+ days.

How Re-verify contact info is current, then re-score before reaching back out.

Qualifies Any lead that went quiet without a clear "not interested."

Find 5 Business Owners In Your Network

Where Your personal and professional contacts — former colleagues, vendors, community.

How Identify who owns/leases real estate you haven't discussed with them yet.

Qualifies Anyone in your network who owns property or runs a business you haven't prospected.

Ask 5 Referral Partners

Where Lenders, attorneys, contractors, insurance agents you already work with.

How Ask directly if they know anyone buying, selling, or needing management.

Qualifies Any professional relationship you haven't asked for a referral from this quarter.

Get Started

I Found One — Now What?

You've got a name, an address, or an entity. Click the type that matches and work the 7-step workflow — verify, research, score, prepare, contact, record, follow up. Same six-step system as everywhere else in this guide, just specific to what you found.

Select a prospect type above 7-STEP WORKFLOW

Click any chip to see the exact verify → research → score → prepare → contact → record → follow-up workflow for that type of prospect.

Non-Negotiable

The Daily 20

Consistent daily activity — not market conditions, not experience — is what the Lincoln Group builds around. Twenty prospecting attempts a day, five days a week, is the Lincoln Group standard. Voicemail, text, and email all count as attempts. A skipped day doesn't.

Today's Daily 20 Tracker

Pick the mix that matches your role, check off each touch as you complete it, and log every live conversation separately. Your progress saves automatically in this browser and resets fresh each morning.

0 / 20 attempts logged today

Choose Today's Mix

Attempt vs. Conversation: a voicemail, text, email, or LinkedIn message you send is an Attempt. A live, two-way back-and-forth — they pick up, they reply — is a Conversation. A conversation can't happen without an attempt, so checking Conversation automatically checks Attempt — and unchecking Attempt automatically clears Conversation.

0

Attempts Today

0

Conversations Today

0

Qualified Opportunities Today

Qualified Opportunity = a real prospect with a legitimate potential transaction or management need — not merely someone who answered the phone. A Lead Score of 60+ generally indicates a prospect worth actively working, but your judgment and verified facts still matter more than the number alone.

Tomorrow's Top 5

Before you log off, flag the five prospects most worth calling first thing tomorrow.

Prospect	Property or Company	Prospect Type	Lead Score	Why Now	First Action Tomorrow

Your Ideal Prospecting Day

1

7:00 – 8:00 AM — Plan

Review your database and today's flagged prospects. Pick your 20 before you make a single call.

2

8:00 – 10:00 AM — Phone Block

Sacred time. No showings, no admin. Work your Tier 1 residential, commercial, and PM contacts. Voicemail counts — consistency compounds.

3

10:00 – 11:00 AM — Email & LinkedIn

Personalize every Tier 1 message before sending. Ten LinkedIn touches, follow-up emails, AI-assisted research for tomorrow's calls.

4

Balance of Day — Production

Showings, listing appointments, PM consultations, property tours, market research.

5

5:00 – 5:30 PM — Record

Update every contact's status in the CRM. Never skip this step — it's the difference between a system and a memory.

Weekly Rhythm

Day	Focus
Monday	Database review + weekly plan. Set targets for the week. Review pipeline status. Identify this week's priority accounts.
Tuesday – Thursday	Core prospecting days. Phone blocks 8–10 AM. In-person meetings, property tours, PM consultations, listing appointments.
Friday	Follow-ups only. Update the CRM completely. Send weekly market content to your database. Fill out the Weekly Scorecard and review what worked.

⚡ Do This Now

Before you close your laptop today, complete all 20 touches above and log every one of them in the CRM. If you're short, don't roll them over — tomorrow gets its own 20.

All 20 touches logged in the tracker above
Every touch recorded in the CRM with outcome + next action
Tomorrow's top 5 prospects flagged before you log off

Channel 01

Residential Prospecting

FSBOs and expired listings are generally among the more motivated sellers you'll find — verify their actual timeline before assuming. Your sphere is your fastest path to a commission check. Farm a neighborhood long enough and you own it. This is the day-to-day engine of the residential side of the business.

What Am I Looking For

FSBOs, expired listings, geographic-farm homeowners, sphere contacts due for a touch, and life-event triggers — divorce, probate, inheritance, job relocation.

Where Do I Find It

Zillow (FSBO filter), Facebook Marketplace, MLS expired search, Nextdoor, driving your farm on weekends, your own phone contacts and sphere list.

How Do I Research It

Pull the property's sale/listing history, check days on market if it was previously listed, and look for a personal connection point before you call.

What Do I Do Next

Call within 24 hours of finding a new FSBO or expired listing. Log the outcome and set a follow-up date every time.

How Can AI Help

Use the AI Research prompt to synthesize what you know before the call, and the AI Call Prep prompt to walk in with a clear objective.

Find and Call a FSBO — Step by Step

1

Scan your sources daily

Zillow "For Sale By Owner" filter, Facebook Marketplace ("house for sale"), Craigslist, Nextdoor neighborhood posts, and yard signs with no brokerage name while driving your farm.

2

Call within 24 hours

The freshest FSBOs are the most receptive. Every day that passes, another agent gets to them first.

3

Open with the cooperation question

Ask if they're open to working with agents who bring buyers — it's a low-resistance opener that gets a real answer.

4

Listen before you pitch

Ask how long they've been trying and what their biggest challenge has been. Their answer tells you exactly how to position your 10-minute conversation ask.

5

Log and set a follow-up

Record the call outcome and follow up every 3–5 days until they list with you or go off-market.

Full Script Library

Lincoln Group's proven talk tracks — adapt the framework to your own voice. Expand only what you need before a call.

FSBO Opening Script

LINCOLN GROUP SCRIPT

"Hi, this is [Name] with The Lincoln Group. I saw your home for sale on [Street] and wanted to reach out directly — are you open to working with agents who have a buyer for you?"

If yes: "Good — I work with buyers in that price range. Would this weekend or next work for a quick look?"

If no: "Understood. How long has it been on the market so far?" [Listen.] "What's been the hardest part of doing it yourself?" [Listen.] "I'd be glad to sit down for ten minutes and show you a couple of things that might help either way — no pressure to list. Does that sound fair?"

Expired Listing Script — the 24-Hour Window

How to find them: run a daily MLS search for listings that expired yesterday (see the Screenshot Placeholder below for the settings), or use an expired-listing lead service if your team subscribes to one.

LINCOLN GROUP SCRIPT

"Hi [Name], this is [Your Name] with The Lincoln Group. I noticed your home at [Address] just came off the market. That's got to be frustrating — how are you feeling about it?" [Listen. Let them talk. Don't interrupt.]

"Are you still planning to sell, or has that changed?"

If yes: "I'd like to walk you through what I'd do differently before you decide on a next step. Would [Day] or [Day] work for twenty minutes?"

Critical: never bash their previous agent. Your job is to feel different from the very first call.

SCREENSHOT PLACEHOLDER

MLS Expired / Withdrawn Listing Search Settings

Status filter set to "Expired" (and separately, a "Withdrawn" search)
Date range filter (e.g. expired/withdrawn in the last 24–48 hours)
Other relevant filters used (property type, area, price range)
Resulting listings list, with address and days-on-market columns visible

No screenshot has been inserted yet — this box shows what to capture, not an actual result.

Geographic Farming — Own a Neighborhood

Choose your farm (Lincoln Group standard): 300–500 homes minimum, an area where you can realistically get 10%+ market share. Check the neighborhood's annual turnover rate (sales ÷ total homes) before committing — the higher it is, the more opportunity moves through that farm each year.

Monthly mailer (12x/year, no exceptions): send value, not ads — a neighborhood market report, "5 things that affect your home's value," a local business spotlight, a seasonal maintenance checklist.

LINCOLN GROUP SCRIPT — Door Knock, Quarterly

"Hi, I'm [Name] with The Lincoln Group — I work this neighborhood and wanted to drop off a quick market update. Have you had any thoughts lately about what your home might be worth in today's market?"

Lincoln Group standard: commit 18–24 months minimum. A farm built and abandoned early rarely pays off — consistency compounds your presence over time.

Sphere Outreach — The Monthly Call & Facebook System

LINCOLN GROUP SCRIPT — Monthly Sphere Call

1. Open personally: "Hey [Name], how are you doing? How's [something personal]?"
2. Listen and engage genuinely for 2–3 minutes — this isn't a pretext, actually catch up.
3. Bridge naturally: "Things have been busy on my end too — the market here has been interesting lately."
4. Share one real, local insight: "Homes in [area] are moving in under 2 weeks right now."
5. Ask directly, no pressure: "Are you or anyone you know thinking about a move this year?"
6. Close warm: "Good talking to you — reach out any time, for anything. Take care!"

Facebook Daily 5: every morning, comment genuinely on 5 people's posts — real engagement, not just a like. Message people you haven't talked to in 6+ months without leading with real estate; mention your business naturally after 2–3 exchanges.

Buyer Consultation & Pre-Approval

LINCOLN GROUP SCRIPT — Setting the Consultation

"I'd love to help with that. Before we start touring homes, I like to sit down with buyers for about 30 minutes — it helps me understand exactly what you need and walks you through how the process works, so there aren't surprises later. Does [Day] at [Time] or [Day] at [Time] work better?"

LINCOLN GROUP SCRIPT — Pre-Approval

"In this market, when the right home comes up, you may only have hours — not days — to make an offer. I want to be ready to move for you the moment that happens. So before we look at homes, let's get you connected with a lender — it takes about 20 minutes and costs nothing. I have a couple I trust. Want me to make the introduction today?"

Listing Appointment — CMA, Marketing Plan & The Close

The CMA — three sections: sold comps (last 90 days, within 0.5 mile), active competition ("these are the homes your buyers will also see this weekend"), and expired listings ("these are homes that sat because they were overpriced").

LINCOLN GROUP SCRIPT — The Close

"Based on everything we've gone over, is there any reason we shouldn't get started today?" [Stay quiet. Let them respond first.]

LINCOLN GROUP SCRIPT — Commission Objection

1. Acknowledge: "That's a fair question — it's a meaningful number and you should understand exactly what it buys you."
2. Show the math: "My average list-to-sale ratio runs [X]%, against a market average of [Y]%. On a home like yours, that gap is worth $[amount]."
3. Explain the tradeoff: "My marketing spend comes directly out of that fee. Less fee means less marketing, fewer buyers seeing your home, and more competition working against your price. Is that a tradeoff you want to make?"

Objection Handling — Word for Word

"We want to wait until the market improves"

"I understand that. Can I ask — what would need to change in the market for you to feel ready to move?" [Listen.] "In my experience, owners who wait for a 'perfect' window often miss the best one. Here's what's actually happening right now locally: [1–2 local facts]. Want me to walk you through the numbers?"

"We're going to sell it ourselves"

"That makes sense — plenty of people start that way. Would it be worth twenty minutes for me to show you what a full marketing plan looks like, side by side with what you're doing now, so you can compare and decide with real information either way?"

"We want to interview 3 agents first"

"That's completely fair. Can I ask — what matters most to you in choosing who you work with?" [Listen — they'll tell you exactly how to win.] Respond directly to each concern they name, then close: "Based on what you just told me matters most, I believe I'm the right fit. Would you give me the chance to earn your business tonight?"

⚡ Do This Now

Find 5 new residential prospects today — a mix of FSBO, expired, farm, or sphere touches.

Checked Zillow/Facebook Marketplace for new FSBOs
Pulled today's expired listings from the MLS
Called or texted 2 sphere contacts due for a monthly touch
Logged every contact and outcome in the CRM

Channel 02

Commercial Prospecting

Top CRE producers don't cold call — they run a targeted, proactive campaign against a database of people who already have a reason to take their call. Your Express Employment relationships are exactly that database. You're not introducing yourself. You're reconnecting.

What Am I Looking For

Commercial property owners, business owners approaching a lease renewal, LLC/investor-owned property, and companies showing growth signals that mean they'll need more space.

Where Do I Find It

Your segmented Express + commercial property database, county tax rolls and GIS records, LoopNet/Crexi listings, driving commercial corridors, chamber of commerce events.

How Do I Research It

Pull the property record for ownership entity and mailing address, check last sale date and lease history, and look for business growth signals (hiring, expansion, new locations).

What Do I Do Next

Segment into the right tier, personalize your first email or call with a specific detail, and book a 20-minute consultation.

How Can AI Help

Use the AI Research prompt to build a one-paragraph profile before you reach out, and the prompt library's outreach drafts to personalize at scale.

Your Live Database Segments

This is a real, working example of how a tiered CRE database looks once it's built and segmented — use this structure for your own market.

Tier	Segment	Count	Priority	Next Action
T1	Commercial Property Owners	772	Highest	Call within 48 hours
T1	CRE Owner/Operators	86	Highest	Personal outreach + coffee
T1	Owner / Decision Makers	933	Highest	Reintro email + follow-up call
T2	CRE Adjacent + LLC/Investors	203	High	Market update + PM pitch
T3	High CRE Churn Industries	332	Medium	Quarterly newsletter
T4	General Database	1,843	Nurture	Annual market update

Know your ideal client first. Before you prospect, define it with precision: Gulf Coast business owner, 10–200 employees, owns or leases commercial space. Every outreach decision runs through that filter.

Daily Activity Standards

10

Database Touches

Per day, non-negotiable

2

In-Person Meetings

Per week

1

PM Pitch

Conversation per week

The rule that changes everything: never end a prospecting block without booking at least one next step — a call, a coffee, a property walkthrough. "Let me think about it" is not a next step. A calendar invite is.

Email Sequences That Move Cold to Booked in 21 Days

Sequence A — Commercial Property Owners (4 emails, Day 1 → Day 21)

After email 2, start calling non-openers: "Just wanted to make sure my email didn't get buried" works every time.

Day 1 — "Good to reconnect, [First Name]"

Hi [First Name], I hope things are going well with you and [Company Name]. You may remember me from my time at Express Employment. I've made a move into commercial real estate, and I'm spending my time helping local property owners make sure what they own is actually working as hard as they are — market value, whether now's a good time to sell, refinance, or acquire, or just a clearer picture of your equity position. I offer a free, no-pressure consultation. Would that be worth 20–30 minutes? — Jared

Day 5 — "A few things worth knowing if you own commercial property"

Commercial property values along the Gulf Coast have shifted meaningfully over the last 18–24 months. Many owners are sitting on more equity than they realize, and rising insurance costs are compressing cap rates — which creates opportunity for well-positioned sellers. I put together a quick property snapshot, free, about 20 minutes. — Jared

Day 12 — "Is now a good time? (honest answer inside)"

The same question keeps coming up: "is now a good time, or should I wait?" Honest answer — it depends on your property and situation, which is exactly what the consultation figures out. Some owners found $200K–$400K in equity they didn't know they had. Others learned to do nothing, and that was the right call too. — Jared

Day 21 — "Leaving the door open, [First Name]"

I've reached out a few times and haven't heard back — totally understand. This will be my last email for now. Most owners don't reach out until they have to — a lease expiring, a partner wanting out. The owners who come out ahead took 20 minutes to understand their position before they needed to. — Jared

Sequence B — Owner & Decision Makers (4 emails, Day 1 → Day 24)

These people already know you. Call your top 50 within 48 hours of email 1 — it isn't pushy, it's expected.

Day 1 — "Hey [First Name] — big news on my end"

I've transitioned into commercial real estate, helping business owners and investors across the Gulf Coast make smarter decisions about their real estate. You were one of the people I genuinely enjoyed working with at Express, and I wanted you to hear it from me directly. Whether you own your building, lease your space, or have investment property — free consultation, no fluff. — Jared

Day 6 — "Quick question about [Company Name]'s space situation"

A lot of business owners are sitting on one of two problems without realizing it: leasing at below-market rates they could renegotiate, or owning their building without knowing what it's actually worth. Worth a look? — Jared

Day 14 — "Even if the timing isn't right for you..."

Even if now isn't the right time for you, is there anyone in your network — another business owner, an investor — who might benefit from a conversation with me? The work I do is entirely referral-driven. — Jared

Day 24 — "Last one from me for now, [First Name]"

The business owners who win in real estate aren't the ones who make the biggest moves — they're the ones who stay informed. That's all I do: help people get that clarity, free, no obligation. — Jared

LinkedIn Outreach — Profile, DMs & Weekly Content

Profile checklist: a headline that states who you help, a branded banner, an About section that leads with who you help (not your resume), and a Featured "Free CRE Consultation" post pinned.

DM 1 — The Reconnect

Hey [First Name] — been a while! I made a big move recently — left Express and jumped into commercial real estate full time here on the Gulf Coast. I'm doing free property and space consultations for local business owners right now. Would that be useful to you? — Jared

Send to 10–15 existing connections per day max. If you can copy-paste a DM to 100 people without changing a word, it isn't a good DM — use their name, company, and one specific detail.

Daily routine (15 min): comment thoughtfully on 3–5 target-audience posts, send 10 personalized DMs, like/engage with Tier 1 posts before DMing them, post weekly content Tuesday or Wednesday morning.

⚡ Do This Now

Find 5 commercial prospects today — a property owner, a lease-renewal-due business, or an LLC-owned property from your target corridor.

Called or emailed 3 Tier 1 database contacts
Identified 1 new commercial property owner via county records
Sent 1 LinkedIn reconnect DM
Updated Outreach Status for every contact in the database

Channel 03

Property Management Prospecting

Property management growth should be treated like a deliberate sales pipeline, not a hope strategy. Focus on acquiring quality doors and portfolios that fit The Lincoln Group's management model.

What Am I Looking For

Self-managing landlords who may be finding it time-consuming (verify before assuming), investors who just purchased a property, owners with visible vacancy or turnover signals, and commercial clients who also own residential rentals.

Where Do I Find It

Your Express database of investors, every CRE transaction client at closing, county records for owners with multiple properties, and referrals from vendors and contractors.

How Do I Research It

Check how many doors an owner self-manages, estimate portfolio size via county records, and note whether they already have a PM company (signage, listings, reviews).

What Do I Do Next

Offer a free PM audit to self-managing owners, and pitch PM as part of every buyer's purchase before close.

How Can AI Help

Use the AI Research prompt to estimate portfolio size and current management status before your first outreach.

Where PM Prospects Come From

Source	How to Approach It
CRE transaction clients	Make PM part of your buyer pitch before close — "When you purchase, I'll manage it."
Express database investors	Offer a free PM audit to self-managing owners. Ask directly: "What would it take to stop self-managing?"
Commercial-to-residential cross-sell	Ask every commercial PM client directly whether they also own residential rentals — many do and don't bring it up on their own.

Your PM Positioning

Positioning Statement

"I'm not just a property manager — I'm a CRE advisor who manages properties. When your lease is up, when you want to sell, when you're thinking about buying another door — I'm the one person who can help with all of it."

Advise, Not Just Manage

Most pure PM companies can't advise on when to sell, refinance, or 1031 exchange — you can.

Track Record

Use your existing door count, vacancy rate, average days-to-lease, and maintenance response time as proof.

Referral Loop

Your PM clients are your best source of transaction referrals — nurture them constantly.

The Free PM Audit Script

Opening the conversation with a self-managing owner

"I noticed you're managing [Property/Properties] yourself — how's that been going? A lot of owners I talk to are handling it fine until a tenant issue or a vacancy eats a weekend. I offer a free PM audit — no obligation — where I look at your rent pricing, vacancy history, and maintenance process and tell you honestly whether self-managing or handing it off makes more sense for you right now. Worth 20 minutes?"

Systems You Need Before 100 Doors

PM Software

AppFolio, Buildium, or Propertyware. Pick one and go deep — automation kills manual errors and scales you past 100 doors.

Vendor Roster

Pre-vetted HVAC, plumbing, electrical, and landscaping contractors. Response time is your #1 owner-satisfaction driver.

Virtual Assistant

A trained PM VA can handle maintenance coordination, owner communication, and data entry — freeing you to sell.

Owner Reporting

Monthly statements with vacancy rate, maintenance spend, and YTD income. Clear, consistent reporting is one of the simplest ways to keep an owner's trust.

⚡ Do This Now

Find 5 property management prospects today — a self-managing owner, a new investor purchase, or a portfolio landlord.

Asked 1 current commercial or CRE client if they own residential rentals
Identified 1 self-managing owner and offered a free PM audit
Checked county records for owners with 2+ properties in your target area
Logged estimated door count for each new PM prospect in the CRM

Find The Signal

Finding Absentee & Out-of-State Owners

An owner who doesn't live at (or near) the property they own is a strong prospecting signal — it's worth researching further. It does not automatically mean they're emotionally detached, sitting on a problem, or motivated to sell or hire management. Signal → verify → then act.

What Am I Looking For

A property where the tax mailing address is different from the property address — especially when the mailing address is outside Mississippi.

Where Do I Find It

Your county's property/GIS search and tax assessor records — search by address, "Jackson County MS tax assessor" or "Harrison County MS GIS" style searches for your target counties.

How Do I Research It

Compare the property address to the tax mailing address. Different city/state = absentee. Outside Mississippi = out-of-state absentee.

What Do I Do Next

Check for additional properties owned by the same name or entity, identify the decision maker, and add the prospect to the CRM with a lead score.

How Can AI Help

Feed the facts you find into the AI Research prompt to build a one-paragraph owner profile and a suggested outreach angle.

Step by Step

1

Open the appropriate county property/GIS search.

2

Search the property address.

3

Find the owner and tax mailing address.

4

Compare the property address with the mailing address.

5

If they differ, classify as absentee-owned.

6

If the mailing address is outside Mississippi, classify as out-of-state.

7

Research whether the owner owns additional properties.

8

Identify the appropriate decision maker and add the prospect to the CRM/prospecting system.

Worked Example

Fictional Example for training only

Property

123 Market Street

Pascagoula, MS

Tax Mailing Address

ABC Investments LLC

Houston, TX

🚩 Result: Out-of-State Absentee Owner

SCREENSHOT PLACEHOLDER

County Property Search Results (Jackson / Harrison / George)

Where to search an address
Owner name field on the record
Tax mailing address field on the record
Parcel number on the record
Callout showing where to compare it against the situs (property) address

No screenshot has been inserted yet — this box shows what to capture, not an actual result.

Look For This

Owner name field vs. mailing address field on the same record
Whether the mailing city/state differs from the property's city/state
Whether the mailing state is Mississippi at all

Record This

Property address and owner name/entity exactly as shown
Full mailing address, city, state
Any other properties found under the same owner name

Do This Next

Run the property through the Lead Scoring rubric
Add the prospect to the log below and to Real Geeks
Decide first contact method — call, letter, or email

Property	Owner	Mailing Address	# Properties Found	Lead Score	Reason to Contact	Next Action

⚡ Do This Now

Find 5 absentee-owned properties in your assigned market. Record each one in the log above: property, owner, mailing address, number of properties identified, lead score, reason to contact, and next action.

Find The Signal

Finding LLC Decision Makers

Property owned by an LLC is a signal worth researching — it does not automatically mean the owner is an active investor or open to a transaction. The trap: the name on the county record is almost never the person who actually makes the decision.

What Am I Looking For

A property or business owned under an LLC, corporation, trust, or other entity rather than an individual's name.

Where Do I Find It

The county property record (owner name), then the Mississippi Secretary of State Business Search for that entity's filing.

How Do I Research It

Pull the registered agent and listed managers/members from the entity filing, then cross-reference names against LinkedIn and the company website to find the real decision maker.

What Do I Do Next

Find a direct contact method for that person specifically — not the registered agent — and add them to the CRM.

How Can AI Help

Paste what you've found into the AI Research prompt to organize the entity structure and draft a personalized first outreach.

Step by Step

1

Identify the LLC/entity name from the property or business record.

2

Search the Mississippi Secretary of State Business Search for that entity.

3

Open the entity's filing to find the registered agent and listed officers/managers.

4

Note the registered agent's address — it's often an attorney or formation service, not the actual owner.

5

Cross-reference the manager/member names against LinkedIn, the company website, and public business records.

6

Identify the actual decision maker — the owner, managing member, or principal — not just the registered agent.

7

Find a direct contact method (phone, email, LinkedIn) for that person.

8

Add the entity, decision maker, and contact info to the CRM/prospecting system.

Worked Example

Fictional Example for training only

Property Owner on Record

Coastal Gulf Holdings LLC

Registered agent: XYZ Registered Agents LLC, Jackson, MS — not the actual owner

Cross-Referenced

Thomas Reynolds

LinkedIn: "Managing Member, Coastal Gulf Holdings" — matches the manager name on the SOS filing

🚩 Result: Decision Maker Identified — Thomas Reynolds, Managing Member

Registered agent ≠ owner. Most registered agents are law firms or formation services required by law to have a Mississippi address. Never mistake the registered agent for your prospect — always trace to the manager or member.

SCREENSHOT PLACEHOLDER

Mississippi Secretary of State Business Search Results

Entity name search field
Entity record / filing details
Registered agent field on the filing
Officers / managers / members list on the filing, if available

No screenshot has been inserted yet — this box shows what to capture, not an actual result.

Look For This

Registered agent that looks like a law firm or formation service, not a person
Listed managers/members section on the entity filing
A name that also appears on LinkedIn or the company website

Record This

Entity name and registered agent exactly as filed
Decision maker's name and title
Best contact method you can verify for that person

Do This Next

Score the prospect using the Lead Scoring rubric
Log it below and in Real Geeks
Reach out to the decision maker directly — never the registered agent

Entity Name	Registered Agent	Decision Maker	Contact Info	Lead Score	Next Action

⚡ Do This Now

Find 5 LLC-owned properties or businesses in your target market. Trace each one to its real decision maker and log it above with a contact method and lead score.

Find The Signal

Finding Vacant Commercial Buildings

A vacant building is a research trigger, not proof of the owner's situation. Visible vacancy signals don't prove financial distress, motivation to sell, or abandonment — they tell you it's worth finding out more. You don't need a database to find these. You need to know what to look for while you drive.

What Am I Looking For

Two or more visible vacancy signals on the same commercial building — see the diagram below.

Where Do I Find It

Driving or map-scanning your target commercial corridors — this is a windshield-time and satellite-imagery exercise as much as a database one.

How Do I Research It

Pull the county property/GIS record for owner and mailing address, then research whether that owner is absentee, an LLC, or a multi-property landlord.

What Do I Do Next

Determine the likely reason for vacancy and your angle — lease it up, list it for sale, or discuss redevelopment — then add it to the CRM.

How Can AI Help

Use the AI Research prompt to combine the vacancy signals with the ownership research into one outreach-ready profile.

Visual Signals — What To Look For

1 Papered or covered windows

2 Signage removed or faded — no active business name visible

3 For Lease / For Sale signage posted

4 Empty parking lot — no customer or employee vehicles

5 Overgrown landscaping, untrimmed grass and weeds

6 No lights on after dark, mail or flyers piling at the entrance

Flag a building when you spot two or more of these signals on the same property. One signal alone (a faded sign, for example) isn't enough — a business can look tired and still be open.

Step by Step

1

Drive or map-scan your target commercial corridor.

2

Flag buildings showing 2+ vacancy signals.

3

Photograph the building and note the address.

4

Search the county property/GIS record for the owner and mailing address.

5

Check how long the property has shown as vacant (drive history, satellite imagery date, permit history).

6

Research the owner — absentee? LLC? multi-property? — using the relevant playbook sections.

7

Determine the likely reason for vacancy and your angle (lease, sell, or redevelop).

8

Add the property to the CRM with vacancy notes and a research-backed outreach angle.

Worked Example

Fictional Example for training only

Property

4410 Old Highway 90

Gautier, MS — empty parking lot, papered windows, faded "Space Available" sign visible for 18+ months

Owner Research

Coastal Retail Partners LLC

Tax mailing address: Mobile, AL

🚩 Result: Out-of-State Absentee Owner of a Vacant Commercial Building — High Priority

Look For This

Two or more vacancy signals on the same building, not just one
How long the signals appear to have been present (satellite date, permit history)
Owner name and mailing address once you pull the county record

Record This

Address, signals observed (by number), owner, and mailing address
Whether the owner is absentee, an LLC, or a multi-property landlord
Your best guess at the angle — lease-up, sale, or redevelopment

Do This Next

Score the property using the Lead Scoring rubric
Log it below and in Real Geeks
Decide first contact — direct outreach or a mailed letter

Property	Signals Observed	Owner	Mailing Address	Lead Score	Next Action

⚡ Do This Now

Drive one commercial corridor this week and flag 5 buildings showing two or more vacancy signals. Research the owner for each and log it above.

Find The Signal

Finding Multi-Property Landlords

One rental property is a hobby. Five is a part-time job. Fifteen is a business that needs real management. Portfolio size is a signal worth researching — a larger portfolio doesn't automatically mean the owner is struggling or open to handing off management. Verify before you assume.

What Am I Looking For

A single owner name or entity that appears on multiple property records in the county — the more properties, the higher the priority.

Where Do I Find It

County property/GIS records searched by owner name, referrals from vendors, and any known property or owner name from tax rolls or PM leads.

How Do I Research It

Search the owner's name in county records, list every property that comes back, and count total properties and estimated doors/units.

What Do I Do Next

Check whether the portfolio is self-managed or already has a PM company, then identify the decision maker's likely pain point.

How Can AI Help

Use the AI Research prompt to summarize a scattered list of county records into one portfolio profile.

Step by Step

1

Start from a known property or owner name (tax records, PM leads, or referrals).

2

Search the county property/GIS records by owner name.

3

List every property returned under that owner or entity name.

4

Count total properties and estimate total doors/units.

5

Classify: 2–4 properties = small portfolio, 5–14 = mid-size, 15+ = institutional-scale.

6

Check whether the properties are self-managed or already have a PM company (signage, listings, tenant reviews).

7

Identify the decision maker and their likely pain point — turnover, maintenance response, or vacancy.

8

Add to the CRM with portfolio size and a PM-focused outreach angle.

Portfolio Size Reference

2–4

Small Portfolio

Often self-managed as a side project. Good PM-audit candidate.

5–14

Mid-Size Portfolio

The sweet spot — big enough to feel the pain, small enough to still be self-managed.

15+

Institutional-Scale

Likely already has management in place — pursue as a CRE advisory relationship first.

Worked Example

Fictional Example for training only

Owner Searched

Bayview Rentals LLC

County record search by entity name

Properties Found

9 properties

Across Pascagoula and Gautier — no PM signage found on any listing

🚩 Result: Mid-Size Self-Managed Portfolio — 9-Door PM Prospect

Look For This

The same owner or entity name repeating across multiple property records
Any PM company signage, listing branding, or tenant reviews mentioning a manager
Property types and locations — clustered locally or spread out

Record This

Owner/entity name, total property count, portfolio class (small/mid/institutional)
Currently self-managed or already using a PM company
Likely pain point — turnover, maintenance response, or vacancy

Do This Next

Score the prospect using the Lead Scoring rubric
Log it below and in Real Geeks
Open with a portfolio-level PM angle, not a single-property pitch

Owner / Entity	# Properties	Portfolio Class	Currently Managed?	Lead Score	Next Action

⚡ Do This Now

Take 5 owner names from this week's research and search each in county records to find their full portfolio size. Log every one above.

Qualify & Engage

Lead Scoring

Not every prospect deserves the same urgency. Score every lead before you contact it so you know in advance whether you're picking up the phone today or setting a quarterly reminder.

The Scoring Factors

This is a fixed Lincoln Group rubric — seven factors, 100 points total. AI may help you calculate or apply it, but it must never invent its own scoring criteria or change these point values.

Factor	Points	What You're Looking For
Active Intent / Strong Signal	0–20	The prospect is already showing they might act — an expired listing, a FSBO, a for-lease sign, an inbound inquiry, or something they said directly.
Absentee / Out-of-Area Ownership	0–15	Tax mailing address differs from property address, especially if it's outside Mississippi.
Portfolio Size	0–15	Owner holds multiple properties — the larger the portfolio, the higher the pain and the score.
Vacancy / Property Problem	0–15	Visible vacancy, deferred maintenance, or another sign the property is an active cost, not an asset.
Ownership Tenure / Equity Signal	0–10	Long ownership tenure suggesting built-up equity, or another clear equity signal.
Business / Life / Timing Signal	0–15	A lease renewal window, business expansion or contraction, life event (divorce, probate, relocation), or other reason the timing is right now.
Existing Relationship / Warmth	0–10	A warm connection — Express Employment contact, referral, or sphere relationship.

The Tiers

80–100

Contact Now

Call today. Multiple strong signals are stacked — this is your highest-leverage hour.

60–79

High Priority

Contact this week. Strong signal, but missing one or two factors.

40–59

Nurture

Add to a quarterly touch cadence. Real potential, but no urgency yet.

Below 40

Low Priority

Annual touch at most. Don't spend your Daily 20 here.

Score It Yourself

Drag each slider to reflect a real prospect and watch the tier update live. Use this before every call to sanity-check your gut.

Active Intent / Strong Signal 0

Absentee / Out-of-Area 0

Portfolio Size 0

Vacancy / Property Problem 0

Ownership Tenure / Equity 0

Business / Life / Timing 0

Existing Relationship / Warmth 0

Total Score: 0 / 100

LOW PRIORITY

Two Worked Examples

Fictional Example A for training only

Prospect

Coastal Gulf Holdings LLC

Owns the vacant building at 4410 Old Hwy 90, plus 4 other Gulf Coast properties. Mailing address in Mobile, AL. No prior relationship.

Scoring

Active Intent: 20/20
Absentee/Out-of-Area: 15/15
Portfolio Size: 13/15
Vacancy/Property Problem: 15/15
Tenure/Equity: 5/10
Business/Life/Timing: 13/15
Relationship/Warmth: 0/10

Total: 81/100 — 🔥 Contact Now

Fictional Example B for training only

Prospect

Longtime Express Sphere Contact

Owns and lives in their one home. Mentioned "maybe next year" when asked about selling. Strong personal relationship from Jared's Express days.

Scoring

Active Intent: 2/20
Absentee/Out-of-Area: 0/15
Portfolio Size: 0/15
Vacancy/Property Problem: 0/15
Tenure/Equity: 5/10
Business/Life/Timing: 2/15
Relationship/Warmth: 10/10

Total: 19/100 — Low Priority (keep on your quarterly touch list — don't force it)

The lesson: a warm relationship alone doesn't create urgency — but it costs you nothing to nurture it. Stack signals before you spend a phone call chasing a "someday."

⚡ Do This Now

Score your last 5 contacted prospects using the rubric above. Anyone who lands at 80+, call them today.

Qualify & Engage

AI Research

AI doesn't replace the county record, the Secretary of State search, or LinkedIn. It replaces the twenty minutes you'd spend organizing what you found into something you can actually use on a call.

How It Fits In

1

Gather the raw facts first

Pull everything from county/GIS records, the MS Secretary of State, and social/business sources — AI can't find what you don't feed it.

2

Paste it into a research prompt

Use a prompt from the AI Prompt Library. Give the AI everything you know — it works better with more raw material, not less.

3

Review the output for accuracy

AI organizes and infers — it does not verify. Cross-check any claim against your actual source before you use it.

4

Use it to personalize your first contact

Turn the synthesized profile into one specific, relevant sentence for your call or email opener.

AI Guardrails: AI is a research assistant, not a source of truth. Never let it fabricate a phone number, an email address, or a fact you haven't independently confirmed. If it doesn't know, it should say so — not guess.

Try It — Prospect Research Prompt

Research

Prospect Deep-Dive Research

Turns scattered facts you've gathered into one clear profile with a suggested outreach angle.

You are helping a Lincoln Group real estate agent prepare to contact a prospect. Here is everything I currently know: [WHAT I KNOW — paste property address, owner name, entity name, mailing address, portfolio info, vacancy notes, or any other facts you've gathered] Based only on the facts above (do not invent or assume anything I have not told you): 1. Summarize who this prospect likely is and what their situation looks like. 2. Identify which signals suggest urgency (absentee ownership, vacancy, portfolio size, timing). 3. Suggest one specific, non-generic detail I could reference in my first outreach. 4. Flag anything important I'm missing that I should research before I contact them (e.g., decision maker name, current phone/email, additional properties). 5. Suggest a realistic lead score from 0-100 using this rubric: Active Intent / Strong Signal (0-20), Absentee / Out-of-Area Ownership (0-15), Portfolio Size (0-15), Vacancy / Property Problem (0-15), Ownership Tenure / Equity Signal (0-10), Business / Life / Timing Signal (0-15), Existing Relationship / Warmth (0-10). Show your reasoning for each factor. This is a fixed Lincoln Group rubric — score against it exactly, do not invent your own criteria. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

See the full AI Prompt Library for research prompts built specifically for absentee owners, LLC entities, vacant buildings, and multi-property landlords.

⚡ Do This Now

Before you make your next call, run the research prompt above on your top-scored prospect from today. Two minutes of AI synthesis beats walking in cold.

Qualify & Engage

AI Call Preparation

Ninety seconds of real preparation beats nine minutes of a call that goes nowhere. Answer these four questions before every call — out loud, in your head, or typed below.

Before You Call

Why This Person?

Why This Property?

Why Now?

What Is My Objective?

These save automatically in your browser as you type — come back to them before your next call.

AI Call Prep Prompt

Call Prep

Before-the-Call Prep

Turns your research and the 4-box card above into a tight call plan with a real opener.

I'm about to call a real estate prospect. Help me prepare in under a minute. WHO THEY ARE / WHAT I KNOW: [OWNER INFORMATION — name, entity, property, portfolio, vacancy notes, timing trigger, any relationship history] WHY THIS PERSON: [why this person] WHY THIS PROPERTY: [why this property] WHY NOW: [why now] MY OBJECTIVE FOR THIS CALL: [what I want to walk away with] Based on this, give me: 1. A one-sentence opener that references something specific and true about their situation — not a generic real estate pitch. 2. The single most likely objection they'll raise, and a short, direct response to it. 3. One good open-ended question to ask if they engage. 4. A clear close that matches my stated objective above. Keep the whole thing short enough to glance at right before I dial. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Tip: do this the minute before you dial, not the night before. Fresh context beats a stale plan.

⚡ Do This Now

Fill out the 4-box card above — or run the AI prep prompt — before every call on today's Daily 20.

Close The Loop

Follow-Up & CRM

A prospect isn't real until it's in the CRM. A conversation isn't finished until it has a next step and a date. This is the least exciting part of the system and the one that separates agents who build a pipeline from agents who just make calls.

The rule that changes everything: never end a prospecting block without booking at least one next step — a call, a coffee, a property walkthrough. "Let me think about it" is not a next step. A calendar invite is.

What To Log After Every Touch

Date & Method

Call, text, email, LinkedIn, or in-person — and when.

Outcome

Reached, voicemail, no answer, booked, not interested, referred someone else.

Next Action + Date

The specific next step and exactly when it happens. Never leave this blank.

Lead Score

Update it if anything changed — a new vacancy, a lease renewal date, a referral.

Notes

Anything personal or specific you can reference next time — this is what makes the second call feel different from the first.

Nurture Cadence

Once a prospect is scored and contacted, they don't disappear if they say "not now." They move into a cadence based on their tier.

Tier	Cadence
Contact Now	Same-day call, then a 4-touch sequence over 21 days (Day 1, 5–6, 12–14, 21–24) mixing calls and email.
High Priority	Contact within the week, then bi-weekly touches until it moves to Contact Now or Nurture.
Nurture	Quarterly market-update touch. Re-score any time new information surfaces.
Low Priority	Annual touch. Keep them in the database — don't spend Daily 20 time here.

Put It In Real Geeks

Real Geeks is the system of record. If it isn't in there, it doesn't count. The exact screens and button labels vary by how your account is configured — the steps below are the general shape; screenshots will be added once confirmed.

Before Contact

If the prospect is new, create the lead record first — name, property/company, source, and prospect type — before you ever dial.

After Attempt

Open the lead record and log the attempt — method (call, text, email, LinkedIn), date, and outcome (no answer, voicemail, etc.).

After Conversation

Add a note with what you actually discussed — motivation, timeline, concerns — plus their current lead score.

Follow-Up

Set a follow-up task with a specific date before you close the record. A conversation without a scheduled next step isn't finished.

SCREENSHOT PLACEHOLDER

Real Geeks Lead Record

Finding or creating a lead
Entering notes on the lead record
Recording a contact / attempt
Scheduling a follow-up task

[INSERT REAL GEEKS SCREENSHOT — ADD NOTE] — no screenshot has been inserted yet; this box shows what to capture, not an actual result.

AI Follow-Up Prompt

Follow-Up

Follow-Up Message From Call Notes

Turns raw notes from a conversation into a warm, specific follow-up text or email.

Draft a short follow-up message (text and email version) based on this conversation: CALL NOTES: [CALL NOTES — what we discussed, their concerns, anything personal they mentioned, what they said they'd consider] Requirements: - Reference at least one specific, true detail from the notes — not a generic recap. - Keep the tone warm and low-pressure, never pushy. - End with one clear, easy next step. - Give me a version under 300 characters for text, and a slightly longer version for email. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

⚡ Do This Now

Update the CRM status and next action for every contact you made today — before 5:30 PM. Never skip this step.

Close The Loop

Weekly Scorecard

You don't get better at what you don't measure. Fill this in every Friday. It saves automatically in this browser and calculates your conversion rates as you go — the goal isn't a perfect week, it's a better week than last week.

Lincoln Group Standard: the Daily 20 run five days a week produces roughly 100 prospecting attempts weekly. If your Prospects Identified number is well under that, the scorecard is telling you exactly where to focus next week — not just how last week went.

Week-Over-Week History

No weeks saved yet.

Which Channel Is Actually Working?

This scorecard doesn't split itself out by channel — that's intentional, to keep it simple. Once a week, sanity-check it manually by comparing Residential, Commercial, Property Management, and Sphere/Database against each other using: attempts, conversations, qualified opportunities, appointments, signed clients, and closed revenue.

Shift effort deliberately, not reactively. Over time, lean more of your Daily 20 mix toward channels producing better conversations, appointments, clients, and revenue — while keeping enough activity in strategic channels to keep them alive. One good or bad week doesn't prove a channel is superior; look at the trend.

Toolkit

AI Prompt Library

Every reusable prompt in this playbook, in one place. Copy, paste your details into the brackets, and go. Always verify anything AI tells you against your actual source before you act on it.

Research

Absentee Owner Profile Builder

Organizes county-record findings into a clear absentee-owner profile.

I found a property with a tax mailing address that differs from the property address. Help me organize what I know and figure out my next step. PROPERTY ADDRESS: [PROPERTY ADDRESS] OWNER NAME ON RECORD: [OWNER INFORMATION] TAX MAILING ADDRESS: [MAILING ADDRESS] OTHER PROPERTIES I'VE FOUND FOR THIS OWNER (if any): [WHAT I KNOW] 1. Confirm whether this qualifies as absentee-owned, and out-of-state, based only on what I've given you. 2. Suggest what additional public research I should do next (portfolio size, entity search, decision maker). 3. Draft one opening line for a call or email that references their specific situation without sounding like a form letter. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Research

LLC Decision Maker Untangler

Helps trace an entity filing to the real person who makes the decision.

I'm trying to find the real decision maker behind an LLC that owns a property or business. Here's what I have: ENTITY NAME: [OWNER INFORMATION] REGISTERED AGENT ON FILE: [WHAT I KNOW] MANAGERS/MEMBERS LISTED: [WHAT I KNOW] ANY LINKEDIN OR WEBSITE MATCHES I'VE FOUND: [WHAT I KNOW] 1. Based only on what I've told you, who is most likely the actual decision maker — not the registered agent? 2. What should I search next to confirm it (do not invent names, phone numbers, or emails I have not given you)? 3. Draft a short, professional first outreach message to this person once I've confirmed their identity and contact info. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Research

Vacant Building — Plausible Explanations, Not Assumptions

Organizes vacancy signals into what's verified, what's unknown, and a neutral reason to reach out — without guessing at a "most likely" story.

I found a commercial building showing vacancy signals. Help me organize what I know without speculating about the owner's situation. PROPERTY ADDRESS: [PROPERTY ADDRESS] VACANCY SIGNALS OBSERVED: [WHAT I KNOW — e.g. papered windows, empty lot, faded signage, how long it's looked this way] OWNER INFORMATION FOUND: [OWNER INFORMATION] Based only on the information I provided, list plausible explanations for the vacancy. For each explanation, tell me what evidence I would need to verify it. Do not choose a "most likely" explanation unless the evidence actually supports one. Then answer: 1. What facts are verified? 2. What remains unknown? 3. What additional public information should I research? 4. What potential real estate services could be relevant IF the facts support them? 5. What is a neutral, non-assumptive reason to contact the owner? Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Research

Portfolio Landlord Summary

Turns a messy list of county-record hits into one clean portfolio profile.

I searched an owner's name in county property records and got multiple results. Help me organize this into a portfolio profile. OWNER / ENTITY NAME: [OWNER INFORMATION] PROPERTIES FOUND (address, and any notes): [WHAT I KNOW] 1. Estimate total portfolio size and classify it: small (2-4), mid-size (5-14), or institutional (15+). 2. Based on what I've told you, does this look self-managed or professionally managed? 3. Suggest the most likely pain point for this owner (turnover, maintenance response, vacancy, time) and a PM-focused opening line. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Research

Prospect Deep-Dive Research

General-purpose prompt for synthesizing any prospect's facts into a profile plus a lead score.

You are helping a Lincoln Group real estate agent prepare to contact a prospect. Here is everything I currently know: [WHAT I KNOW — paste property address, owner name, entity name, mailing address, portfolio info, vacancy notes, or any other facts you've gathered] Based only on the facts above (do not invent or assume anything I have not told you): 1. Summarize who this prospect likely is and what their situation looks like. 2. Identify which signals suggest urgency (absentee ownership, vacancy, portfolio size, timing). 3. Suggest one specific, non-generic detail I could reference in my first outreach. 4. Flag anything important I'm missing that I should research before I contact them. 5. Suggest a realistic lead score from 0-100 using this rubric: Active Intent / Strong Signal (0-20), Absentee / Out-of-Area Ownership (0-15), Portfolio Size (0-15), Vacancy / Property Problem (0-15), Ownership Tenure / Equity Signal (0-10), Business / Life / Timing Signal (0-15), Existing Relationship / Warmth (0-10). Show your reasoning for each factor. This is a fixed Lincoln Group rubric — score against it exactly, do not invent your own criteria. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Call Prep

Before-the-Call Prep

Turns your research into a tight call plan with a real opener, in under a minute.

I'm about to call a real estate prospect. Help me prepare in under a minute. WHO THEY ARE / WHAT I KNOW: [OWNER INFORMATION] WHY THIS PERSON: [WHAT I KNOW] WHY THIS PROPERTY: [WHAT I KNOW] WHY NOW: [WHAT I KNOW] MY OBJECTIVE FOR THIS CALL: [WHAT I KNOW] Based on this, give me: 1. A one-sentence opener that references something specific and true about their situation — not a generic real estate pitch. 2. The single most likely objection they'll raise, and a short, direct response to it. 3. One good open-ended question to ask if they engage. 4. A clear close that matches my stated objective above. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Outreach

Cold Outreach Email Draft

Personalizes a first-touch email using one real detail instead of a generic template.

Draft a short, warm first-touch email to a prospect. Do not make it sound like a form letter. RECIPIENT: [OWNER INFORMATION] WHAT I KNOW ABOUT THEM OR THEIR PROPERTY: [WHAT I KNOW] WHY I'M REACHING OUT: [WHAT I KNOW — e.g. reconnecting from Express, noticed a vacancy, saw a lease renewal coming up] MY ASK: [WHAT I KNOW — e.g. a free 20-minute consultation] Requirements: - Under 150 words. - Reference one specific, true detail from what I've given you. - No pressure, no hype — direct and human. - End with a low-friction next step, not a hard close. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Outreach

LinkedIn DM Personalizer

Writes a short, specific LinkedIn message that doesn't read like a mass DM.

Write a short LinkedIn DM to reconnect with a former contact. RECIPIENT NAME AND COMPANY: [OWNER INFORMATION] HOW I KNOW THEM: [WHAT I KNOW — e.g. former Express Employment client] WHAT I WANT THEM TO KNOW: [WHAT I KNOW — e.g. I've moved into commercial real estate, offering free consultations] Requirements: - Under 500 characters. - Casual, not salesy — like reconnecting with someone you genuinely know. - If it could be copy-pasted to 100 people without changes, rewrite it — it needs one specific personal detail. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Follow-Up

Follow-Up Message From Call Notes

Turns raw notes from a conversation into a warm, specific follow-up text or email.

Draft a short follow-up message (text and email version) based on this conversation: CALL NOTES: [CALL NOTES] Requirements: - Reference at least one specific, true detail from the notes — not a generic recap. - Keep the tone warm and low-pressure, never pushy. - End with one clear, easy next step. - Give me a version under 300 characters for text, and a slightly longer version for email. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Practice

Objection Role-Play Partner

Roleplays a skeptical prospect so you can rehearse before the real call.

Roleplay as a skeptical real estate prospect so I can practice handling objections. SITUATION: [WHAT I KNOW — e.g. commercial property owner, FSBO seller, self-managing landlord] THEIR LIKELY OBJECTION: [WHAT I KNOW — e.g. "your commission is too high," "we want to sell it ourselves," "not interested in PM"] Play the prospect realistically — a little guarded, not a pushover. After each of my responses, briefly coach me: what worked, what didn't, and how a strong Lincoln Group producer would have said it instead. Start the roleplay now. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Scoring

Lead Score Assistant

Feed it the facts, get a scored, reasoned recommendation using the playbook rubric.

Score this prospect using the following fixed Lincoln Group rubric, out of 100 points total. This rubric is fixed — use these exact factors and point ranges, do not invent your own scoring criteria: - Active Intent / Strong Signal: 0-20 - Absentee / Out-of-Area Ownership: 0-15 - Portfolio Size: 0-15 - Vacancy / Property Problem: 0-15 - Ownership Tenure / Equity Signal: 0-10 - Business / Life / Timing Signal: 0-15 - Existing Relationship / Warmth: 0-10 FACTS ABOUT THIS PROSPECT: [WHAT I KNOW] Score each factor with a one-line reason, total the score, and tell me the tier: 80-100 Contact Now, 60-79 High Priority, 40-59 Nurture, below 40 Low Priority. If you don't have enough information for a factor, score it 0 and tell me what you'd need to know. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Coaching

Weekly Performance Coach

Reviews your scorecard numbers like a sales coach and tells you where to focus next week.

Act as a direct, growth-focused sales coach reviewing my week. Here are my numbers: [CALL NOTES — paste your Weekly Scorecard numbers: prospects identified, calls, conversations, qualified opportunities, follow-ups, appointments, presentations, agreements, closings, pipeline value, closed revenue] 1. Identify the single weakest conversion point in my funnel this week. 2. Tell me honestly whether my problem is activity volume or conversion skill — be specific about which. 3. Give me one concrete adjustment to make next week, not generic advice. 4. End with a short, direct statement of what winning next week looks like in numbers. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Research

What's Missing Before I Research Further

Reviews what you've gathered so far and flags the specific gaps to fill next.

Here is everything I currently have on a prospect: [WHAT I KNOW — paste every fact you've gathered so far, even if incomplete] Based only on what I've given you: 1. List the specific fields that are missing or unclear (e.g., decision maker name, current phone/email, entity structure, portfolio size, timing trigger). 2. For each missing field, tell me exactly where I'd likely find it (county record, MS Secretary of State, LinkedIn, MLS, etc.) — using only sources already referenced elsewhere in this playbook, not invented ones. 3. Rank the missing fields by how much each would change my lead score or my outreach angle if I found it. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Follow-Up

Raw Notes → Clean CRM Note

Turns messy handwritten or typed notes into one clean note ready to paste into the CRM.

Clean up these raw notes into a short, well-organized CRM note. Do not add anything I didn't say. RAW NOTES: [CALL NOTES — paste your messy notes exactly as you took them] Format the output as: - Summary (1-2 sentences) - Key facts learned (bullet list) - Motivation / timeline (if mentioned) - Objections or concerns raised (if any) - Next action + date Keep it tight enough to read in ten seconds before my next touch with this person. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Scoring

Compare Multiple Prospects Side by Side

Ranks several prospects against each other using the same rubric so you know who to call first.

Compare these prospects side by side and rank them using the Lincoln Group 7-factor rubric (Active Intent / Strong Signal 0-20, Absentee / Out-of-Area Ownership 0-15, Portfolio Size 0-15, Vacancy / Property Problem 0-15, Ownership Tenure / Equity Signal 0-10, Business / Life / Timing Signal 0-15, Existing Relationship / Warmth 0-10). This rubric is fixed — do not invent your own criteria. PROSPECTS: [WHAT I KNOW — paste facts for each prospect, clearly separated] For each prospect, give a one-line score breakdown and a total. Then rank them from highest to lowest priority and tell me, in one sentence, why the top-ranked prospect should be contacted before the others. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Practice

Rank Tomorrow's Top Prospects To Call

Takes your current pipeline and picks the strongest names for tomorrow's Daily 20.

Here is my current list of open prospects: [WHAT I KNOW — paste name, property/company, prospect type, current lead score, and any notes for each open prospect] 1. Rank these prospects for who I should call tomorrow, prioritizing the highest lead scores and the clearest timing triggers first. 2. Pick my top 5 and explain, in one line each, why now is the right moment to reach each of them. 3. Flag anyone on the list who's gone stale (no recent touch, no clear next step) and should either get re-scored or dropped to a lower cadence. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Research

What's Still Unknown Before I Reach Out

A pre-outreach gut check — makes sure you're not about to guess at something with a real prospect.

I'm about to contact this prospect. Before I do, help me pressure-test what I actually know versus what I'm assuming. WHAT I KNOW: [WHAT I KNOW] WHAT I PLAN TO SAY OR ASK: [WHAT I KNOW — your planned opener or approach] 1. Go through what I plan to say and flag any place where I might be stating something as fact that I haven't actually confirmed. 2. List anything still unknown that could change how I approach this person (ownership status, decision maker, timing, prior relationship). 3. Suggest how to phrase anything uncertain so I sound informed without overstating what I know. Separate verified facts from inferences, clearly flag anything unknown, and suggest what to verify next. Do not invent facts, contact information, ownership, motivations, or property details.

Toolkit

Resource Center

The actual sources referenced throughout this guide, in one place. URLs below are marked as placeholders where they haven't been confirmed yet — replace them once verified. Nothing here is invented.

Admin Setup Status: this playbook is not ready for agent distribution until every resource marked ⚠ Admin Setup Required below has been replaced with a verified link.

Public Records

Jackson County Property / Tax Search

⚠ Admin Setup Required [ADD JACKSON COUNTY PROPERTY SEARCH URL]

Property ownership, tax mailing address, and parcel details for Jackson County, MS.

Harrison County Property / Tax Search

⚠ Admin Setup Required [ADD HARRISON COUNTY PROPERTY SEARCH URL]

Property ownership, tax mailing address, and parcel details for Harrison County, MS.

George County Property / Tax Search

⚠ Admin Setup Required [ADD GEORGE COUNTY PROPERTY SEARCH URL]

Property ownership, tax mailing address, and parcel details for George County, MS.

Mississippi Secretary of State — Business Search

⚠ Admin Setup Required [ADD MS SECRETARY OF STATE BUSINESS SEARCH URL]

Look up any LLC or entity to find its registered agent and listed managers/members.

Residential

MLS Expired Listing Search

⚠ Admin Setup Required [ADD MLS EXPIRED LISTING SEARCH URL/PROCESS]

Daily search for listings that expired in the last 24–48 hours.

Zillow FSBO Search

⚠ Admin Setup Required [ADD ZILLOW FSBO SEARCH URL]

Filter for "For Sale By Owner" listings in your target areas.

Facebook Marketplace

⚠ Admin Setup Required [ADD FACEBOOK MARKETPLACE URL]

Search "house for sale" in your local area to surface FSBOs not on the MLS.

Commercial

Crexi

⚠ Admin Setup Required [ADD CREXI URL]

Commercial real estate marketplace — find vacant/for-lease listings and ownership context.

LoopNet

⚠ Admin Setup Required [ADD LOOPNET URL]

Commercial listing marketplace — cross-reference against Crexi for stale or overlapping listings.

Google Maps (Satellite / Street View)

⚠ Admin Setup Required [ADD GOOGLE MAPS URL OR NOTE — NO ACCOUNT NEEDED]

Scan corridors remotely for vacancy signals before driving them in person.

County GIS Mapping

⚠ Admin Setup Required [ADD COUNTY GIS MAPPING URL]

Parcel-level mapping tied to the county property record — useful for confirming boundaries and ownership.

Brokerage Systems

Real Geeks (CRM)

⚠ Admin Setup Required [ADD REAL GEEKS LOGIN URL]

System of record for every lead, attempt, conversation, and follow-up. See Follow-Up & CRM for how to use it.

A note on these links: none of the URLs above have been fabricated. Each ⚠ Admin Setup Required placeholder needs to be replaced with the real, verified link before this guide is treated as final.

Leadership

Manager Accountability

A simple weekly framework for brokerage leadership — not a dashboard, not a scorecard to game. Activity is easy to fake. Conversion isn't.

Review Weekly

Attempts by Channel

Residential, commercial, PM, and sphere — logged, not estimated.

Conversations by Channel

Live, two-way interactions only — not attempts.

Qualified Opportunities

Prospects that scored 60+ and are genuinely being worked.

Appointments Set & Signed Clients

The actual conversion points that turn activity into revenue.

Don't Reward This

High attempt counts with few or no conversations
Activity with no qualified opportunities behind it
Logged touches with no follow-up date attached

Look For This Instead

Highest conversation rate (conversations ÷ attempts) by channel
Highest appointment-set and signed-client rate
Revenue per hour spent prospecting, by channel

The One-on-One

Fifteen minutes, weekly, per agent — numbers first, coaching second
Ask what stalled, not just what was done
Adjust the Daily 20 mix if one channel is consistently underperforming

Where Is The Process Actually Breaking Down?

The purpose of these metrics is to diagnose where the prospecting process is breaking down — not to rank agents. Read the numbers as a funnel, in order:

Pattern	Likely Fix
High attempts + low conversations	Research contact quality, channel, or timing
High conversations + low qualified opportunities	Improve targeting — who's being contacted
High qualified opportunities + low appointments	Improve discovery and appointment-setting
High appointments + low signed clients	Improve presentation, follow-up, or value proposition
High signed clients + low closings	Investigate transaction quality or pipeline issues

Keep this simple. The goal is a five-minute weekly read on whether activity is converting — not a management system that takes longer to run than the prospecting itself.