The Best Prospecting Coaches to Help You Win More Listings

If you’re waiting for leads to come to you, you’re already behind. The agents dominating their markets right now aren’t the ones with the best headshots or the flashiest websites — they’re the ones who have mastered how to prospect in real estate and do it consistently, every single day. A real estate prospecting coach isn’t a luxury. It’s the single most direct investment you can make in your pipeline, your income, and your future.
 
The fact is, most agents know they should be prospecting more. They just don’t know exactly what to say, who to call, how to stay consistent, or how to handle the inevitable rejection that comes with it. That’s where a coach changes everything.
In this blog, we’re breaking down what prospecting in real estate actually means, why a coach is the fastest path to doing it well, and how to find the right one for where you are in your business today.

Who Are the Best Real Estate Prospecting Coaches?

Since 2002, Tom Ferry coaches have been industry leaders. Agents with a Tom Ferry coach make 7X the industry average GCI.
Meet some of Tom Ferry coaches who specialize in helping agents with prospecting strategies, and hear their top advice for agents struggling with prospecting.

Joe Bowolick

Southington, CT
With Tom Ferry since 2020
Joe Bowolick is a Marine Corps veteran and broker-owner with 16+ years in real estate. Trained under Mike and Tom Ferry, he specializes in lead generation, geo-farming, agent development, and building foundational business systems rooted in accountability and execution.

 

Jack Gillis

Farmers Branch, TX
With Tom Ferry since 2016
Jack Gillis brings 40+ years of business and real estate experience, backed by multiple advanced degrees including an MBA and JD. A former Navy veteran, he delivers data-driven coaching focused on systems, financial management, accountability, and strategic planning.

 

Rob Hannaford

Anthem, AZ
With Tom Ferry since 1990
Rob Hannaford is a Master Certified Negotiation Expert and former police officer with 30+ years across Canada and the U.S., and has been a real estate coaching client himself since 1990. He specializes in accountability systems, business fundamentals, and helping agents build consistent, high-performing habits.

 

Dennis Hecker

Las Vegas, NV
With Tom Ferry since 2016
Dennis Hecker brings 35+ years in real estate and has owned brokerages under Coldwell Banker, Century 21, and Keller Williams. He specializes in brokerage growth, culture development, and recruiting, known for his creative accountability systems and community-driven coaching approach.

 

Sandra Hendrix

Mexico City, MX
With Tom Ferry since 2025
Sandra Hendrix is a bilingual coach with 16+ years in real estate and a decade of international market experience. A former stockbroker, she specializes in brand awareness, social media strategy, digital presence, and profitability coaching across North America, the Caribbean, Europe, and Asia.

 

Joe Houston


With Tom Ferry since 2018
Joe Houston brings 24+ years of experience, having led 275+ agents producing $550M+ annually under RE/MAX. He specializes in business planning, lead generation, and team leadership, coaching with a reputation for being both brutally honest and deeply supportive.

 

Danny Macedo

King City, ON, CA
With Tom Ferry since 2017
Danny Macedo is a seasoned coach with 30+ years as a Realtor and 16 years coaching agents across North America, Europe, Asia and Australia. He specializes in lead generation, prospecting, and scaling solo agents into team leaders using a Marketing, Sales, and Operations framework.

 

Kelli Semar

Cleveland, TX
With Tom Ferry since 2025
Kelli Semar is co-owner of JLA Realty, leading a 30+ agent team specializing in rural, ranch, and farm properties. Certified in John Maxwell Leadership and DISC, she coaches agents on mindset, time blocking, accountability, and uncovering their deeper purpose.

 

Chris Ward

Las Vegas, NV
With Tom Ferry since 2025
Chris Ward is a former basketball coach turned real estate coach with 15+ years of industry experience. He specializes in lead generation metrics, business planning, and mindset, helping solo agents and small teams build appointment-driven businesses with lasting work-life balance.

 

How to Get a Real Estate Prospecting Coach

Look for coaches who have real-world prospecting experience, proven scripts and systems, and a track record of helping agents grow their pipelines fast. For real estate agents, one option stands above the rest. With a Tom Ferry real estate prospecting coach, you’ll have a top industry expert helping you build the habits, skills, and systems to fill your calendar with quality appointments — consistently.

Don’t spend another week guessing at how to get prospects in real estate. Schedule a free real estate prospecting coach consultation now. An expert consultant will help you identify exactly where your prospecting is breaking down and show you how the right coach can transform your business.

👉 Book my coaching consultation now!

What is Prospecting in Real Estate?

What is prospecting in real estate? Real estate prospecting is the proactive process of reaching out to potential clients — buyers, sellers, FSBOs, expired listings, your sphere of influence, and more — with the goal of generating new business opportunities before your competition does. Unlike passive marketing, prospecting puts you in control of your pipeline. It’s the difference between hoping the phone rings and making it ring yourself.

What Does a Real Estate Prospecting Coach Do?

A real estate prospecting coach helps agents build a consistent, repeatable system for how to prospect for real estate leads — without burning out, freezing up, or wasting time on the wrong activities. They serve as your strategist, skills trainer, and accountability partner for every stage of the prospecting process:

  • Scripts & Dialogues: They give you proven, field-tested scripts for every prospecting scenario — cold calls, circle prospecting, FSBOs, expireds, and your sphere — and role-play with you until confidence becomes second nature. This is the heart of real estate prospecting training.

  • Lead Source Strategy: They help you identify your highest-leverage listing lead sources and build a prospecting plan around them so you’re focusing your energy where it counts most.

  • Daily Prospecting Routines: They help you install non-negotiable prospecting blocks into your schedule and hold you accountable to actually doing the work — every day, not just when you feel like it.

  • Objection Handling: They train you to handle pushback without flinching, so rejection becomes fuel instead of a reason to quit.

  • Pipeline Tracking: They help you track the right numbers — dials, contacts, appointments set, appointments kept — so you always know exactly where your business is coming from and where to double down.

  • Lead Generation Strategies: They evaluate your current approach to real estate lead generation and build in lead generation strategies that bring in consistent, closeable business.

  • Accountability: They show up every week to make sure you’re doing what you said you’d do — because that accountability is often the difference between a full pipeline and an empty one.

Why Prospecting Coaching Matters More Than Ever

Here’s what’s happening in the market right now — and why real estate prospecting training has never been more critical for agents who want to stay ahead.

The market has shifted — and passive strategies aren’t cutting it

  • In a high-competition, lower-inventory environment, agents who wait for business to come to them are falling behind. The agents winning listings are the ones actively going out and getting them.

Most agents are avoiding the phone — which means opportunity is wide open

  • Call reluctance is real, but it’s also your competitive advantage. When most agents won’t pick up the phone, the ones who do dominate. A prospecting coach gives you the training and accountability to be that agent.

Scripts and dialogues are a learned skill — not a natural talent

  • The best prospectors in real estate aren’t born that way. They’ve practiced, been coached, and refined their approach over thousands of conversations. Real estate prospecting training accelerates that process dramatically.

AI and automation are changing how leads are generated — but not how relationships are built

  • Technology can help you identify who to call. It cannot replace the human connection that converts a prospect into a client. The agents investing in how to do prospecting real estate the right way are building businesses that no algorithm can disrupt.

Referrals alone won’t scale your business

  • Referrals are great — but they’re unpredictable. How to do prospecting real estate with a consistent system means you’re never at the mercy of whether or not someone happens to think of you this month.

4 Big Levers a Prospecting Coach Pulls

A great real estate prospecting coach will take a bird’s-eye view of your business, assess where your time and energy are going, and build a marketing strategy around your highest-leverage activities. If you ever struggled with how to get prospects in real estate,this is the quickest path. Here are four big levers:

1. Be Consistent: Daily Prospecting Habits & Time Blocking

  • Build a non-negotiable prospecting schedule

  • Install morning routines that prime you for high-performance outreach

  • Create weekly prospecting scorecards to track activity and results

  • Eliminate the distractions that derail your best prospecting hours

2. Be Skilled: Scripts, Role Play & Objection Handling

  • Master scripts for FSBOs, expireds, sphere, and circle prospecting

  • Practice how to prospect for real estate leads through live role-play

  • Get comfortable with rejection so it no longer slows you down

  • Refine your value proposition so every conversation moves forward

A prospecting coach won’t make the calls for you — but they’ll make sure that when you do, you’re ready.

3. Be Strategic: Lead Source Selection & Pipeline Management

  • Identify your top listing lead sources based on your market and strengths

  • Build a prospecting mix that creates consistent, predictable inflow

  • Set the right marketing budget to support your prospecting with retargeting and follow-up

  • Track conversion rates at every stage so you know what’s working

4. Be Accountable: Weekly Check-Ins & Performance Reviews

  • Review your numbers every week with your coach

  • Identify where leads are stalling and fix the bottleneck fast

  • Celebrate wins and recalibrate when activity dips

  • Stay connected to your goals so prospecting never becomes optional

Prospecting Coach vs. Going It Alone: The Difference

You can watch videos, read scripts, and tell yourself you’ll prospect more starting Monday. Most agents do. The problem isn’t information — it’s execution. A prospecting coach gives you the structure, accountability, and real-time feedback that no YouTube video can provide.

They’ve seen every objection, every slump, and every breakthrough — and they know exactly how to get you from where you are to where you want to be. Going it alone means slower growth, more inconsistency, and no one to call you on your blind spots.

How to get prospects in real estate isn’t a mystery — it’s a skill. And like any skill, it’s learned faster and better with a great coach.

Need More Help with Prospecting?

Check out these Tom Ferry resources to sharpen your prospecting skills for free.

  • The Tom Ferry Podcast Experience

  • Prospecting Bootcamp

  • This Week in Marketing