[{"data":1,"prerenderedAt":32},["ShallowReactive",2],{"blog-post-stale-listings-playbook-property-management-growth":3},{"id":4,"title":5,"subheading":6,"slug":7,"excerpt":8,"metaDescription":9,"content":10,"renderedHTML":11,"tags":12,"author":14,"authorImage":15,"coverImage":16,"platform":17,"type":18,"cta":19,"publishDate":25,"lastEditedTime":26,"createdTime":27,"status":28,"featured":29,"viewCount":30,"readingTime":31,"renderedContent":11},"2b41a919-dc5b-8050-ba80-d490967052c8","How to Turn Stale Listings Into a Weekly Growth Engine for Your Property Management Business","Issue 022 - PropertyManagement.com Weekly Newsletter","stale-listings-playbook-property-management-growth","To convert stale listings into a growth engine, property managers should establish a clear weekly process, assign a single accountable owner, and utilize simple tools like Google Sheets before scaling to more advanced CRM systems. Focus on Zillow for consistent opportunities, develop a human-centered call script, and maintain persistent follow-ups with multiple touches. Track key performance indicators simply, and understand that consistent outreach builds trust and referral networks, leading to significant growth without ad spend.","Turn stale Zillow listings into a reliable growth channel. Learn the weekly playbook top property managers use to win realtor referrals, book more meetings, and add 20–100+ doors a year without paid ads.","","\u003Ch2 id=\"the-stale-listings-playbook\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">The Stale Listings Playbook\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Turning last week’s strategy into a weekly operating system.\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Last week’s article lit a spark.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">A PM reached out to tell me her team had already built a plan around the strategy. Not a "one day we should do this" idea, but an actual, documented process they’ve started taking action on.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">That’s the difference between PMs who read strategies... and PMs who take action.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">And honestly? That’s \u003Ca href=\"https:\u002F\u002Fpropertymanagement.com\u002Fsearch#top-managers\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">Top-100 caliber behavior\u003C\u002Fa>.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">So this week, we’re going deeper. Not more theory, but an actionable playbook you can deploy tomorrow and run every single week.\u003C\u002Fp>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"choose-your-who\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">Choose Your “Who”\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Every playbook needs a single owner.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">This can be:\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">You, the owner\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">A BDM\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">A remote BDR\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">A leasing agent who wants to grow\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">It doesn’t matter who - it matters that one person is accountable for running this every week and reporting activity.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">If everyone owns it, no one owns it. \u003Cstrong class=\"font-semibold\">Pick your operator.\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"build-your-tech-stack-start-simple-scale-smart\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">Build Your Tech Stack (Start Simple, Scale Smart)\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">You don’t need enterprise tools. You do need clarity, organization, and follow-up.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Here’s the progression that works in PM:\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Step 1: Google Sheets (Week 1-2)\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Track:\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Realtor name\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Contact info\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Listing link\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Days on market\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Touches\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Meeting booked\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Simple. Fast. Zero friction.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Step 2: HubSpot or LeadSimple (Month 1+)\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">When you start feeling momentum, upgrade:\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Build a "Stale Listings" pipeline\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Add call templates\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Create follow-up sequences\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Assign tasks\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Stay consistent\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">HubSpot is ideal because you can build multiple pipelines as your sales motion matures. Notion can work, but it’s not nearly as strong for sales workflow.\u003C\u002Fp>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"choose-your-hunting-grounds\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">Choose Your Hunting Grounds\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">You need consistent, renewable opportunities.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Start with Zillow.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Why?\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Every market has plenty of stale listings\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Filters make it easy to find the right ones\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">It updates constantly\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">You can create a clean, weekly list in minutes\u003C\u002Fli>\n\u003C\u002Ful>\n\n        \u003Cfigure class=\"mb-6 max-w-fit\" style=\"max-width: fit-content;\">\n          \u003Cimg src=\"https:\u002F\u002Fpugchphfgofjyszpuwfv.supabase.co\u002Fstorage\u002Fv1\u002Fobject\u002Fpublic\u002Fblog-images\u002Fposts\u002F2b41a919-dc5b-8050-ba80-d490967052c8\u002Fcontent\u002Fcontent-1.jpg\" alt=\"How to Turn Stale Listings Into a Weekly Growth Engine for Your Property Management Business - Image 1 | PropertyManagement.com\" class=\"w-full max-w-4xl mx-auto rounded-lg shadow-lg\">\n          \n        \u003C\u002Ffigure>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">These are the listings on Zillow in just one area with 90 days on market over $175k\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Ch3 id=\"your-weekly-workflow\" class=\"text-xl md:text-2xl font-medium text-dark-blue mb-3 mt-5 leading-tight\">Your weekly workflow:\u003C\u002Fh3>\n\u003Col class=\"list-decimal pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Filter for your service areas\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Target properties that fit your ideal rent range\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Focus on listings 30-90+ days on market\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Add them to your sheet or CRM\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Refresh the list weekly\u003C\u002Fli>\n\u003C\u002Fol>\n\n        \u003Cblockquote class=\"border-l-4 border-blue-500 pl-4 py-2 bg-blue-50 rounded-r-lg mb-6\">\n          \u003Cdiv class=\"text-gray-700 italic\">\u003Cstrong class=\"font-semibold\">Pro Tip: \u003C\u002Fstrong>Have ChatGPT pull the data from your screen into a table. You can build your list 10x faster.\u003C\u002Fdiv>\n        \u003C\u002Fblockquote>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"build-your-script-and-practice-it\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">Build Your Script (and Practice It)\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Don’t wing it. Don’t sound robotic. Create something simple, clear, and human.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Your talk track:\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">You noticed the listing\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">You help realtors protect their seller relationships\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">You offer options, not pressure\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">You help them look good\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">You’re here to support, not sell\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Here's a \u003Ca href=\"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1G7DGHijSLUrKMh-DLmZUuwPDvVXEpH-mBFgHN4ACDqk\u002Fedit?usp=sharing\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">call script\u003C\u002Fa> I created. Spoiler, I used ChatGPT. Use this as inspiration and make it your own.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Practice a bit. Get comfortable. Confidence is a differentiator.\u003C\u002Fp>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"start-the-calls-and-don-t-stop-at-one-touch\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">Start the Calls - And Don’t Stop at One Touch\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">This is the part that separates the pros.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Most PMs make one call, get no answer, and assume it doesn’t work.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Real sales motions take multiple touches.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Here’s a simple, repeatable sequence:\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Touch 1: Call\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Warm, professional, helpful. Leave voicemail.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Touch 2: Email + Loom\u002FTella\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">A 30-45 second personal video works wonders.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Touch 3: Call (Day 7)\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Friendly follow-up. Short and simple.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Touch 4: Email (Day 17)\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">If the listing is still active, offer an analysis. CTA: coffee or a quick Google Meet.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Touch 5: Final Touch (Day 30)\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Gentle check-in. Often this is where the magic happens.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">HubSpot makes this 10x easier. Consistency becomes automatic.\u003C\u002Fp>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"track-your-kpis-keep-it-simple-use-eos\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">Track Your KPIs (Keep It Simple - Use EOS)\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">No complex dashboards. No vanity metrics.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Track:\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Weekly calls\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Conversations\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Meetings booked\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">That’s it.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">If you’re already running EOS, plug this into your Level 10. If you’re not using EOS, this is a great reason to start.\u003C\u002Fp>\n\n        \u003Cblockquote class=\"border-l-4 border-blue-500 pl-4 py-2 bg-blue-50 rounded-r-lg mb-6\">\n          \u003Cdiv class=\"text-gray-700 italic\">\u003Cstrong class=\"font-semibold\">Pro Tip:\u003C\u002Fstrong> The majority of Top 100 PMs use EOS. This isn't a coincidence. Success is in the details.\u003C\u002Fdiv>\n        \u003C\u002Fblockquote>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"the-math-of-momentum\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">The Math of Momentum\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">This is where PMs underestimate the upside.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">If you:\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Make 10 calls per day\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Book 1 meeting per day\u003C\u002Fli>\n\u003C\u002Ful>",[13],"Newsletter","Matt Speer","https:\u002F\u002Fpugchphfgofjyszpuwfv.supabase.co\u002Fstorage\u002Fv1\u002Fobject\u002Fpublic\u002Fblog-images\u002Fposts\u002F2b41a919-dc5b-8050-ba80-d490967052c8\u002Fauthor\u002Fauthor.jpeg","https:\u002F\u002Fpugchphfgofjyszpuwfv.supabase.co\u002Fstorage\u002Fv1\u002Fobject\u002Fpublic\u002Fblog-images\u002Fposts\u002F2b41a919-dc5b-8050-ba80-d490967052c8\u002Fcover\u002Fcover.png","Blog","Long Form",{"id":20,"url":21,"type":22,"title":23,"description":24},"24d1a919-dc5b-804c-ba1f-c796f71d006e","https:\u002F\u002Fmeetings-na2.hubspot.com\u002Fmatt-speer\u002Ftruematch-paid-partner","button","Get Verified","Matt's Calendly link","2025-11-21T00:00:00.000Z","2026-03-23T21:54:00+00:00","2026-03-23T21:54:37.427381+00:00","published",false,0,4,1784596574544]