Stage 01
Attention
They notice you.
- Homeowner
- They notice a name, result or idea while going about their day. Nothing is asked of them.
- Agent
- Appear in a defined core area with something useful. Give a homeowner a reason to look, not a reason to decide.
- What builds here
- A first impression of a name.
- What failure looks like
- Too wide an area. Reach spread across a big denominator produces awareness nobody acts on.
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Stage 02
Familiarity
The name becomes recognisable.
- Homeowner
- Repeated useful exposure turns a stranger into someone they feel they know a little.
- Agent
- Run a steady cadence across the core area: a monthly snapshot, a fortnightly local note.
- What builds here
- Recognition. It compounds while interruption resets.
- What failure looks like
- Quitting inside twelve months. Stopping at month four, just before the curve turns, resets it to zero.
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Stage 03
Trust
Uncertainty starts to fall.
- Homeowner
- Local evidence and relevance answer questions they had not yet said out loud.
- Agent
- Attach a result to every claim. Show the work in their streets, not in general.
- What builds here
- A name that now carries proof.
- What failure looks like
- Publishing without evidence. Opinion with no result attached is read once and never recalled.
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Stage 04
Intent
Behaviour reveals timing.
- Homeowner
- They check a value, return to a result, look twice. Curiosity becomes something you can see.
- Agent
- Keep the cadence unchanged. Notice the first observable signal of intent and record it.
- What builds here
- Timing. Behaviour shows who is moving, and roughly when.
- What failure looks like
- Counting the wrong things. Most prospecting metrics do not predict a listing. Activity is easy to count; intent has to be noticed.
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Stage 05
Conversation
The follow-up has context.
- Homeowner
- When they finally speak, you are not introducing yourself. You are continuing something.
- Agent
- Reach out with a reason, such as a comparable two streets away. Meet confirmation, not persuasion.
- What builds here
- A conversation that starts from familiarity rather than from zero.
- What failure looks like
- Skipping to conversation. Ads, then cold calls. Interruption with extra steps.