How a $3B Home Services Provider Discovered a New Growth Channel

— and Their Most Valuable Customer

A nationally recognized home services platform just struck gold with Scout after uncovering a surprising insight: their most valuable consumer segment wasn’t who they expected.

The Challenge: Who’s Actually Driving Value?

For years, their customer acquisition efforts were centered on individual homeowners. But as they expanded their footprint, they started exploring ways to reach users with higher intent, more recurring needs, and stronger influence in local markets: real estate agents.

That’s when they turned to Scout — and uncovered an entirely new growth engine.

Why Real Estate Agents Are a Strategic Growth Driver for Proptech

Agents don’t just interact with real estate. They orchestrate it.

Every transaction they manage comes with a to-do list that’s deeply intertwined with the home services industry: inspections, repairs, cleaning, staging, photography, and upgrades. And every one of those steps is an opportunity for vendors, platforms, and service providers to plug in — not once, but repeatedly.

A single active agent can generate dozens of service needs per month — and they often act as the recommender for which professionals their clients should hire. Their influence ripples outward.

That makes them incredibly valuable for any company offering home services, tools, or platforms built around real estate transactions. In short, agents aren’t just users. They’re multipliers.

How Scout Helped Power Their Outreach

Rather than relying on generalized outreach or waiting for agents to discover them, the company partnered with Scout to take a more proactive, data-driven approach.

With Scout, they were able to generate lead lists enriched with:

• Brokerage affiliation and license details

• Recent transaction history and current listing volume

• Agent classification 

• Contact information and zip code coverage
  

This allowed them to prioritize outreach to the most active professionals in key regions — and to automate their messaging using Scout’s built-in marketing tools.

The result? Faster lead cycles, higher response rates, and a scalable system for growing in new markets

The Problem: Spray-and-pray is dead

1. A sea of agents, but only a sliver that matters.

The U.S. has 2 million-plus licensed real-estate pros roaming the market.  Yet roughly 10-11 % of them drive 90 % of all listings and commissions — the money pile everyone is fighting for. 

2. Finding that 11 % is nearly impossible with traditional tooling.

   
   

• MLS data lives in hundreds of regional silos.

• “Top-producer” lists are outdated the moment they hit your inbox.

• Manual research ≠ scale — your SDRs burn hours just cleaning CSVs.

3. Timing is a silent killer.

   
   

Even if you know who, you rarely know when: new listing, price drop, under-contract, or close. Miss the window by a few days and the agent has already chosen a vendor — or moved on to the next deal.

4. Scale without context = spam.

   
   

Blast every agent every time a listing changes and you get throttled, spam-foldered, and blocked. Trigger too late and you’re chasing cold leads. The gap between “just in time” and “too much noise” is razor-thin.

The Solution: Scout is the data-driven sniping tool

1. Pre-built, battle-tested data pipelines.

Scout ingests data feeds, public records, licensing boards, and private transaction datasets daily. It automatically scores every agent on recent volume, velocity, and category focus, surfacing the exact 11 % worth your spend.

2. Real-time event intelligence — no code required.

   
   

Out of the box, Scout fires live triggers for new listings, accepted offers, pendings, closings, price changes, and even dormancy signals. You set the rules (“notify only if agent has ≥3 active listings in the last 30 days”) — Scout delivers the lead the instant the condition is true.

3. Contact enrichment at scale.

   
   

Every surfaced agent record is pre-enriched with direct dials, verified email, brokerage hierarchy, social links, and zip-code coverage — ready to drop straight into your CRM or outbound sequence.

4. Sequence-ready actions, not just data.

   
   

Scout pipes those signals into your email/SMS/ad platforms with throttling logic, so the right playbook fires once, at the perfect moment, instead of flooding the channel.

5. Outcome: 10× focus, 5× reply rates, 50 % shorter sales cycles.

   
   

By collapsing discovery, enrichment, and timing into a single workflow, teams shift resources from list-building to relationship-building — and growth compounds.

Stop shouting into the void; start whispering to the 11 % that move the market.

Why It Matters

Growth isn’t about reaching more people. It’s about reaching the right people — with the right message, at the right time.

With accurate data and automated outreach, this company built a system that targeted high-intent users and scaled their efforts efficiently. The result wasn’t just more leads, but a smarter, more focused way to grow.