Real Estate Cold Call Success
One of the most effective and easiest ways to speak with prospective buyers and sellers is to use a customized cold calling script. The main purpose of the script is to help you become the person they use to buy or sell a home. However, to be successful, you’ll always want to make the script specifically apply to the prospective client.
Responding to an Online Form Script
Reason this script is effective: The objective of this script is to convert an online prospect into an in-person meeting. Because the prospect reached out previously, quickly advise them that you are following up on their request for information or specifics regarding a listing. This provides you with a connection point and reduces the pressure of a spam cold call.
Understand that buyers frequently send in numerous requests while searching for homes online, so they may forget the information they requested. Let them know who you are and how you got their contact information. If they have not had an opportunity to review that information, give them a time you will call back or schedule an appointment in the next few days or next week to go over the information you provided.
Recent Nearby Sale Cold Calling Script
This script is effective because: Once you sell a home for a high price, you are able to phone other homeowners in the immediate neighborhood to potentially obtain a number of new leads. This is a very successful strategy to obtain new listings because a lot of times homeowners don’t want to sell their homes because they don’t know the market price they could sell it for.
By utilizing a recent sale, you demonstrate to nearby homeowners two things: the possibility of listing their home, and your proven ability to sell their home. It should not come as a surprise that this script’s response ratio will vary or skew to the low responses.
The majority of homeowners probably will not be in the market to sell. Nevertheless, you have to bring up the recent sale you finished, the challenges you overcame, why it closed quicker than normal, the price received, and the number of offers the homeowner reviewed prior to finalizing the purchase agreement. A great way to end the call is to provide them with a complete home valuation at no cost.
Advice When Using Cold Call Real Estate Scripts
Perhaps one of the most challenging lead generation strategies for real estate agents to perform successfully is likely cold calling. Even with a script recommended by top marketing experts, it can be really difficult to determine the best way to make it come out as tailor made to the prospect. That said, the following are some of the best tips from real estate professionals on cold calling.
• Practice your script: If you are reading the script word for word to your prospect and it’s the first time it is not going to appear honest. Even public speakers don’t sound great with a teleprompter. Now imagine yourself reading a script. It is advised to practice for 30 minutes daily to increase your level of self-confidence.
• Improvise or modify the script: Each homeowner or buyer will respond differently to you. Be prepared to go off-script and change the discussion when it’s required.
• Identify the objective: Creating an objective makes your phone calls a lot more productive. Establish a simple goal such as putting together an online meeting or getting the name of the community leader.
• Maintain your efforts: If you’re regularly making cold calls, your confidence will grow as you get more comfortable on the calls. Don’t give up too soon.
• Make calls during slow periods: Continue making cold calls during generally slow months so you can have a continuous stream of leads.
• Find common ground: Discover a method to break down barriers by finding something in common with the prospect. People will be uneasy talking to you until there is something you both have in common.
What is the best time & day to make cold calls?
Based on recent data, the best window of time to cold call a prospect is between 10 to 11 a.m., and Wednesday is the most ideal day of the week. While the majority of real estate agents and staff stop calling after calling a prospect only two times, studies show that the typical person needs close to eight attempts to reach the target person by phone.
Lots of real estate agents invest hours striving to write the perfect cold calling script to communicate with prospects. Even so, the most knowledgeable agents can still speak clumsy with the words in their scripts or sound like an annoying AI auto-attendant when using the wrong words to connect with a person for the first time.
This is why it helps to practice reading the script several time before starting to make calls. You can practice in front of your colleagues, friends, or even a mirror if nobody is available.