Finding leads and actually converting them into legitimate appointments is one of the most difficult parts of the job for a real estate agent. There are a number of ways that they can go about advertising their services, with the particularly proactive choosing to undertake prospecting calls in the hopes of bringing a potential client on board or at least getting them face-to-face for a conversation.
However, there is a fine line between making such tactics a success and simply coming off as an annoyance to the people that you are calling. It's a difficult balance, so be sure to follow these tips to make sure your call campaign gets off to the right start.
The very first thing that any cold calling campaign needs to ensure is that it is operating within the confines of the law. That means obtaining data from legitimate sources and only calling numbers that are listed as being willing to accept calls from businesses.
Always respect the call receiver's wishes. If they ask to be removed from your database or for you to not call them again, this is not a sign to be more persistent. After all, they have legal recourse to take if you keep harassing them.
Get The Right Script
There is no point going into a prospecting call without any idea of what you are going to say. It will make you sound unprofessional and reactionary when you should be aiming to impress the receiver as quickly as possible in an effort to hook them in and get them interested in the service that you have to offer.
As such, you should have a tight script for each type of prospect that you might call, which delivers the important information quickly and effectively without sounding too over-the-top or salesly. Practice the script and you will build confidence, which in turn will allow you to deviate from the script if needed.
Speaking of confidence, it is most certainly needed if you are going to be calling prospects that you have never met before with a view to advertising your services. Your tone needs to be inviting and you have to know what you are talking about and be able to answer any questions thrown your way.
If you can't show confidence in what you are calling about then the receiver simply isn't going to be able to show confidence in you. Know the subject area and be willing to answer questions. As one final tip, if you don't know an answer be sure not to lie to the customer. Instead, be honest with them and tell them you will do everything you can to find out for them.
Pick Your Battles
Certain prospects have a better chance of converting into an appointment than others, so it is important to pick and choose carefully to get the best conversion rate.
Those whose listing have recently expired and people who are trying to sell the property on their own are usually good first choices, as both are actively trying to sell their home and thus have reason to listen to anybody who could make that easier.