Finding potential clients and turning them into legitimate appointments is one of the hardest parts of the job for a real estate agent. There are a number of ways they can advertise their services, and the particularly proactive ones choose to make prospecting calls in hopes of bringing a potential client on board or at least having them face-to-face for a conversation.
However, there is a fine line between making these tactics a success and simply looking like a nuisance to the people you call. It’s a tough balance, so be sure to follow these tips to make sure your calling campaign gets off to a good start.
Be legal
The first thing any cold calling campaign should ensure is that it is operating within the limits of the law. That means getting data from legitimate sources and only calling numbers listed as willing to accept business calls.
Always respect the wishes of the recipient of the call. If they ask you to remove them from your database or not call them again, this is not a sign to be more persistent. After all, they have a legal recourse to take if you keep harassing them.
Get the script correct
There is no point going on a prospecting call without having a clue of what you are going to say. It will make you seem unprofessional and reactionary when you should be trying to impress the recipient as quickly as possible in an effort to hook them up and get them interested in the service you have to offer.
As such, you need to have a strict script for each type of prospect you can call, that delivers the important information quickly and effectively without seeming too over the top or commercial. Practice the script and it will build confidence, which in turn allows you to deviate from the script if necessary.
Confidence
Speaking of trust, it is certainly necessary if you are going to call potential clients you have never met before to advertise your services. Your tone should be attractive and you should know what you are talking about and be able to answer any questions that come your way.
If you can’t show confidence in what you are calling, then the receiver simply won’t be able to show confidence in you. Know the subject area and be willing to answer questions. As a final tip, if you don’t know an answer, make sure you don’t lie to the client. Instead, be honest with them and tell them that you will do everything you can to find out for them.
Choose your battles
Certain prospects are more likely to become a date than others, so it’s important to choose carefully to get the best conversion rate.
Those whose listing has recently expired and people trying to sell the property on their own are often a good first choice, as they are both actively trying to sell their home and therefore have reason to listen to anyone who can facilitate it.