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Cold calling.It's a phrase that instills fear and terror in even the most experienced realtor. What if you make a mistake? saying the wrong thing? be turned off?
My answer? and if you do That's good; is part of the learning process. In particular, cold calling from FSBOs and Expireds allowed me to get into this business at the ripe old age of 19.
While this might sound daunting to some of you - and I know it is - I want to teach agents that it's all about perspective. Calling to “set up a meeting”, “sell” someone or make the person on the other end of the line too “technical” is scary – because it's not genuine and unsympathetic.
It's a "do unto others as you would have them do" thing. Do you want to be "taken", "sold" or "projected"? Of course. The alternative is to come from aplace of care. Calling with a sincere desire to help. That, my friends, makes the difference.
What is cold calling?
Expressed simply,Lizardit's when you catch up with someone you've never had a relationship with before. Cold calling can be beneficial as it allows you to connect with people who may not yet know about your real estate business. This makes it a great way for agents to present themselves, show their value and expertise, and showcase their services to potential clients.
Tips for making a good first impression on your prospects
Let us take some of the anxiety out of the process for you and help you get comfortable with the idea of making calls more effectively and coming from the right place and frame of mind. This will not only help you succeed faster; This will make you much more effective than many of your competitors who only use "vote for dollars".ready scripts.
Here are some tips to ensure your first impression on potential customers is a positive one:
Know your listeners:Before making any calls, it's important to know who you're addressing and why.
- Are you trying to sell a specific property?
- Are you trying to find new entries?
- Are you trying to carve anew farm area?
- Do you have a specific niche with specific requirements?
When you know exactly who your audience is and what they need, you can craft effective messages and get better results from your cold calling efforts.
Be ready:It's important to do your research before starting a cold call. Know your market intelligence and what consumers care about right now, and be prepared to answer those questions.
For example, if you call FSBOs, make sure their announcement is in front of you so you can refer to them. We don't believe in ready-made scripts; We prefer to teach agents to be present in conversations and use dialogue that can help them stay on track without worrying about memorized lines.
Make sure the person you are talking to knows you are aResourcefor them and to help, not someone trying to "sell" them. Also, take notes during the conversation so you can refer to them later and write them down in your CRM.
Don't let your fear control you: Nelson Mandela once said, “I learned that courage is not the absence of fear, but the victory over it. The brave is not the one who is not afraid, but the one who conquers that fear.” That's a message for all of us, especially if you deal with fear in your business.
It's okay to have this fear, but it's not okay to let fear overwhelm you all the time or allow it to control whether or not you succeed. Just pick up the phone. It doesn't matter how well you do it; Just call.
If you focus on helping the person on the other end of the line, theyfear will disappearBecause it's not about winning and losing. It's about connecting with another human being for good reason.
Have a goal in mind:Cold calling can be time-consuming, so it helps to have a goal in mind before making any calls.
- What do you want from each call?
- Are you looking for leads or appointments?
- Want people to sign up for emails or newsletters?
- Hosting a new owner workshop and want them to attend?
Having specific goals helps you stay focused on each call and maximizes your chances of success – as well as giving your conversations direction when they start to veer off course.
Be polite and respectful:For real estate professionals, this should be self-evident. How we talk to people, especially when making a first impression, is very important.
I'm a big advocate of speaking from the heart, but it's also wise to prepare any dialogue or talking points before making any calls. As I said, I'm not a fan of canned scripts, as they can come across as underhanded, pushy, or salesy, but if you take the time to listen carefully to what your prospects have to say, you'll know how to help them.
Ask questions about them and their belongings and keep them in mind.cold callthan just a conversation between two people.
Keep it brief:When cold calling, it's important to be brief and sweet. You don't want to overwhelm the person on the other end with too much information; Instead, focus on introducing yourself and explaining in a few sentences why they should be interested in working with you.
Be prepared for any queries they may have about your services or pricing. This ensures that your call is concise yet informative.
Know when to continue:However, sometimes things don't always go as planned, and that's okay. Not everyone will immediately be interested in what you offer, but it's about making a connection so they start to recognize your name, face and profession.
That's why it's important to recognize when a conversation is going nowhere early on and gracefully move forward without getting discouraged. It's also important not to take rejection personally - just keep going and focus on finding new leads and making new connections.
Follow:The key to successLizardis the follow-up after your first contact with potential clients or customers. After each call, be sure to send an email summarizing what was discussed and providing all relevant information requested during the call. This will help build trust and make them more likely to use your services.
Also, if they don't respond within a certain amount of time - say two weeks - it would be wise to make another phone call or email to make sure they haven't forgotten about you.
Cold calling can be an intimidating prospect for many real estate agents, but it doesn't have to be. Real estate agents, with practice and preparation, can turn cold calls into hot leads, and when that becomes second nature, they will end up generating more sales for their business.
So pick up the phone - you'll be mastering the art of cold calling in no time and generating leads like a pro.
Darryl Davis is a speaker, coach, and bestselling author ofHow to become a powerful real estate agent, as well as the CEO ofDarryl Davis Seminar. connect with himFacebookorYouTube.