Real estate prospecting calls: get conversions

Finding leads and turning them into legitimate appointments is one of the hardest parts of a real estate agent’s job. There are a number of ways they can advertise their services, with the particularly proactive choice of making prospecting calls in hopes of attracting a potential client or at least bringing them face to face for a conversation.

However, there is a fine line between making such tactics a success and simply seeming like a nuisance to the people you call. It’s a tough balance, so be sure to follow these tips to ensure your calling campaign gets off to the right start.

be legal

The first thing any cold calling campaign must ensure is that it is operating within the limits of the law. That means getting data from legitimate sources and only calling numbers that are 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 to call them again, it is not a sign that you are more persistent. After all, they have legal recourse to take if you keep harassing them.

get the right script

There’s no point going into a prospecting call with no idea what you’re going to say. It will make you sound unprofessional and reactionary when you should be trying to impress the recipient as quickly as possible in an effort to hook them and interest them in the service you have to offer.

As such, you should have a tight script for each type of prospect you might be calling that delivers the important information quickly and effectively without sounding too over-the-top or commercial. Practice the script and you’ll build confidence, which in turn will allow you to deviate from the script if necessary.

Trust

Speaking of trust, it’s definitely necessary if you’re going to call prospects you’ve never met before in order to advertise your services. Your tone should be engaging 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 trust in what you’re calling, then the receiver simply won’t be able to show trust in you. Know the subject area and be willing to answer questions. As a final piece of advice, if you don’t know an answer, make sure you don’t lie to the customer. Instead, be honest with them and tell them you’ll do everything you can to find out.

pick your battles

Certain leads are more likely to convert to a date than others, so it’s important to choose carefully to get the best conversion rate.

Those whose listing recently expired and people who are trying to sell the property on their own are often good first choices, as both of you are actively trying to sell your home and therefore have reason to listen to anyone who can further easy.