Are you a realtor? then you must know the secret weapons of real estate agents. Connection calls are a great way to reach out to buyers or sellers.
The real estate market is a competitive space and agents have to find new ways to set themselves apart from their peers. The use of technology is one way they can do this, but even with great tools like CRMs and MLS access, there are still gaps that need to be filled. This article will explore one such gap: connection calls.
Why Connection Calls Work
Connection calls are a great way to reach out to a buyer or seller, and they're also an easy way to build trust and rapport with clients. When done right, connection calls can help you stand out among other real estate agents in the market while helping you stay connected with your clients!
The best part? Connection calls can be used to get leads, so even if you don't have any current listings at all yet (or ever), this strategy will still work for you!
6 Tips for Cold Calling Effectively as a Real Estate Agent
- Don't just read from a script. Make sure that what you're saying sounds natural and genuine by practicing beforehand in front of a mirror or even just talking into an empty room.
Be prepared. Know your client's name, the property address and its key details.
Be confident. The call is not an interrogation or a test; it’s an opportunity to show that you care about the client’s needs and goals.
Be friendly. Remember that they are people who have chosen you as their agent because they like and trust you, so be sure to use those feelings in your conversation with them.
Be professional. Make sure to ask permission before beginning any work on their behalf (i.e., asking for their sign-off on documents).
Be knowledgeable. Be in the know about current market trends and any other relevant information that would be helpful to share with your client.
And most importantly, be positive! They will appreciate your enthusiasm and hard work.
3 Mistakes to Avoid When Cold Calling for Real Estate
Cold calling can be an effective way to connect with potential clients, but it's not always easy. In fact, it's one of the most difficult things you'll ever do as a real estate agent. And if you don't prepare for cold calls ahead of time, you're likely to make mistakes that could cost you the sale or lead to wasted time and energy—and even lost business. Here are three common mistakes that agents make when doing cold calling:
Mistake #1: Not Preparing a Script.
The first mistake many agents make is not having a script. A script, or outline of what you're going to say and how you're going to say it, can be the difference between success and failure. It should contain:
The name of the person you are calling
Your objective for calling (i.e., if it's a prospecting call)
A brief overview of who you are (if this is the first time they've heard from you)
An offer to meet with them at their convenience
Mistake #2: Not Being Specific.
The second mistake is not being specific. Being specific means that you:
Offer something very specific to the person you are calling,
Target your offer to a specific geographic area and/or type of home (for example, “I’m calling on behalf of a client who is looking for homes in this area”), and
Tell them what they should do next.
Mistake #3: Not Having a Post-Call Plan.
You'll have a much better chance of getting your prospect to say yes if you have a plan in place. If they say no, what are you going to do? How will you follow up with them?
If they say yes, how will you move forward? Will it be an appointment or a phone call for the next available time slot?
8 Ways to Avoid Blowing Your Warm Leads
In real estate, the most important part of successful sales is making the first contact with a prospective buyer. This can be achieved through direct marketing, but many Realtors still rely on cold calling to generate leads for their clients. While it's easy to use this method to build up your pipeline and get more listings, it can also be a waste of time if you don't do it right. Here are some tips for how not to blow your warm leads:
#1: Don't call on the same day.
You should never call on the same day. If you are planning to contact a prospective buyer, call at different times of the day and leave a message. Then, make another attempt to reach them later in the week or on a different day. If they don't answer, leave another message and try again. Once you have left a message, wait for 24 hours before calling again -- this will give them time to process what you have said and decide whether or not they would like to discuss selling their home with you further.
#2: Don't just call once.
As you know, there is no such thing as a closed sale. Your clients are always open to changing their minds, or even better, they haven't yet made up their minds at all. So don't just call once and then forget about it. Call back in a few days to see how they're doing and if they have any questions about your services. That way, if something comes up that requires your help during the time between calls—say, an appraisal of the property goes wrong or there's flooding damage from sewer backup—you'll be able to provide assistance immediately rather than having another prospect tell you "no" before he or she even knows what kind of service you offer!
#3: If you leave a voicemail, make it personal.
If you leave a voicemail, make it personal.
Use the name of the person you are calling.
Ask them to call you back.
Say why you are calling and how they can help solve your problem (or simply ask if they have time for a quick chat).
Give them your phone number so that they know who is calling them (and have an easy way to reach back).
Say when you will call again, and make sure to follow through with this promise!
#4: Call during normal business hours.
Call during normal business hours.
Make sure you call at a time when people are available to answer the phone.
If you can, try to call between 9 AM and 7 PM Monday through Friday, as this is when most businesses are open.
Even if the person answers their phone, they may not be able to talk long because they're in a meeting or running an errand.
If they don't answer right away—or if they're too busy even after several rings—leave them a voicemail message that's professional but personal at the same time: "Hi there! This is [your name] from Token Realty. I was trying to reach [person’s name] but couldn't get through on her line." Make sure you leave your contact information so she knows how to reach back!
#5: If they don't answer, keep trying.
If you’re wondering what to do with voicemail, feel free to leave one. If you were going to immediately call back, then there would be no point in leaving a message. However, it's still important not to leave too many messages or try again too soon. Don't call them more than three times in the same day because that starts looking desperate and if they are interested in selling their property, they may not want someone who sounds desperate as their real estate agent.
If you haven't heard from the lead by then, wait at least 24 hours before calling again, and be sure to try again different time during the day.
#6: Prepare a script that is customized to the situation and their needs.
You want to be sure that you are tailoring your script to the needs of each individual. This can mean multiple scripts if you have different goals for each person. You should be able to explain why they need your help, how it will make their life easier, and why they should choose you over another agent.
A good way to do this is by starting with a summary of the house they are looking at buying or selling and asking them what questions they have about it. Many times people do not even know exactly what questions they have until you ask! The key here is being able to listen very closely so that when someone tells you something like “there are tons of luxury upgrades in the home” or “I am looking to eventually move to the chain of lakes” then boom – write down those two items on your list!
It’s important to remember that you are speaking with a human being and not just another lead. Your script should include a greeting like “Good Morning/Afternoon Ms. Smith, this is Steven from Token Realty” and then follow up with your introduction of yourself (most likely). You can also include any relevant information about yourself or what makes you unique from other agents in the area. If you are working on new construction or have experience with building homes, be sure to talk about that! If you have sold homes in their neighborhood before, let them know that you’re familiar with their area. This shows them that you are not just another agent and will help to start building trust.
#7: Don't get discouraged.
You are not alone. If you're like most realtors, you probably feel like a failure when working at cold calling. But don't let that discourage you! It's perfectly normal to not be good at it right away and everyone struggles in the beginning.
The best thing that we can tell you is that if you keep going, even if it takes six months or longer, things will get easier, and eventually this will become second nature and something that comes naturally to you.
Think of your first time driving - did it take one try? Did it take three years? Of course not! The same goes for cold calling; practice makes perfect!
#8: Persistence pays off!
At some point, you will have to call your leads and ask them to see their home. A lot of people don't like this part of being a realtor. They think it's too pushy or aggressive, but they're wrong!
You should be persistent with your leads if you want to get sales in the long term. You can't afford to be shy about calling people back—these are people who have agreed to see their homes so that you can help them sell them! Don't waste this opportunity!
It takes time for a relationship between Realtor® and client to build up, but it's worth it in the end because the more experience you have with a client, the more valuable insight into their needs will become apparent and you'll be able to offer more personalized service.
How to Find Buyers or Sellers with Connection Calls
First, you need to get to know your audience. Reach out to your past clients, buyers and sellers. Reach out to friends and family. You may want to expand this list by reaching out through social media contacts, LinkedIn contacts, email contacts, or blog readers who might have an interest in buying or selling a home. The best way to find potential leads is by networking with other real estate agents who are already working in the area where you would like your business to grow.
Another great way for real estate agents with no listings is outreach through sphere-of-influence marketing strategies that include reaching out:
To people whom you may have met at conferences
To people whom you have met through networking events
People looking for homes (including those currently renting) because they’re planning on moving soon and need one now! This could be done through FB Groups postings near their current location as well as any local newspapers within reachable distance from where they live now or want to move in order not only to save money but also to find something better suited to their needs right away without having to spend too much time looking online or driving around aimlessly trying to find what works best by reaching out to these people, real estate agents can build a strong network of leads quickly. Leads that are very interested in buying or selling homes and have already shown some level of interest by coming into contact with one another through your networking efforts could become future clients who need services such as property management, mortgage advice/help financing their purchase, or just general real estate related questions.
In closing, I’d like to reiterate that it is important for agents to use a call-tracking tool and set up their calls properly. By doing this, they can not only see who is calling them but also be able to find out what happened during those calls. This will allow them to better track what needs improvement in their business so that they can better serve their clients in the future.