10 Steps To Perfect Phone Prospecting For Real Estate Agents

By Author: Ashil Patel
Total Articles: 33
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Calls to prospects can often convert to meetings and possible sales. Some reliable strategies and prospecting knowledge may possibly give the perfect elevation that you need to increase your sales. The tips discussed here are worth following for better phone prospecting.
1. It is important that you have a good database. Calling on random numbers will not reap in great rewards and will leave you frustrated. Make cold calls to people who you know have some interest.
2. Be careful of what you say. Pay attention to details and hone your phone dialogues. You need to perk up your observation skills and pay heed to the prospect’s needs. Keeping a record of your call will help you to recognize mistakes and improve your phone prospecting skills.
3. Don’t say everything on phone. Some things are better said and are more convincing when said face to face. Store the main points for the actual meeting. Don’t lay down all your cards on phone.
4. Be discerning while fixing meetings. Decide from the talk you had who is worth meeting and talking to and who is not. Your time is valuable; don’t let someone with ...
... no interest spoil it by attending a meeting that you know will lead nowhere.
5. Build trust even on phone. You can do this by the way you speak and listen to your prospective client’s needs. If the person asks you to call back after a certain period of time then do that. All this goes a long way in creating trust and even without you leaving your seat.
6. Cater to two categories deferentially. You are likely to be dealing with both buyers and sellers. You need to change your language accordingly. To buyers you should come across as an intelligent agent who knows his job well and whom they can trust to buy a property from. To sellers you need to project your selling skills and they should feel comfortable in letting you deal with their property. Both groups should feel that you are on their side.
7. Do not start off with a sales pitch. This is a common mistake that brokers make and the mind-set behind the phone call becomes clear right at the beginning. Simply talk and respond as you would do in a non-sales phone call. You may come across all kinds of people in your phone prospecting. Do not write off the ones on whom you could make no impression, big or small. Treat the call as a part of the learning process and think what you could have done differently.
8. Know your customer’s need. After the first few minutes you need to gauge whether the person you are speaking to have any interest in what you have to offer. Ask direct questions instead of beating around the bush. If you cannot detect any interest in real estate then be polite and keep the phone.
9. Make lists. Of the calls that you make every day you will be able to categorise the prospects according to their response. Make lists of people and the possibility of arranging a meeting with them. The categories can be- a. Meeting fixed b. Call again to fix meeting c. Call again to find out needs d. Call again to give more information e. don’t call. When you make a second call to the prospect know exactly what you have to say.
10. Make meetings happen. Ask for meetings after creating an interest. Go prepared and lay off the typical aggressive sales language. Prospects should see you as a friend and not somebody who is out to get their money. Be courteous and polite during meetings. Show them financial logic and convince them using logic and not force.
Phone calls to prospective clients play a very important role in real estate broking. With a little bit of preparation and a few practised skills, you can turn a call to a meeting and then a possible sale.