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After completing over 5000 Real Estate Calls in a week, these are my top tips when prospecting.
- Make your calls the very first thing you do when you arrive at the office. Tick it off, Get it done! Then get on with the rest of your day. Doing your calls first up will stop other things from taking priority. Trust me – having this simple rule in place for yourself will create consistency in your business and even out the peaks and troughs.
- Plan ideas for what you could call about. Having a list of things you can talk about is vital as it overcomes your procrastination (excuses) with the age-old ‘I called them last month and they weren’t interested so what is going to change now?’ Nothing might have changed, that doesn’t matter and isn’t relevant. What matters is that you find something to call about that is beneficial to them. Giving them information, even a just listed or just sold, is great! Or info about numbers at open homes or leftover buyers. This list of conversation ideas is especially important for your pipeline calls. (If you want to learn more about converting your pipeline or get a list of more call ideas check out our video series here or podcast here)
- Do value the relationship-building activities. Soft appraisals, hand-delivering Market Reports every once in a while, neighbours-only open homes. It’s not only beneficial for the client to meet you and get to know you, but it’s good for you to meet them. You will find it so much easier to pick up the phone and follow them up once you’ve met them face to face and you know they know who you are.
- Make notes. What’s the best way to build rapport quickly? Mention previous conversations (notes) to build familiarity. ‘Last time we spoke you mentioned you were going on holiday – How was it up at Airlie?!’ This immediately builds rapport as the client feels valued – you made them feel important by remembering that detail. Make good notes and use them to enhance the relationship.
- Don’t make excuses such as ‘it doesn’t work in my area’ That’s BS. Make the call. You don’t have to like it, just make sure it’s done – You don’t HAVE to do it yourself, outsource it if you have to.
- Don’t ditch clients just because they were disinterested the one time you spoke to them. Not everyone is in Real Estate Mode all the time, in fact, most people aren’t! But that doesn’t mean they won’t be at some stage. If you only call people that were interested in what you have to say then you’re not building relationships. You’re targeting people who are thinking of doing something sooner than later, which is great. But once they’ve sold, who then? Call and build the relationship with clients by keeping them up to date, even when they’re not selling. This will put you at front of mind when the time does come to sell. And then, you’ll be ahead of everyone else that’s come out of the woodwork now that they’re ready to go.
- Don’t ask clients in your pipeline ‘how’s everything going with the house?’ You sound desperate. It’s not attractive. Instead, think about this as an opportunity to give them information to help them become ready to list their home. What information would be interesting and beneficial to them?
- Don’t call with what you want to talk about – no one cares if you won Rate my Agent 2022 for your area. They care about information that’s relevant to them. A house that is similar to theirs that sold on their street. A penthouse sale when they own a penthouse. Community information that isn’t yet common knowledge. There’s always something.