At Call Motivated Sellers, we specialize in cold calling and helping you get more verified leads for your real estate business. But cold calling can be a complicated process if not done correctly. Poorly trained salespeople have tarnished the idea of cold calling. Despite its bad reputation, it’s still a very effective technique. However, employing a real estate cold calling tip or 10 can help.
Some potential homebuyers are open to cold calls if it is relevant to their needs. To help you up your cold calling game, we’ve pulled together some of the best real estate cold calling tips out there so you can get more qualified leads to help your agents shine this year.
- Be Informed
- Have a Strong Opening Statement
- Ne an Actor, Not a Robot
- Be Consistent
- Ask Open-Ended Questions
- Call After Important Events
- Gain Opt-In
- Follow Up
- Choose the Right Time
- Leave a Voicemail
Cold calling becomes less effective when you don’t have valuable information to offer prospective sellers. If you want them to trust you and sell their property, you need to sound like an authority. Share information they don’t already have and have a game plan for how you intend to make the sale. This begins with good research. Whatever you want the seller on the other line to know, make sure you are the authority on the subject.
Have a Strong Opening Statement
You have maybe 10 seconds to make an impression before a caller hangs up on you. That means a lot of pressure for an agent to say something worthy of continuing the call. A solid real estate cold calling tip for success is to prepare an opening statement that doesn’t sound too salesy. People don’t like to be sold to, even if they have something to sell themselves. So, you must appeal to a potential customer by being genuine yet authoritative and making the sale your last priority.
Be an Actor, Not a Robot
The average person gets multiple sales calls a day, many of which are robocalls asking about things like car insurance or student loan forgiveness. Although we understand that you have a script to follow, you don’t want to sound like one of those robocalls. It is one of the quickest ways to get prospective leads to hang up on you.
Our real estate cold calling tip for avoiding these situations is not to follow the script word for word. Try to be personable and don’t be afraid to have a conversation with your leads. More often than not, it will result in a sale. And if you aren’t feeling confident about your approach, you can practice your delivery with a colleague.
When cold calling doesn’t yield the results you want, it’s easy to get disheartened and want to throw in the towel. However, the best way to find success is to stay consistent and take those rejections in stride. Your first, second, and even third calls might be a bust, but that doesn’t mean cold calling isn’t worth it.
Cold calling is proven to be effective when long-term commitment is part of the process. So, keep calling your leads, and don’t let a “no” allow you to give up. It just means you’re one step closer to a yes!
Ask Open-Ended Questions
Have you ever cold-called a prospect, and they only gave you one-word answers? The reason may reside in the questions you ask. Closed-ended questions, i.e., yes or no questions, are conversation killers, and they won’t help you learn more about your lead.
An excellent real estate cold calling tip is to ask open-ended questions using the five w’s: who, what, when, where, and why. What makes them so successful is that open-ended questions can result in longer conversations. You want to encourage the person on the other line to share valuable information that you can use to provide solutions for their real estate needs.
Call After Important Events
As you will find throughout this list, some of the success in cold calling depends on timing. Reaching out at the right time can catch a potential client in a good mood and increase their chances of partnering with you.
An excellent way to strike at the right time is to use the internet and handy apps like Google Alerts or Mentions that search for events that might make someone a viable candidate for a cold call. For example, company expansions or mergers and high-profile wedding announcements are signs that those people may be in the market for a new space and you’re just the real estate agent for the job.
A mark of a successful cold calling effort is receiving a second method of contact — email addresses. When you’re privy to that sweet, sweet contact information, you can add them to your sales pipeline, increasing the chances that they’ll reach out to you when they’re ready to sell.
Our real estate cold calling tip is to keep them interested through content. Once you get them enrolled, you can send them newsletters and other promotional material showing them why they should choose you to help sell their property.
If cold calling works out in your favor, you’ll need to schedule a follow-up call with your new potential client. Time is of the essence, and the best time to do so is when they are fired up and excited about you and the services you offer. Start by gaining their trust and giving a brief overview of your process or your strategy, but whatever you do, don’t drop the ball. If you say you’ll call back in 48 hours, be sure to do so.
Choose the Right Time
For every target audience, there is a sweet spot for when you should make contact. However, you’ll need to do your homework first and figure out the right time based on your client base. It may not seem like it, but choosing the right time to cold call someone is a crucial piece in your success or your rejection. For example, if your clients tend to be working professionals, the ideal cold calling window is in the evening after dinner time, not during the workday.
Leave a Voicemail
So, the person on your call list doesn’t pick up. What do you do? You leave a voicemail, always. But that can also be tricky. You don’t want your message to be a long one because who wants to listen to a 3-5-minute script?
Our real estate cold calling tip for perfect voicemail is that it should be short and sweet but chock full of valuable information. Start by saying who you are and then grab their attention with a captivating opening statement. Next, touch on your services, and finally, wrap it up with a call to action that creates interest. They won’t be able to resist.
Call Motivated Sellers
Gaining new qualified leads through cold calling requires finding the right strategy and incorporating different tactics to make an impact on your leads. We created this list to help you master your cold calling techniques, and we hope you find them helpful. If you need help with your contact list, Call Motivated Sellers is here for you. Our team of cold calling experts can vet your leads, readying them for qualified lead status.
Are you ready to work together? Contact us today!