When calling real estate leads, having the perfect script is essential. It can help you build rapport, avoid awkward silences, and make the most out of your time.
Use this real estate cold calling script to build trust with prospects by talking about the local area. This will also encourage them to schedule an appointment with you.
Make a Great First Impression
Cold calling may seem outdated, but it’s a great way to generate new business. However, making an excellent first impression is essential to build trust and rapport with your prospects.
Introduce yourself and ask if it’s a good time to talk. This script makes the first call feel more personal and casual while still being productive.
Tell your prospect you’re a real estate agent interested in their property. This is a great way to build trust and demonstrate your expertise with your options.
Let your prospect know that you have a buyer willing to pay a good price for their house. This will pique their interest and may encourage them to sell their home. If they are hesitant to sell, offer to perform a pricing assessment and book an appointment.
Be Personable
Cold calling can feel uncomfortable for some prospects, so being personable is essential to build rapport. This will make the candidate more likely to respond positively and take you seriously. It also shows that you care about your clients and their needs.
For example, if you’re calling someone about a property they’re interested in buying, start by expressing your interest in their story and asking how you can help. Then, suggest an appointment to discuss the property and your services in more detail.
Real estate agents should research their area and property values and recent sales. This will allow them to understand the market and better position themselves as experts.
Using effective real estate cold calling scripts allows you to convey this information organizationally and effectively. It also helps you avoid stumbling over your words or sounding robotic. Practice your real estate sales scripts before your actual calls for the best results. This will give you the confidence you need to lead the conversation. It will also help you create an elevator pitch that resonates with your target audience.
Be Honest
When done correctly, real estate cold calling can be one of your most comprehensive lead-generation tools. This method gives you direct contact with potential clients, making building trust easier.
However, it’s essential, to be honest during your cold calls. If you know the prospect isn’t interested in selling their property, don’t push it on them. It’s more important to let them know that you can provide valuable information on the current housing market and their neighborhood prices, which may pique their interest in selling their property in the future.
You could also mention how long you’ve worked in the area to showcase your expertise. Then, offer to do an initial pricing assessment of their home. This will help you gain their trust and set up an appointment to sell their home in the future. When you’re honest with your prospects, they’ll be more likely to engage in your conversation. Ultimately, this will make your calls more successful.
Get to the Point
Cold calling is a great way to connect with prospects, but getting to the point quickly is essential. Start the call by asking if they want to buy or sell property in their local area. This will help establish trust, build rapport, and allow you to set up a meeting.
Many FSBO leads are skeptical of real estate agents because their previous agent didn’t sell their property. To overcome this objection, you can highlight your experience in the local area and show them that you are the right agent to sell their home.
You can also pique their interest by sharing research about the current market trends in their neighborhood, such as how much homes are selling for. This will make them eager to learn more about your services and may even convince them to sign up for a free appraisal. Lastly, ask them to schedule an appointment by giving them a number they can reach you at or providing a link to your website.
Don’t Be Afraid to Ask Questions
Real estate is a service-based industry; being open and honest with your prospects is essential. Be prepared to answer any questions they might have, from how much experience you have to your commission rate. If you need help with the answers, be prepared to direct them to another resource.
During your conversation, your prospect may tell you they need more time to be ready to sell. Instead of getting frustrated, ask if you can contact them again or schedule an appointment to give them a free pricing assessment. This shows you’re invested in their success and will help you build a lasting relationship with them.
Research your leads’ availability and try calling them at different times of day to see which days are most effective. This way, you’re more likely to reach them when they’re receptive. It also allows you to find a commonality with them, making the call more comfortable for both parties. If you’re using a communication-focused CRM like Close, it makes it easy to track your calls and find the best time to contact each lead.
