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Leave out confidential or private information. Whether you’re looking for tips on how to interact with prospects or just need to get hyped up for your next calling session, these videos are a great source of inspiration. Look – I know this is kindof out of the blue, but I wanted to let you know that I started this new side business a little bit ago because I have a passion to help people that want (better skin, more financial freedom, etc.). Cold calling expired listings can be tricky because you know that homeowner is going to talk to multiple Realtors, oftentimes all on the same day that you’re planning your call. If you’ve worked in real estate for more than 10 … Instead of focusing on rejections, wrong numbers, and hang ups, focus instead on the fact that the math is on your side. The Close is here to say that those last three challenges are real for many real estate professionals, but they don’t have to be for you. How would you feel about referring my services to them?”, “It’s been really great working with you thus far, and I feel really grateful to Jane for introducing you to me. If there’s an inventory shortage for homes in a particular price range, use recently sold data to pinpoint which neighborhoods have homes in this range. When you go into a phone call, remember, this is your time to share the knowledge that you have, knowledge that could be a really big help for the person on the other end of the line. Also, making 100 calls a day can be a time consuming commitment, especially when you’re trying to dial all the numbers by hand. That’s because a script will keep you on track and focused on listening to the prospect, without worrying about thinking of what you’re going to say next, or worse…winging it. How are you? As far as tools go, I use REDX pretty much every time I call. Stand out from the competition with a great script from REDX called The Neighborhood Expert: Hi, is this the homeowner? Where are they pausing? On expireds, ask them what they thought of the last listing broker. While there is some debate, data from the Keller Center study shows that the most productive time to make cold calls is between 10 AM and 2 PM, and the numbers to back this up are pretty pronounced. For starters, it’s between eight and fourteen seconds long. Is it still available?”“Yes.”, “Great, are you cooperating with real estate agents?”, “Okay, I know the area well, and I’m wondering how much you’re asking for the house?”, “If I had a buyer who would be a fit, would that be helpful for you?”, “Great, what I’d like to do is schedule a time to come by and look at the house to see if it would work for any of our clients. A crock! Me too. I’d also like to share some of the things we do to help FSBOs like yourself. Advice that someone gave you? I use the REDX GeoLeads function to help me gather contact info for a neighborhood, then do some research on the MLS to get myself familiar with what’s happening there and in the pricepoint of the neighborhood. It wasn’t always like that for me, but I guess I look at it like this: as a Realtor, I know I have real value (in my knowledge and experience) that I am spreading through the community in the work that I do, and calling people on the phone is another way to spread that value. .) The Close: Any final words of advice for people who are new to cold calling or trying to get over their fear of it? A real estate professional committed to making 100 calls per day, five days a week will yield 2 listing appointments or referrals a week. So, I actually started in real estate in 2017. Seller Lead Email. (Listen – they will sometimes say ‘maybe later,’ or ‘not for a while’). Do you have time this afternoon, or would tomorrow work better for you?”, “You know, I really don’t want to work with an agent. IMHO folks. Love this Article! He supplied us with the last five tips on our list, keep reading after our last tip to see Trent’s entire interview and learn how he took these lessons and used them to take his real estate career to the next level. This isn’t always the case, and Trent’s strategy for follow up shows that a pre-listing appointment visit makes those more hesitant homeowners a little easier to convert down the road. Also, as I learned more about real estate, got a couple of transactions under my belt, I felt like I could have better conversations with people, which made it easier too. Thanks for all your help. I touched base with Trent, he told me that if a number was marked as DNC, he wouldn’t. Sure, I get people who just hang up on me or tell me no right away, but you make enough calls and you end up talking to people who are truly appreciative of your message and what you have to offer. Your email address will not be published. This will set the comfort level of the call. Tell them you’ll send them a free no obligation CMA and invite them to discuss it with you after. Trent made this jump when he joined a real estate team with an experienced cold caller at the helm. The real estate prospecting letter is a … You are the expert. Oh and since I’ve got you on the phone, do you happen to know anyone that is thinking about buying or selling a home right now? The script that gauges interest. How Top Agents Use Multiple Client Databases, How to Run Facebook Ads for Real Estate Agents, How Realtors Can Create a Facebook Group for Business to Business Marketing, How Realtors Should Show Houses in a Low Inventory Market. So if I were to refer clients to you, would you be willing to refer your clients that are looking to buy or sell a home to me with the assurance that I will provide them with the high level of customer service that you expect? I’m a firm believer in using a script for commercial real estate prospecting cold calls. Make sure you’re comfortable, sitting in a good chair or standing, in a distraction-free environment. Are you planning to put it back on the market? If you can maintain this clip for, say, 50 weeks a year, you’ll be going on 100 listing appointments every year. Expired Listing Letter. The Close has a policy of fierce editorial independence. .). Instead of motivating yourself with the fear of failure, motivate yourself with the success that comes from diligent hard work. So let’s see, it looks like we need your email address . While this might sound daunting at first, once you do the math you’ll start to see that the odds are actually in your favor. I was still working at another job, so just getting into real estate, but I knew right away that it was what I wanted to do full time, and pretty soon I was doing it full time on top of my other (full time) job. Just Listed & Just Sold Real Estate Scripts. Circle Prospecting Scripts & Dialogues Proficient circle prospectors understand the importance of utilizing effective and tested scripts when lead generating for new business around a home that was just listed or sold. Trent Sims: Yes, for sure. Using an auto-dialer does two things for you: it keeps you in the zone and gets you through your call list faster. “Hey John, Every … Period. Trent Sims: Glad to talk. The Close: Wow, so your business more than tripled, and almost a third of it was as a result of cold calling? Pick an hour and stick to it, you’ll get the best results and therefore minimize your fear. Trent Sims: When I first got into the business, cold calling was tough, I definitely would get the jitters even thinking about getting on the phone like that. Get 61 Proven real estate lead generation ideas for this year. Why don’t we meet? Well, is there an agent in the area that you would work with if you did buy or sell in the area? We sat down with Trent to ask him a couple of questions about how he got past his cold calling jitters and what he did to turn it into a vital part of his business. That’s good. For example, they might use a listing going under contract as the basis for communicating by email, mailer, flyers, door … I hope you’re having a great day! Maximize real estate sales by taking the initiative to identify, target and capture new business, including working directly with buyers, sellers, renters, agents, vendors, and contractors. In NY first thing a FSBO asks is “Are you a broker?” Say yes, and the next thing you hear is a buzzing in your ear. “Hello, this is (name) calling from the (brokerage). Trent Sims: Sure. We’re moving to Arkansas.”, “Oh, congratulations. Jam packed with 61 proven real state lead generation ideas for this year. If they want that knowledge and can use it, awesome, that’s what I’m here for. And if the house doesn’t sell in 90 days, what’s your plan B?”, “Well, we’re going to have to go — the house will just be empty.”, “Oh, yeah, I’d hate to have that happen to you. Many real estate agents consider the FSBO prospect to be a perfect lead for cold calling. I’m happy to give you some feedback. Very helpful information. .) Would it be ok if we stayed in touch? When I am calling a farm area, I do have a pretty dialed in pitch that I use pretty consistently that I come up with as a result of doing some solid research about the trends in the neighborhood, so even though it isn’t written in stone, I have gotten results from particular questions or phrases. There are SO many scripts out there it is mind boggling I personally use Mike Ferry Scripts. “Thanks! The Close: And cold calling was a big part of that step up? Successful cold calling starts with preparation. As we mentioned in our tip about choosing the right call list, finding the most receptive audience to your message is going to dramatically improve your responses, and eliminate a lot of the fear and stress of cold calling. If they say YES. In order to vary the content of each call to members of your client database and avoid turning off people in your COI, it is important to use a number of tested prospecting scripts over time. ), “Great! Is this the homeowner? If you’re looking for a new area to prospect or farm, start by doing some research on the MLS to determine the places where the local trends support potential listings. Many expert cold callers report feeling better when they can move around a room or pace, so get a good bluetooth earpiece and get loose. So how is everything?”, “Great! The more positive responses Trent got in his cold calling, the more he understood that those who were taking him up on his offer were genuinely better for it, which he used as fuel to push through the anxiety and keep going. Thank you for letting me apologize for not following up and staying in better touch with you, and if there is anything I can do to be of service in the future please let me know?”, “Hi ________, this is John Smith with ABC Realty, how are you today?” I’m calling because we are reviewing our database and noticed that we are missing some information like email addresses, phone numbers and etc. If I can’t, I’ll let you know that as well. What little things can you make note of in order to improve your cold calling skills and lower you anxiety? Most agents we’ve talked to who’ve given up cold calling use the same excuses, they say that actually dialing the phone is their most anxious moment. Best Expired Listing Scripts & Objection Handlers 2019, The 5 Best FSBO Scripts of 2019 & Why They Work, Zero to Diamond real estate coaching program. When someone isn’t ready to set a listing appointment, focus on just shaking their hand. Any offers? Real estate text message scripts are a great way to spell out longer industry terms while saving time. Well look, I don’t want to take up too much of your time today, but (market information — “a house/condo was just listed in your neighborhood/complex” or “a house/condo just sold in your neighborhood/complex”), and I didn’t know if there was anything I could do for you regarding buying or selling real estate at this time. Using real estate scripts prepares you for different scenarios, giving you a confident approach that can convert prospective clients and get the appointment. (If yes, continue . Some people can be easily offended, while others hate all solicitation phone … As a licensed agent in the state of Michigan, Chris has been a part of hundreds of transactions from modest rural starter homes to massive waterside compounds. The diversification of communication to a real estate agent’s sphere of influence (SOI) is essential to building long lasting relationships that continuously render future business. I watched and listened to them, asked a ton of questions. Learn these top real estate prospecting scripts to contact the people that make up your center of influence (COI) regularly for more business. The second thing I would tell people is to remember your value. Cold calling isn’t just picking up the phone and dialing random numbers. We bought the house two years ago, and the value hasn’t really gone up.”, “So, what is the main reason for your sale?”, “I’ve been transferred. Don’t call him asking a bunch of personal questions, send FSBO by snail mail, a detailed report about how to sell his house, without a broker, subtly implanting all the difficulties he’ll face. The study showed that on average, for every 209 calls made, one listing appointment was set or referral was made. You can segment your targets and even your own friends list to a level that most platforms don’t allow — and as we all know, everyone in the world spends time there. My only question is if Mr. Sims cold calls numbers tagged as DNC numbers. . If it’s raining, talk about how nasty it is today. But you don’t have to limit your circle prospecting only to the areas you’ve listed or sold property. Your email address will not be published. However, we do work with a select group of software companies and service providers that we feel provide real value for our readers. (Great) [Examples] Remember that Keller Center study: on average, cold callers set one listing appointment or referral appointment for every 209 calls they make. {Pause and let them talk. It has been very helpful!! Prospecting 101 Master the basics of finding new clients. Trent Sims is a Realtor living and working in Traverse City, MI. So I just wanted to take the time to ask you if you know anyone else that is looking to buy or sell a home, and if you would feel comfortable introducing them to me?”, “Who else do you know that needs to move right now?”, “You are so great to work with, and I find that people typically hang around similar people. Interestingly enough, 90 percent of the FSBOs I speak with tell me the exact same thing. Now that you’re armed with three awesome scripts that will help you tackle just about any cold calling situation, let’s dive into some practical advice to help you kill your fears of cold calling once and for all. You’ll be surprised how much you can learn just listening to experienced callers. Thank you for all the valuable information. That is mainly because the process is something that they are uncertain about and or they are not prepared to learn or undertake the required practice. KNOW YOUR SCRIPTS. The point could be argued that investing time in putting together a detailed report about every property you are prospecting is time consuming, a little too time consuming. You’re going to hear a lot of nos when you cold call, and that’s ok, that is expected. If you are calling a neighborhood where more than half the residents don’t benefit from your advice and opportunities, you are calling the wrong neighborhood. You have information that the people on the other end of the line can benefit from, it is your job to communicate that information to them.

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