Cold calling can be a frustrating and anxiety-inducing lead-generating strategy, but it’s more than a sales pitch. This technique offers homeowners a fresh approach and a helping hand.
The most experienced agents know that courting homeowners who want to sell or have failed to sell their homes is a great way to drum up business. The competition may be fierce, but we have five tips that can give you an edge over other local real estate agents.
1. Prepare Your Environment
Preparation is key, so take a moment to get into a positive mindset. You’ll need to be in a comfortable space where you can focus on the task at hand. Some agents prefer to sit in a good chair, while others feel better moving around the room. Either way, a wireless earpiece, a glass of water and few good scripts are all you need to get going.
2. Break the Ice
Chances are, you’re not the only real estate agent reaching out. Successful cold calling means listening to your prospect and responding to their needs in the moment. Here are some ways to break the ice:
- Learn their perspective: Listen to what they’re saying and the emotions they’re experiencing so that you can connect.
- Confirm that you’re paying attention: Repeat your takeaways from the homeowner’s experiences back to them, so they know you’ve heard them.
- Ask questions and offer solutions: Many homeowners are unprepared for the hurdles of selling their property. Offer tangible solutions that show how you can help.
- Keep at it: Your persistence and problem-solving abilities make you the best agent for their listing, so you need to showcase those qualities.
3. Do Your Research
A little research on a multiple listing service (MLS) can help you determine the local trends that support potential listings. Perhaps there’s a shortage of properties in a particular price range. Maybe a certain neighborhood is highly desirable. Researching can steer you toward the people who will be more likely to listen.
4. Learn Your Scripts
Some agents feel cold calling scripts come across as impersonal or staged. Having a consistent delivery can help you stop worrying about what you’re going to say, so you can focus on how you say it. Keep an arsenal of proven scripts for For Sale by Owner (FSBO) properties and expired listings.
5. Let the Math Encourage Your Efforts
Some real estate agents who learn the math behind cold calling get discouraged. Agents who make cold calls for over an hour every day can make about 200 calls. Of these, around 50 people pick up the phone, and the agent makes only one listing appointment or referral. Still, consistency pays off. If you commit to making 100 calls per day, five days a week, you could gain two listings appointments or referrals a week.
Contact Real Estate Exposures for Professional Real Estate Photos
Once you’ve converted an FSBO or expired listing, it’s time to impress the homeowner with your professionalism and commitment to making the sale. At REX, our photography professionals bring out the best qualities of every home, ensuring your homes stand out from the competition. If you would like to learn more about enhancing your listings, reach out to us online. You can also request an appointment or call 717-747-3235.