Since we’re in the process of trying to update our databases and do better at staying in communication, is it okay if I keep you in our database, mail to you and touch base every now and then?”, “Awesome! Instead of motivating yourself with the fear of failure, motivate yourself with the success that comes from diligent hard work. Cold calling can be scary and stressful, especially if you’re working alone. 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. Also, making 100 calls a day can be a time consuming commitment, especially when you’re trying to dial all the numbers by hand. What sort of numbers are we talking about? 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. 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. If you’re curious about learning more about the power of circle prospecting, you’ve got to check out our article about how a Florida real estate team used it to generate 200 leads in a single day. Many real estate agents consider the FSBO prospect to be a perfect lead for cold calling. How does that sound?”, “Yeah, that’s fine. I’d also like to share some of the things we do to help FSBOs like yourself. 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. We get it. So, to get over that hump, if I have someone on the phone that is even remotely interested in what I am talking about, I tell them “Hey, I actually am going to be in your neighborhood dropping something off for another one of my clients, do you mind if I stop by with a business card, you can put a face to my voice? An auto-dialer can cut down your time on the phone by more than half, and a great one like Storm Dialer from REDX can increase your call volume by more than 400%. Since I frequently have clients ask me for a good _____________ (dentist, landscaper or other business), I’m looking for a trusted company to refer them to. Learn these top real estate prospecting scripts to contact the people that make up your center of influence (COI) regularly for more business. The reason for this gap is that top producers have proven, practiced scripts that enable Awesome. Make it a point to listen closely to the agents who are killing it. In the following video , top producing luxury agent Bridget Ann Stuart reveals the real estate prospecting scripts that she uses to regularly stay in contact with members of her client database. The Close: Awesome, thank you so much for you knowledge and advice, and best of luck for the rest of 2019! The Close: So, tell us the truth: when you’re on the phone with someone, are you pretty at ease talking to someone you don’t know, or is that just how you appear on the surface and there’s actually a storm brewing inside? 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. The Close: And cold calling was a big part of that step up? On expireds, ask them what they thought of the last listing broker. Learn the Art (& Science) of Prospecting Letters. 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. Very helpful information. All you have to do is convince them they need help and you’re the right person to give it. As you are refining your script, make sure to build in these sorts of conversation starters. Effective circle prospecting scripts and techniques can enable real estate agents to generate more business around their active listings. Circle Prospecting Script; Door Knocking; Expired Listings; Expired Listing Call, Live; Get Name, Number, Email Script; How Much is My Homeworth Postcard; Reasons to Sell before the End of the Year; Scripts that Convert (FSBO) Real Estate Scripts Books Real Estate Scripts on Video. Thank you for the valuable information.I really appreciate it. When you posted the statistic about calling times was that for landlines or mobile phones? As far as tools go, I use REDX pretty much every time I call. So is there anything that we can do for you right now? (Great) [Examples] “Hi _______, this is John Smith at ABC Realty, how have you been? couldn’t. A Real Estate Administrative Assistant’s Job Description. . Expiredplus.com. Trent Sims: Sure. So, instead of asking “Would you be interested in selling your home for XXX dollars?” ask “If you were to sell your home, where would you go? (Listen – they will sometimes say ‘maybe later,’ or ‘not for a while’). Remember, in order to get one listing appointment, you need to hear 208 “no”s. See Reports Mike Ferry TV Want access to FREE weekly training videos from Mike Ferry? When you’re halfway through a calling session and have had no appointments set, look at that tracking sheet, remind yourself that success is inevitable, and that you’re due for a win any time. The Close has a policy of fierce editorial independence. {Pause and listen. What is your dream location?”. The study showed that on average, for every 209 calls made, one listing appointment was set or referral was made. The Keller Center of Baylor University conducted a study about real estate cold calling in the United States. Prospecting 101 Master the basics of finding new clients. . Some cold calling strategists have suggested that a voicemail is a great means to turn a completely cold call into a luke-warm call. .) KNOW YOUR SCRIPTS. Would it be ok if we stayed in touch? The people on your call list should reflect this goal. Thanks for your question. If you aren’t familiar with REDX, they’re a cold caller’s best friend. Trent Sims is a Realtor living and working in Traverse City, MI. If you keep working hard, you will get listings. Expired Listings. Most real estate agents mistakenly think the goal of every cold call has to be a listing appointment. 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. In contrast, the worst time of the day to make calls was the evening, after 5 PM. Thanks for the comment. When he isn’t writing, you’ll find Chris fly fishing the trout streams of Michigan or on the stage in his community theater’s latest production. Trent Sims: Actually, I am pretty at ease the entire time. Use the following prospecting scripts and dialogues to systematically and continuously stay in conversation with the people you know to help develop more clients. If I could sell the house, have you break even, and get it done before you get to Arkansas, would that be a win for you?”, “Okay, perfect. We know that Realtors are busy folks, we appreciate you taking the time to talk. 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. 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. Learn these top real estate prospecting scripts to contact the people that make up your center of influence (COI) regularly for more business. Further, top circle prospectors diversify their contacts to residents around their listings via multiple marketing channels. Any idea why it didn’t sell? 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? 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, I actually started in real estate in 2017. I’ll be in touch!” (NOTE: A follow up “Thank You” card can have a very positive impact). The reason for this gap is that top producers have proven, practiced scripts that enable The Close: Are there any tools that you use to make cold calling easier? Thanks so much, I look forward to speaking again soon! Thanks for all your help. This sort of pre-call research gives you the confidence that you are selling something that people actually want to buy: an opportunity to make money. Using an auto-dialer does two things for you: it keeps you in the zone and gets you through your call list faster. If he didn’t toss it you have something to discuss. The Close: Were there steps that you took early on in your cold calling experience that helped you find your comfort zone? You’ll be surprised how much you can learn just listening to experienced callers. There are three scripts that every cold caller needs to have in their arsenal: the Expired Listing Script, the FSBO Script and the Circle Prospecting Script. Getting discouraged from a single hour’s results or even a couple of days worth of results will slow your progress and keep you from getting appointments. I’m happy to give you some feedback. Experienced agents will tell you it’s an essential part of lead generation. 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. But, door knocking is kind of its own animal and doesn’t work quite like cold calling does. I get a lot of positive responses from this line, it is non-threatening and easy to agree to, and it very rarely is the last time I speak to that person. 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. Before you get on the phone, go through a stretching routine to get your body limber and ready to support your mind’s positive responses. I was wondering if I could help you with any real estate questions you might have. Freshsales even has a built-in phone that allows automatic call recording. Ok, well one day you will want to buy or sell, and I would like the opportunity to work with you when that day comes. Find the other agents in your office who are also cold callers. The second thing I would tell people is to remember your value. When you’re cold calling, you’re doing so with a purpose: to sell or list real estate. I’ve heard good things about your company, would you and your business be interested in being included?”  (If yes, continue . Adjust your opening to what the current weather is doing. For example, senior citizens are generally more likely to have landlines while tech savvy millennials and Gen Xers probably won’t. Some people can be easily offended, while others hate all solicitation phone … To Master Real Estate Prospecting Check Out Our Course. Can you start by telling us a little bit about your real estate background? When a voicemail kicks on, have a voicemail script ready to go so that you can leave exactly the right message. Trent learned early on not to let fear from the word “no” stop him; he used it as motivation that he was that much closer to a listing appointment. Trent Sims: Thank you for the opportunity to talk, here’s to a great year in real estate. Stand out from the competition with a great script from REDX called The Neighborhood Expert: Hi, is this the homeowner? 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. Would you mind if I came by this Saturday at _____? We love your suggestion of warming up a lead a little bit with some information in the mail before cold-calling them, definitely something just about all of us can benefit from. If he did toss it, what kind of immediate prospect is he anyway? Just over 31% of calls in the study were made during this time frame, and calls from this timeframe yielded 53% of all the appointments set. Trent Sims: Well, let’s see…I did 18 transactions in 2018, so quite a gain, and I can count five of those came directly from cold calling. Find any excuse to stop by and introduce yourself in person, even if it’s for a minute or two. You can do this by using direct-communication bypass, or straight-to-voicemail communication. Luckily, with these cold calling scripts, you can sound as confident as Barbara Corcoran on the line. Love this Article! 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. The most frequent response you’ll hear to the question of “Why are you selling FSBO?” is “We’re trying to save some money.” Knowing this, here’s David Hill’s script, set up and ready to deal with this common objection. The real estate prospecting letter is a … FSBO Script. Of course it would. Any offers? Maybe there’s a happy medium? That is impressive. So that we can stay in touch with you, we need to get our records updated, is that okay?”, “Great! We suggest a spreadsheet where you can record the days you called, the time of day, the number of calls you’ve made, the number of conversations, the number of rejections, and of course, the number of appointments set. Agent Script Book What You Say Matters. We’ve put together the top 17 real estate cold calling scripts and tips to help you get over your fear of cold calling once and for all. If someone is not selling but are warm on the phone you need to try and database them. Allow Yourself to Fail in Order to Get Better. I’ll be 100 percent honest with you. This is the same way in prospecting. Get started with Mike Ferry TV! Cold calling real estate agents are going to hear a lot of the word “no” and sometimes worse. Me too. Where are you moving to? Trent Sims: Glad to talk. 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. As a Senior Writer and Real Estate Coach for The Close, Chris is one of our resident experts on real estate topics ranging from marketing, lead generation, transactional best practices and everything in between. If you have someone who’s serious, you can send them by, but I’m not looking to sit down for a sales pitch with an agent.”, “Sure, I can appreciate that. Voicemail is an excellent opportunity to break the ice with prospects in a much lower stress setting. In the moment you feel most anxious about your new commitment to cold calling, remind yourself that you are bringing value to your community. You’re going to hear a lot of nos when you cold call, and that’s ok, that is expected. I’ve had leads provide cell and work numbers as well, but for the most part I would avoid calling them at work unless it was an emergency. 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. . If they say YES. We do not accept money, services, or products in exchange for positive reviews or product placement. IMHO folks. Jam packed with 61 proven real state lead generation ideas for this year, this eBook comes from coaches and top producing agents from around the country. That said, I think most people are cell only these days, so safe to assume it applies to both. If you can dedicate an hour a day, five days a week, 50 weeks a year, you set 100 more listing appointments than you would without cold calling. How are you? Our Clients Earn The Industry Average 10XMORE THAN Schedule your FREE coaching consultation 888.866.3377 TomFerry.com Call Visit. Are you planning to put it back on the market? The reason … . Download Our Top 3 Real Estate Cold Calling Scripts. Give them a chance to bitch and then you have their objections all out in the open. YouTube is chock full of videos from Realtors who are crushing the cold calling game. “When you bump into these people, would you be willing to call me with their contact information?” (Pause and wait patiently for a response. 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. What is their tone of voice? 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. What to Say When Calling FSBO Sellers for Listings Instead of focusing on rejections, wrong numbers, and hang ups, focus instead on the fact that the math is on your side. 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? Real estate agents rely on new clients to keep their business going, and those clients don’t just fall into their laps. It shows what it is, the basics on how to get “stuff” into it, and how to use it for real estate-related tasks. If you can maintain this clip for, say, 50 weeks a year, you’ll be going on 100 listing appointments every year. Have any cold calling questions or tips you’d like to share? Advice that someone gave you? DOWNLOAD OUR TOP 3 REAL ESTATE COLD CALLING SCRIPTS. “Conversational” Circle Prospecting Script x Hi, is this [FIRST NAME]? I like to establish these professional referral partnerships to help grow each others’ businesses as well. I definitely use those pretty consistently. Expired Listing Letter. “Hey John, Every … Welcome to the First Edition of the Excelleum Real Estate Script Book! The average real estate professional converts a little more than 1 in 5 of their conversations to listing appointments, but a top performing agent (like yourself - an agent who makes over $250,000/year in GCI) converts almost 1 in 3. Jam packed with 61 proven real state lead generation ideas for this year. 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. I did a total of five transactions that year, and when I decided I was going to drop my other job and go full time in 2018, I knew I had to step up my game. Remember this formula and use it as your motivation. I’d love to see if I can do that for you. “The Classic” – Mike Ferry. 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. These sellers have told the world that they want to sell and they want to sell now. So while there is still some debate here, the data shows that the best times to call are in that block in the middle of the day. I was just surprised to see it on the market for ___days, I assumed it would be gone in a few weeks. 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. . Many real estate agents consider the FSBO prospect to be a perfect lead for cold calling. I have concerns about calling DNC numbers because of fear of potentially costly litigation but that also eliminates lots of numbers on RedX. Telling us a little bit about your real estate: and cold calling so ’! 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