If you want to sell more houses, you need the right foundation. Cold calling real estate scripts are the place to start.
Let’s face it: cold calling is one of the most challenging parts of any sales job. Calling prospect after prospect only to be met with indifference or disinterest can be discouraging at the least. But there are ways to sell more houses through this age-old technique, and it all starts with having the right cold calling real estate scripts.
While it’s true that some scripts may feel artificial or insincere, there are others that succeed in provoking interest and ultimately sales. These scripts adhere to certain formulas, lists of “do’s” and “don’t’s” that can make or break your call. Most of the “don’t’s” are probably a little obvious; if you’ve ever received a cold call, you know what annoys you about them. But the “do’s” can be more challenging to come up with. How can you possibly create cold calling real estate scripts that convert to sales?
Why every real estate agent should make cold calls
There are many out there today who say that cold calling is dead, that it’s a waste of time, and you should focus your efforts on online and social marketing. While both of those can still earn you leads, the reality is that as an independent agent or someone working for a smaller agency, you’re going to have a hard time generating leads online when the competition has deeper pockets and further reach.
This is especially true if you’re just starting. Prospects won’t know you, and you won’t have an established track record for them to turn to. And remember, any kind of sales is about building trust. The best way to do that is to be as human as possible, and calling someone on the phone is much more human than posting something on social media.
Of course, you only come across as human when cold calling if you act like one. And believe it or not, cold calling real estate scripts can help you to do that.
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When to call and when not to call
Nobody likes to receive telemarketer calls during dinner or while they’re asleep. The reality is, there’s no perfect time to call. In general, people just don’t like being interrupted. However, there are times when they’re more susceptible to listening.
After dinner, around 8 pm, is a good time to call. Most people have eaten by then and are settling into a relaxing nighttime routine. Catching them at this time limits the interruption of their personal time, but it also catches them at a time when their guard is a little down.
Weekends are another good time to call. Prospects usually won’t have work on their minds, and they’re more amenable to hearing out and potentially taking you up on an offer.
Times not to call: During dinner hours, after 9 pm, in the middle of the work day, and before 8 am.
3 Real estate phone sales scripts that work
With those basics out of the way, here are a few cold calling real estate scripts that work. Feel free to use them as they are or tailor them to your style.
Script #1: “Hi Joe, my name is Linda, I’m the lead agent at Linda Davis Real Estate Agency. I’ve spoken to some clients who expressed interest in homes in your area. Would you be interested in hearing more about how I can help you get the best price for your home?”
Script #2: “Hi Joe, this is Linda of Linda Davis Realtors. There’s been a lot of buying activity in your neighborhood recently, and I thought I’d see if you’ve given any thought to selling?”
Script #3: “Hi Joe, my name is Linda from Linda Davis Realtors. I’ve met some buyers who are interested in homes in your area, so I thought I’d see if you’d be interested in adding yours to the list. Do you happen to be in the market for a new house?”
What do these scripts all have in common? The first is brevity, followed by directness. There’s no question about who is speaking or what she wants to do.
They also pique interest by telling the prospect about potential buyers. Cold calling real estate scripts are more effective if they include actual interest from clients (or general market interest) because it shows there’s already the potential for quick turnaround.
Finally, they all ask for permission to continue. This is critical to cold calling real estate scripts, particularly in the introduction. That doesn’t mean you should take no for an answer right away, but it does earn the respect of the prospect because you’ve demonstrated that you don’t wish to waste their time.
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