- Organize Leads According to Location
The mantra in the real estate business is “Location, location, location!” Location is of the utmost importance for home sales prices as well as real estate cold calling. Organize leads according to their geographic area and your team will enjoy that much more success in the context of cold calling. Organizing by location ensures your sales team is provided with the opportunity to learn about the local market, real estate values in that area and neighborhood details. These are the “little things” that facilitate the development of mutually beneficial relationships. Furthermore, people prefer to work with real estate agents who have a genuine understanding of the local area. Show off your local knowledge in cold calls and those on the other end of the line really will be that much more responsive.
- Engage in a Dialogue as Opposed to a Monologue
It is a mistake to read a script as though the cold caller is an actor reciting his or her lines. The better approach is to engage in a true dialogue with the individual on the other end of the line. Let the conversation flow while maintaining a professional tone and it will be that much easier to develop a rapport with potential buyers and sellers.
- Mind the “Do not Call” List
Do not call random numbers from the phone book. Nowadays, plenty of people list their phone numbers on the Do Not Call List. If you call the phone numbers on this list, you will be in violation of the law. Take the little bit of time necessary to ensure the phone number in question is not on the Do Not Call List and you won't have to worry about potential fines or other penalties.
- Get to Know Each Individual on the Other End of the Line
Spending a little bit of time to get to know the person on the other end of the phone call will make them feel as though they are important. Simply stating knowledge of something local and unique to the community has the potential to change the prospect's opinion of you as well as your cold call. Even asking a few non-personal questions will help make the call feel like more of a fluid conversation as opposed to a sales pitch.
- Establish Realistic Goals
Do not set overly-lofty goals assuming your optimistic outlook will motivate your real estate personnel. Focus on making high-quality calls that establish a meaningful rapport with prospects. Even if the prospect does not convert to a paying customer, the conversation plants the seed for future success. So don't assume the sales will roll in right away after a cold calling outreach effort. Be patient and realistic about your goals and results will manifest in due time.
- Utilize a Cold Calling Software
When in doubt, use tech to your advantage. Implement cold calling software and you will have a leg up on the competition. The proper cold calling software ameliorates the challenge of sales prospecting, provides opportunities to customize calls and ultimately helps you close deals.
Embrace the Challenge of Cold Calling
It is time to move beyond the fact that real estate agents do not want to cold call prospects. Accept the fact that cold calling is a part of the business, implement the tips detailed above and cold calling will prove to be quite an important component of your company's lead generation strategy. This is not to say cold calling should comprise the bulk of your marketing calls. Rather, when performed in a strategic fashion, cold calling will prove to be a valuable tool that provides considerable returns for the minimal time investment.
About the Author:
Bio: Corey Tyner is the owner of Phoenix Fast Sell Home Buyers AZ. He is one of the top real estate investors in Arizona with over a decade of experience. His work has been featured on Bigger Pockets, Real Estate Agent Magazine, and several other real estate investor publications.