I'm going to start with some GREAT news:
💪 The First Call Does 80% of the Heavy Lifting
Most prospects will use the first agent they talk to, so timing and making an impact are critical in the first conversation. A stronger bond will develop as they open up, so that connection can be further solidified because you know the details of their circumstances. You have more chance of them remembering and meeting with you if there is already a genuine connection.
The energy you exude affects how people will respond to you, so remember to always come from a place of:
- Service not sales
- Curiosity
- Confidence, not arrogance
- Courteous but not apologetically weak
There are three purposes of calls- converting a lead (getting an appointment!), creating or nurturing a relationship, or asking for a referral. Obviously, with these types of leads, we're hoping they're a motivated seller, but even though they may not be today, they may be in the future.
👉 THE THREE PURPOSES OF LEAD GEN CALLS
- Nurturing the relationship
- Converting the conversation into an appointment or potential business
- Asking for referrals
As soon as you can (and if it’s appropriate), you want to get to the meat of the conversation. These questions help uncover if they’re motivated, how much so, and what their timeframe may be.
⚡ THE FIVE MAGIC QUESTIONS ⚡
- How long have you lived at this address?
- Where did you move here from?
- What made you pick this area?
- If you were to move, where would you go next?
- When would that be?
Also, remember to:
- Regularly practice scripts with a partner and warm up in the mornings.
- Get in the right mindset in the morning and as needed throughout the day. (Use a gratitude journal, meditation, affirmations, music, or whatever gives you good vibes).
- Don't take or make the call unless you have the time to have a full conversation (plan for 30 minutes) and can give them your full attention.
- Take detailed notes about what they're saying as well as details that may be pertinent later.
- Get the lead added to your database, enter your notes, categorize lead type and motivation, and schedule a follow-up task or assign to an action plan or marketing campaign. Make it possible to follow up later.
- Don't talk about pricing specifics. Your goal is to get the appointment. Discussing pricing strategies and dealing with those objections is more effective in person at the listing appointment.
- Don't try to handle all of the objections on the phone, especially price or commission. Try to uncover their objections but only address the ones necessary to get an appointment set.