While many realtors look forward to visiting properties with their established clients, a lot of real estate professionals don’t enjoy a task that’s often necessary for them to attract new clients — cold calling. If you dread the mere thought of cold calling, use our cold calling tips to overcome your reluctance to contact people you don’t know so that you can become a more successful real estate agent.
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Tips for Cold Calling Real Estate Prospects
Cold calling is similar to a knock on the door. It is about making that first connection and understanding the level of interest in the product/service you offer. Best yet, it's a chance to make a sale. A successful cold call can get you in the door, so you can then build the trust and pitch your offer/solution. With a bit of planning and research, cold calling in real estate is a valuable way to win new customers.
1. Change Your Point of View
When you’re looking at a long list of real estate cold calling numbers, it can be intimidating. Instead of looking at every line on your list as an opportunity for you to be rejected, look at every number as an opportunity for you to introduce yourself and your business to someone who may become a long-term client or even a friend. Look at it this way — there are plenty of individuals out there who are looking to buy or sell property, and you’re in the perfect position to help them. Introducing yourself and your services by cold calling isn’t just benefiting you — it also has the chance to benefit the people on the other end of the line.
2. Use Targeted Real Estate Cold Calling Lists
The first step to getting the targeted call lists you need is to find a trusted company that has affordable real estate call lists for sale. At TelephoneLists.Biz, we have real estate calling lists for sale that target specific zip codes. Our ability to produce lists of affordable real estate leads and phone numbers will prevent you from wasting time contacting people in areas that don’t produce the best prospects.
3. Practice Your Phone Demeanor
In order to be successful with the real estate cold calling lists we have for sale, you’ll need to practice how you’ll behave when you’re on the phone. Use a tape recorder and mirror when you practice what you’re going to say to your prospects. Tape what you’re going to say and then listen to your recording to make sure your voice conveys a sense of familiarity that will put your prospects at ease. Observe your facial expressions and body language as you’re speaking. If you look uncomfortable while you’re talking, your voice will come across as strained, which can be off-putting to many prospects.
4. Use a Script
One of the smartest things you can do to succeed with your real estate cold calling is to use one of our scripts for cold calling. While it’s highly unlikely that you’ll follow a sales script verbatim, it can still be a useful guide that can help you stay on point and get a conversation going in the direction you want.
Cold Calling Scripts for Real Estate Agents From TelephoneLists.Biz
Below is a series of scripts that will help real estate agents make cold calls dialing by hand or using telemarketing software to expand their sphere of influence, advertise an open house, or contact potential buyers and sellers about real estate listings. Make sure you know basic phone sales tips as well as best times to call before starting your outbound calling efforts!
Expanding Sphere of Influence
This script is useful in making a call to an established contact. You can use that contact to start building and expanding your sphere of influence.
Hi, is this __________? Hello, __________. This is [your name] from [your company name]; I’m calling because I’m working on building and expanding my real estate business, and I’m hoping for your support. Would it be all right if I contacted you from time to time about current real estate options?
[PAUSE]
Great, thank you so much. I was also wondering, do you know of anyone who might be interested in buying or selling real estate in the near future? [PAUSE]
It’s okay if nobody comes to mind. Would you do me a favor and ask around to see who may be looking? [PAUSE]
Great, thank you again. Please feel free to give my name and contact information if you find someone who’s interested. [PAUSE]
Terrific! Thank you, __________. I’ll call you again next month if I don’t talk to you before then. Have a great [day/afternoon/evening].
Advertising an Open House
This script is useful for bringing an impending open house to the attention of potential buyers, while also getting your name and company information established with potential customers.
Hi, is this __________? Hello, __________. This is [your name] from [your company name]; I’m calling to let you know that I’ll be holding an open house at [address] on [date] from [time]. I’d like to invite you to stop by and see the property, and I was also wondering if you know of anyone else who might be interested. [PAUSE] Great! I hope you can find the time to stop by; it would be great to meet some of the neighbors. [PAUSE] Yes, and if you think of anyone who might be interested in buying or selling, please feel free to give them my contact information. Thanks so much for taking the time to speak with me today, __________. Have a good [day/afternoon/evening].
Prospecting for a New Listing
This script will help you call to advertise a new listing in the recipient’s neighborhood. It will also establish you as a real estate agent who’s interested in working with the local consumer base.
Hi, is this __________? Hello, __________. This is [your name] from [your company name]; I’m calling to let you know we’ve just listed your neighbor’s home at [address], and I was just wondering if you know of anyone who might be interested in moving to your neighborhood. [PAUSE]
I understand if no names come to mind right now. One last question, __________. Do you know of anyone who might be interested in buying or selling in the near future? [PAUSE]
If you think of anybody, feel free to give them my contact information. Thanks so much for your time, __________. Have a fantastic [day/afternoon/evening].
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How to Effectively Use Cold Calling Scripts for Real Estate Agents
Now that you’ve created a real estate cold calling script for every type of potential call, it’s time to get on the horn. The following tips will help you maximize your phone time and cold calling success:
- Set a daily target: Cold calling can be exhausting and doing it all day, every day will lead to burnout. Set a realistic number of calls you’ll make each day and stick to it. If you’re having an off-day, this lets you know when you can stop and move on to something more rewarding. Conversely, if you’re having a great day, you can either quit while you’re ahead or ride the momentum and keep the cold calls coming.
- Rehearse, rehearse, rehearse: You never want your cold calling script to sound scripted. Instead, you want to come off confident and comfortable. A great way to do this is to rehearse what you plan to say. Practice in the location and posture you’ll use on actual calls, likely sitting at your desk. Consider role-playing the call with a colleague or friend. Stay positive, smile during your call and have confidence in your abilities. Having the right attitude will make your targets more receptive to your message — and more likely to choose you as their real estate agent.
- Call at the right time: Make cold calling the first and last thing you do every day. The best times to make a cold call are first thing in the morning — from 8 to 9 a.m. — and at the end of the workday — from 4 to 5 p.m. The worst time to cold call? Right after lunch, from 1 to 2 p.m.
- Do your research: Can you find your prospect on social media? Check out their Facebook or Instagram and see if you can find photos of their home. This will give you ideas of what to talk about during the call.
- Ask open-ended questions: Asking questions serves two purposes. First, it allows you to keep your prospect on the phone longer. Second, it makes them feel like you’re having a real conversation. Make the prospect feel heard, and have a genuine connection with them. This also allows you to better understand their position and adjust your pitch to meet their needs.
- Prepare for every objection: You’ll get a lot of “nos” in the world of cold calling, but that doesn’t mean you should give up right away. Be prepared with responses for the most common rejections you receive. Make a list of the most popular excuses you hear, and write up a one-sentence response to each. If they say something you’re not prepared for, ask an open-ended question, such as, “So what could I have said that would have actually convinced you?” Sneakily turn that “no” into a “yes!”
- Leave voicemails: You need to know how to leave a professional voicemail message. If no one answers the phone, and that will happen, you'll need to leave a voicemail message. Write up a second script specifically for if you end up leaving a message. That way, you’re prepared and can provide all the necessary information without forgetting anything important under pressure — like the location of your showing or your phone number.
- Always follow up: If the prospect is willing to schedule an appointment, you know to call ahead and confirm. If they’re not so hot to trot, try again in a few weeks or ask them if you can send them an email. You will experience cold call objections, but just remember, sometimes it takes multiple contact points and conversations to convince them you’re the right real estate agent for the job.
- Track your conversions: You can’t know for sure if your cold calling methods are working unless you have the numbers to back it up. Keep track of which leads come around and what methods you used to convert them.
Once you’ve nailed your cold calling script and tactics, you’ll be well on your way to landing new customers — even during slow seasons.
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