10 Steps to Perfect Phone Prospecting
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Transcript of 10 Steps to Perfect Phone Prospecting
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10 Steps to Perfect Phone Prospecting for Real Estate AgentsSAGARIKA SAHANA
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Calls to prospects can often
convert to meetings and possible
sales. Some reliable strategies and
prospecting knowledge may
possibly give the perfect elevation
that you need to increase your
sales. The tips discussed here are
worth following for better phone
prospecting.
• It is important that you have
a good database. Calling on
random numbers will not
reap in great rewards and will
leave you frustrated. Make
cold calls to people who you
know have some interest.
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• Be careful of what you say. Pay
attention to details and hone
your phone dialogues. You need
to perk up your observation
skills and pay heed to the
prospect’s needs. Keeping a
record of your call will help you
to recognize mistakes and
improve your phone
prospecting skills. 4
• Don’t say everything on
phone. Some things are
better said and are more
convincing when said face
to face. Store the main
points for the actual
meeting. Don’t lay down
all your cards on phone.
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• Be discerning while fixing
meetings. Decide from the
talk you had who is worth
meeting and talking to and
who is not. Your time is
valuable; don’t let someone
with no interest spoil it by
attending a meeting that you
know will lead nowhere.
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• Build trust even on phone. You
can do this by the way you
speak and listen to your
prospective client’s needs. If the
person asks you to call back
after a certain period of time
then do that. All this goes a long
way in creating trust and even
without you leaving your seat.
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• Cater to two categories
deferentially. To buyers you
should come across as an
intelligent agent who knows
his job well and whom they
can trust. To sellers you need
to project your selling skills.
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• Do not start off with a
sales pitch. Simply talk and
respond as you would do in
a non-sales phone call. Treat
each call as a part of the
learning process and think
what you could have done
differently.
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• Know your customer’s
need. After the first few
minutes you need to gauge
whether the person you are
speaking to has any interest in
what you have to offer. Ask
direct questions instead of
beating around the bush. If
you cannot detect any interest
in real estate then be polite
and keep the phone. 10
• Make lists of people and the
possibility of arranging a meeting
with them. The categories can be-
• a. Meeting fixed
• b. Call again to fix meeting
• c. Call again to find out needs
d. Call again to give more
information
• e. Don’t call.
• When you make a second call to the
prospect know exactly what you
have to say. 11
• Make meetings happen. Ask
for meetings after creating an
interest. Go prepared and lay off
the typical aggressive sales
language. Prospects should see
you as a friend and not
somebody who is out to get their
money. Be courteous and polite
during meetings. Show them
financial logic and convince
them using logic and not force. 12
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Phone calls to prospective clients play a very
important role in real estate broking. With a little bit of
preparation and a few practised skills, you can turn a
call to a meeting and then a possible sale.
HAVE A HAPPY SALES YEAR AHEAD!