New agent needs help with cold calls.
Broker / Investor · Tewksbury, MA · Member since 2008 · 1k+ posts · 351 votes
Does anyone have any good scripts I can use for cold calls? Or some books that have good scripts and responses to the most difficult customers.
Thanks.
Hello,
There is a couple of tricks to Cold Calling.
1. Establish what your goal is. ( To get the appt)
2. Are you cold calling Single Family homes or land?
3. Decide an area that you want to become an expert in. Ie example, land, SFR, waterfront, developments, cookie cutter houses.
4. Pick an area or a couple of areas that you will call consistently.
5. Do not use a script it sounds fake.
6. Use an Outline of main points that u want to say.
7. Be prepared to get lots of rejections.
8. Be confident, If you are not it will come across that way.
9. Don't be surprised if you make 100 calls and don't get an appointment.
10. Be positive, If you make your goals not outrageous you will get really comfortable doing this and it will become challenging instead of being a pain.
11. The more nos you get the closer you are to a yes.
12. Don't get frustrated.
13. If you have never done this before start slow, maybe each day adding 2 more calls. IE. Monday make 5 calls, Tuesday 7, Wednesday 9, Thursday 11, Friday 13.
14. Each day increasing by two calls it will make you more confident.
15. Keep a checklist. On it it will have a number of columns.
16. Do your check list with a tally so you can keep track of exactly what your are doing.
17. Columns.
Wrong #
Disconnected
Answering machine/Voicemail
Spoke to the kid parents weren't home
Spoke to owner
Spoke to renter - sometimes they will tell u all about the owner
18. Don't stop until you have spoke to whatever number is your goal for the day. Example just because you made 50 calls you might have only spoke to six owners.
19. Try to make goal for the day speaking to a set number of owners before you start and don't stop until you have spoke to that many owners.
20. If you can't think of what to say or how to open the conversation say this. Do your research first though.
21. Hi my name is _____________ . I am just calling to let you know that the_____________ just listed or sold their house down the street from you. I was just calling everybody in the area to let them know that it was listed for this or it sold for that.
22. I would use sold because some people will be surprised by how much that house sold for and start telling how much better there house is than that one.
23. At this point say hey great "Is there anyway I can stop over at 1 or 4 tomorrow." If they say why, you say " well it sounds like your house has a lot to offer and I think you should know how much your house is worth? Fair enough?
24. So I will tell you what would 1 or 4 be better?
25. Book appt.
26. Do prelimenary cma first before you even get there.
27. Bring listing paperwork just in case. Leave it in the car.
28. If they want to list excuse yourself for a second walk outside and act like you just recieved an important call.
29. Apologize when you come back slide your listing folder in your briefcase. In case you need it.
30. Thank them for their time.
31. The rest is up to you.
32. Have fun be yourself let them do almost all the talking.
33. take notes while walking around it will impress them.
34. Good Luck
Hopefully this helps.I have done this and cold calling got me alot of listings that lead to other awesome opportuniites. If after a couple weeks look at it this way, its only a little bit of time to get closer to your goals and the time is going to go by anyway, right?
Happy Cold Calling. :wink:
When I was an agent, I used scripts from Mike Ferry. I think you can find a ton of free ones there.
thank you i will check it out.
Hi:
You can preview 10 properties per week, or when ever and call to let them know about the properties.
Also, if you are working with investors, you can preview properties within a certain price range or meeting a certain criteria and call with that info.
With the distressed property market - You could make calls to family, friends, and associates saying " As a community service, I wanted to let you know that I am here to assits. I would not want you or someone that I know to be in that situation and not know that I was available... something like that.
you can also see your communication in terms of "conversations" vs. "calls" so you could shoot for a goal of 25 new conversations per week, give your card to everyone, have your elevator speech, and when you approach someone to give them a card, say like in the grocery store or something, you could say "Excuse me would you be affended if I gave you my business card", ... that is going to allow them to let down their defenses, and more than likely open up communication.
Ariane your post was good advice. Thank you!!!
I'm a people person, so what I did when I first got licensed in 1993 and worked for a big Century 21 office with the top dogs that were vicious was I went door to door in a neighborhood that I had an interest in and lived in. I was my sweet little self, LOL. I just would knock on the door and truly enjoying people made it easy to talk with them like a friend or relative. I asked them how they liked the neighborhood, what were the pros and cons, etc., most folks love to talk and share, esp if they sense that you are sincere! Guess what, I beat out some of those old experienced, cut throat agents, they had years of experience, but they were also cut throats and you'd be surprised what the public knows about the supposed top dogs! You have a great chance on taking the lead, just be yourself and put helping others ahead of the money. Good Luck! -- Dawn
I never liked scripts, too phony for me.
From my experiences when using a script the listener will automatically give no attention to your call. I think the biggest hurdle to overcome is to get over that fear of sounding silly or getting tons of no's, Ive sure had my share! The best thing I can say is be prepared before each call with what you want to say but keep the call personal, let the caller know you are listening to them more than they are to you.
Hello,
There is a couple of tricks to Cold Calling.
1. Establish what your goal is. ( To get the appt)
2. Are you cold calling Single Family homes or land?
3. Decide an area that you want to become an expert in. Ie example, land, SFR, waterfront, developments, cookie cutter houses.
4. Pick an area or a couple of areas that you will call consistently.
5. Do not use a script it sounds fake.
6. Use an Outline of main points that u want to say.
7. Be prepared to get lots of rejections.
8. Be confident, If you are not it will come across that way.
9. Don't be surprised if you make 100 calls and don't get an appointment.
10. Be positive, If you make your goals not outrageous you will get really comfortable doing this and it will become challenging instead of being a pain.
11. The more nos you get the closer you are to a yes.
12. Don't get frustrated.
13. If you have never done this before start slow, maybe each day adding 2 more calls. IE. Monday make 5 calls, Tuesday 7, Wednesday 9, Thursday 11, Friday 13.
14. Each day increasing by two calls it will make you more confident.
15. Keep a checklist. On it it will have a number of columns.
16. Do your check list with a tally so you can keep track of exactly what your are doing.
17. Columns.
Wrong #
Disconnected
Answering machine/Voicemail
Spoke to the kid parents weren't home
Spoke to owner
Spoke to renter - sometimes they will tell u all about the owner
18. Don't stop until you have spoke to whatever number is your goal for the day. Example just because you made 50 calls you might have only spoke to six owners.
19. Try to make goal for the day speaking to a set number of owners before you start and don't stop until you have spoke to that many owners.
20. If you can't think of what to say or how to open the conversation say this. Do your research first though.
21. Hi my name is _____________ . I am just calling to let you know that the_____________ just listed or sold their house down the street from you. I was just calling everybody in the area to let them know that it was listed for this or it sold for that.
22. I would use sold because some people will be surprised by how much that house sold for and start telling how much better there house is than that one.
23. At this point say hey great "Is there anyway I can stop over at 1 or 4 tomorrow." If they say why, you say " well it sounds like your house has a lot to offer and I think you should know how much your house is worth? Fair enough?
24. So I will tell you what would 1 or 4 be better?
25. Book appt.
26. Do prelimenary cma first before you even get there.
27. Bring listing paperwork just in case. Leave it in the car.
28. If they want to list excuse yourself for a second walk outside and act like you just recieved an important call.
29. Apologize when you come back slide your listing folder in your briefcase. In case you need it.
30. Thank them for their time.
31. The rest is up to you.
32. Have fun be yourself let them do almost all the talking.
33. take notes while walking around it will impress them.
34. Good Luck
Hopefully this helps.I have done this and cold calling got me alot of listings that lead to other awesome opportuniites. If after a couple weeks look at it this way, its only a little bit of time to get closer to your goals and the time is going to go by anyway, right?
Happy Cold Calling. :wink:
Does anyone have any good scripts I can use for cold calls? Or some books that have good scripts and responses to the most difficult customers.
Thanks.
I recognize an old question, but yes! Specifically for wholesalers, by wholesalers, and complete with the Top 10 Real Estate Objections Handled. You can find it on the Marketplace here
I have some short scripts from a class I'm taking. I'd be happy to share them with you if you want to message me with your direct email address...it's probably somewhere easily accessible on bp but I just signed up and am still exploring it. Whatever scripts you plan to use though I highly suggest tweaking them to reflect your personal style. I use them for a base for writing my own.