Telephone Scripts for Prospecting
A big part of a realtor’s business is done on the
telephone. If you are not used to making phone calls,
some scripts could be useful, but practice them with
a colleague or someone else so that they will sound
natural.
One thing about using scripts is that you can never be quite sure what the other person is going to say, so you can’t go by a script completely. Cold calling is not easy and it does help if you have some idea of what you are going to say before you start. Always start by introducing yourself and the business you work for, first off.
• Keep it informal. A bright, casual approach is best. Speak as if you are talking to an acquaintance. Use their name if you know it.
• Be courteous. There is never any excuse for rudeness - not even if they are. Some people may be rude if you catch them at a bad time. Forgive them mentally and move on.
• Never ask how they are; this gives them a chance to say they are too busy to talk.
• Get to the point quickly. No one wants to chat about the weather with a perfect stranger.
• Sound positive and optimistic; it’s catching.
• Never sound apologetic. It has a negative connotation.
• Use a touch of humor where possible. People like to laugh and it disarms them.
• Be professional and never say anything that could be construed as sexual harassment.
• Make sure their number is not in the DO Not Phone list, or you could be in for a hefty fine.
Scripts are available for purchase online, or you can make your own up, depending on what you want to happen. For instance, if you want to find out who is likely to be selling their house in the neighborhood you could say something like: -
“Hi, I’m Jack Sprat with Lean’s Real Estate. Who do you know that is thinking of selling at this time?”
If they don’t answer for a moment, they may be thinking, so don’t interrupt with more chat. Wait until they answer.
If you ask, “Do you know of anyone who wants to sell their house?” that makes it too easy for the person to simply say, No, and hang up. By saying “Who do you know…?” you are actually prompting their thought processes to think who they might know rather than give a yes/no answer.
If you are simply trying to get your name out there, you could ask: - “Who handles your real estate needs?” As against, “Do you have any real estate needs.” - again, this type of question makes it too easy to answer No, and hang up.
From there it is a simple thing to ask if you could put their name on your company’s mailing list. You do have a monthly newsletter going out, don’t you?
One thing about using scripts is that you can never be quite sure what the other person is going to say, so you can’t go by a script completely. Cold calling is not easy and it does help if you have some idea of what you are going to say before you start. Always start by introducing yourself and the business you work for, first off.
• Keep it informal. A bright, casual approach is best. Speak as if you are talking to an acquaintance. Use their name if you know it.
• Be courteous. There is never any excuse for rudeness - not even if they are. Some people may be rude if you catch them at a bad time. Forgive them mentally and move on.
• Never ask how they are; this gives them a chance to say they are too busy to talk.
• Get to the point quickly. No one wants to chat about the weather with a perfect stranger.
• Sound positive and optimistic; it’s catching.
• Never sound apologetic. It has a negative connotation.
• Use a touch of humor where possible. People like to laugh and it disarms them.
• Be professional and never say anything that could be construed as sexual harassment.
• Make sure their number is not in the DO Not Phone list, or you could be in for a hefty fine.
Scripts are available for purchase online, or you can make your own up, depending on what you want to happen. For instance, if you want to find out who is likely to be selling their house in the neighborhood you could say something like: -
“Hi, I’m Jack Sprat with Lean’s Real Estate. Who do you know that is thinking of selling at this time?”
If they don’t answer for a moment, they may be thinking, so don’t interrupt with more chat. Wait until they answer.
If you ask, “Do you know of anyone who wants to sell their house?” that makes it too easy for the person to simply say, No, and hang up. By saying “Who do you know…?” you are actually prompting their thought processes to think who they might know rather than give a yes/no answer.
If you are simply trying to get your name out there, you could ask: - “Who handles your real estate needs?” As against, “Do you have any real estate needs.” - again, this type of question makes it too easy to answer No, and hang up.
From there it is a simple thing to ask if you could put their name on your company’s mailing list. You do have a monthly newsletter going out, don’t you?