There aren't many people out there who enjoy making cold calls. But, especially when starting out, they seem to be necessary when it comes to lead generation in real estate. So, how can they be more effective and more painless? Read on for the 411 on cold calls.
Pick Up the Phone - Regularly
For starters, agents need to just start. And they need to start with a routine. What does this mean? Cold calls are most effective when done regularly and with a script. So, agents need to dedicate a certain time of the week (time-blocking!) to cold calls. Maybe it's Tuesdays from 1-3pm. Whatever it is, make sure it happens.
What To Say in Cold Calls
A cold call script will help agents be as effective and as comfortable as possible. The script should be unique to the agent but should include the bare minimum of:
- Agent Name and Real Estate
- Why Agent is Calling
- What Agent Can Offer
- Agent's Contact Information
Great prospects for cold calling are expired listings, first time buyers, and other niche areas of real estate. These clients are typically looking for someone to help them, and fast. Offer your expertise and watch leads come your way.
While some frown upon cold calling for lead generation - if you aren't getting many leads to begin with, what can it hurt?
Just Do It
Starting to dial is sometimes the hardest part, but just get started and keep calling. The point of cold calls is that the people on the other line don't know you at all. That can be daunting. But, the good news is that the worst that happens is they hang up. Is that really so bad?
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