Your Perfect 30-Second Call for Real Estate Agents Reaching Out to Prospects
Pattern Interrupt: "Hello, I'll cut to the chase. I'm one of those dreaded, untrustworthy estate agents everyone loves to loathe. Do you want to hang up, or let me have 30 seconds and then decide? Sound fair?"
Get Permission: Once you have their permission, proceed with the following:
The Perfect 30-Second Call: "We often work with homeowners who, if completely honest with themselves, may be struggling with one of the following problems:"
- Problem A: Difficulty attracting potential buyers, which impacts your ability to sell quickly.
- Problem B: Receiving low offers, which impacts your financial return on the property.
- Problem C: Dealing with a property that has been on the market for too long, which impacts its perceived value and your stress levels.
Highlight the Impacts: The biggest impacts are time, money, and risk:
- Time: You’re spending too much time waiting for the right buyer and dealing with showings.
- Money: You’re losing potential profit due to low offers and extended listing times.
- Risk: What is the risk if your property remains unsold, such as decreasing market value and increasing carrying costs?
Identify Pain Points: Think about the pain points you solve. What are your prospects banging their heads against the wall about? Get your prospect to pick one problem that affects them the most and drill down on it, exposing the emotion.
For Property Owners Looking to Rent: These challenges also apply to property owners looking to rent out their properties:
- Problem A: Difficulty attracting potential tenants, which impacts your ability to rent quickly.
- Problem B: Receiving low rental offers, which impacts your rental income.
- Problem C: Dealing with a property that remains vacant for too long, which impacts its perceived value and your stress levels.
Highlight the Impacts for Renters: The biggest impacts for renting are also time, money, and risk:
- Time: You’re spending too much time waiting for the right tenant and dealing with viewings.
- Money: You’re losing potential rental income due to low offers and extended vacancy periods.
- Risk: What is the risk if your property remains unrented, such as increasing maintenance costs and loss of income?
By focusing on these elements, you can create a compelling and effective 30-second call that resonates with potential sellers and landlords, addressing their specific needs.
Finish with…
One last question: Are you going to get off the phone and think, "Oh my god, what have I just done? I booked a meeting with an estate agent, are you?"
They’ll probably say no. You say, "Why not?" They probably say, "I’m looking forward to it."
This eliminates dropouts.
Remember: As we go through the course, use a voice recorder to practice and play back to see how you sound. Also, play out situations with friends or family. You need to cut your teeth by actually cold calling and using these methods.
Voicemail
If you get through to voicemail
Hello, this is "your name", you can reach me at 000. I was recently in touch with a colleague who suggested we have a chat. Could you...[end call]