Your Perfect 30-Second Call
This Example is for Real Estate Agents Reaching Out to Prospects (Change as Necessary for your Product or Service)
Pattern Interrupt: "Hello, I'll cut to the chase. I'm one of those dreaded, untrustworthy (sales professionals) 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: (name 3 pain points that they see on a daily basis you can fix)
- 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, say "that would really annoy me, but I suppose you're okay with it" - exposing the emotion.
By focusing on these elements, you can create a compelling and effective 30-second call that resonates with potential sellers addressing their specific needs.
If they say they are happy with their current agent/suppliers ask, is it or are they perfect? When they say, "well nothings perfect" drill down - Ask them - What would they change? What annoys them the most about it?
Book a meeting...
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.