Ice Cold Phone Calls and How they Apply to Real Estate Marketing


This has been a wild week for me ... lots of activity going on with the surge in real estate sales.

I've noticed in the last few days, I've gotten a lot of "those" phone calls ... the ones that are out looking for business, I think.

The reason I say "I think" is because sometimes it is REALLY hard to tell what these folks want. Maybe you know the call:

"Hi, I'm Blah with Blah Blah and we do Blah Blah Blah for lots of companies like yours. I'm not calling for an order right now, but I'd like to be able to call you in the future if that's OK?"

Say what?!

After answering the phone for the 5th or 6th time that day, I asked one nice gal, "Well, what do you want?"

She told me that she was hired to "just find companies that were willing to talk to their sales people," so I asked her what she thought she was.

She wasn't sure, but she knew she was temporary. I think she was right! 

I sure don’t want to be temporary! BEFORE I pick up the phone to have a conversation with anyone, I'm going to be sure that I KNOW why I'm calling and what I want the outcome of the conversation to be.

Here are three things every REALTOR® should know before picking up the phone.

1) The purpose of the call – When calling anyone, especially a prospective client, it’s important to be brief and to the point. Not everyone wants to just chit-chat. Make sure you state the purpose of the call early. Once you get to know your client, then these calls can become more personal when it’s appropriate.

2) Your professional greeting  “Hey, it’s me,” is a terrible way to start a phone call. While many phones do have caller ID, it’s not a good idea to rely on it. People sound different over the phone and your recipient will need time to mentally establish who they are talking with. So, make sure you always state your full name and company at the beginning of your relationship.

3) Next steps – These are similar to the purpose of the call, but not exactly the same. It’s important to know what the follow-up to the phone call will be. A meeting? An inspection? Do they need to fax you something? Make sure you communicate these next steps clearly by the end of the call and your client understands them. It also helps to set deadlines for when these next steps should take place. 

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