Cold calling is never fun. Chances are, you’re getting sent to a voicemail most of the time and, if you’re really unlucky, you’ll be met with an irate prospect. However, cold calling is a necessary part of finding leads as a real estate agent.
In general, it’s important to remember that prospects want to hear from an agent who is engaged and willing to help however they can. People are more willing to work with someone who is personable and approachable, especially over the phone.
Here are 4 tips to implement in your cold calling efforts to increase your pickup rate:
Choose your calling time wisely. An ill-timed call could lead to a unnecessarily irate prospect. Think about the time of day when you would be open to a call from a business. Probably not during the work day or late at night, right? Consider the average work day and target your outreach calls around that time frame. You’ll get the most responses around 5PM as that is when people are usually wrapping up their workday and will be responsive to a phone call. Be sure to be considerate and never reach out before 8AM and after 8PM.
Curiosity killed the cat. Play on the natural curiosity that we all have. If someone were to call you twice in a row, wouldn’t you want to know who is trying to reach you? If a prospect doesn’t pick up, call them back immediately. Not only will you pique their interest, you’ll be eliminating the chances of having them flag your number as a scam call. In most cases, you could also follow up a missed call with a simple text message. It doesn’t necessarily have to be an elevator pitch, but a short message addressing the prospect by name will go a long way in assuaging the prospect’s skepticism.
If you choose to leave a voicemail, leave a good one.Some real estate agents prefer not to leave a voicemail, but a compelling message could make all the difference in whether or not a prospect will call you back. When you leave a voicemail, be sure to be concise and refrain from giving a sales pitch. In general, it would be best to leave your name, number, and a quick message about what value you could provide for the prospect. The goal is to have the prospect return your call for more information -- keep it short and sweet and leave them wanting more.
Utilize a multi-channel approach. With the influx of spam calls lately, it’s easy for you to get lost in the noise. It may be helpful for you to supplement your calls and approach prospects through social media platforms, emails, or text messages. You’ll establish a sense of familiarity with your prospects and warm them up for a phone call. This may be especially helpful with younger prospects. Let’s face it, millennials don’t answer the phone unless they are expecting a call. Approaching these prospects on other platforms would be more beneficial than starting with a cold call.
Cold calling can be a tough task, but it’s an integral part of being a real estate agent. It’s incredibly challenging to convert prospects into leads, but it is possible with the right strategies and disposition. Try out these tips for more effective calls.