Have you have ever found yourself sitting in front of the phone and dreading to pick it up and make a phone call? A cold call is perhaps one of the most intimidating tasks of the average realtor. Thankfully, however, when using the internet to generate real estate leads, the first phone call to an internet lead is not a cold call, simply because the person not only took the time to register on your website, but also provided you with information as well as permission to give them a call.
Though these potential clients may not be ready to buy a house, they were motivated enough to put out feelers. Therefore get over the initial reluctance to pick up the phone and start calling the people who have already showed interest in your real estate services. In order to make sure that you take the right precautions when picking up the phone and calling your leads, be sure to follow the advice provided to ensure that your cold calls are successful.
Timing the First Call
How often do you tell a client that “time is of the essence” during a bidding war or part of a transaction? The words even typically appear in most real estate contracts. Agents need to make sure to follow their own advice and use time to their advantage. As a real estate agent you must call prospective clients back within minutes of receiving the lead or another agent will make the phone call and take away your opportunity of acquiring a lead.
According to a recent study published at Forbes, the odds of actually reaching prospective buyers are the highest if you call back within five minutes of their submission of the registration form. The longer you wait to call, the less likely you will be able to reach the lead. If you wait over five hours, the chances of making contract with the person are 3,000 times worse, thus it is worth it to call the potential buyers just minutes after their submission.
Not only does calling a lead within five minutes of the lead submission increases the chance of not only getting in contact with the lead, but it also shows the prospective client that you are responsive to their needs.
What to Say
It is important that unless specifically asked, you avoid talking about yourself at all costs. Don’t tell the prospective client about your sales volume, your designations and specialties, your honesty and integrity, or any other things that real estate agents talk about when trying to sell themselves. The potential client does not really care about you and how you do business at this point, simply because he/she really only wants to know about the properties available.
In order to find success among potential clients, be sure to follow the outlined advice. As you work the real estate market make sure to not hesitate when it comes time to pick up the phone!