Use these scripts to find buyers and book buyer consultation appointments that will lead to a signed contract and a new escrow. Cold calling for potential buyers is one of the easiest forms of prospecting that will lead to business quickly. Buyers can be first time buyers, home owners looking to buy a second home, or investors interested in buying rental property.
Prospecting is all about making contact and having conversations. It’s about developing personal connections that will lead to solid relationships you can build a business on. The objective when cold calling is to always book an appointment while on the phone call.
Inspire:
The secret is to gain their interest quickly, which we refer to as inspiring the client with a point of interest. This may include buying a foreclosure home, or buying a home with little to no money down.
Build Relationship:
The better relationship you develop with the contact, the higher the likelihood they will want to meet with you and show up for your appointment. Find similarities and get into a great relationship.
Close for Appointment:
Building relationships is what the real estate business is all about. However, we are not in the fame game, we are in the game of selling homes. Closing for the appointment means asking for business and should lead to a new booked appointment or a referral.
Confirm all decision makers will be present for the appointment.
If a husband shows up without a wife, or a wife without a husband you may end up wasting your time. A buyer consultation covers an enormous amount of information, it would be nearly impossible for whomever attended the appointment to relay all of the information properly to the other party, or present it at all.
Agent: Hi! My name is ______ with XYZ Real Estate. I was calling to see if you may have some interest in buying a home that is in foreclosure?
Client: Yes, or no…
Agent: We have several government insured programs available designed for first time buyers that may allow you to buy a home for as little as $1,000 down.
Agent: Let me ask you, if you were to buy a home, what area would you like to live in?
Client: _____(city)
Agent: Really? Well let me ask you, if I can get you into a home in _____(city) for about what you are paying in rent right now, wouldn’t that be something you would be interested in?
Client: Yes, or no…
Agent: Ok, you also may be interested in learning more about the price range that may be comfortable for you. The best thing for us to do is sit down to discuss your options, so at the very minimum you will know exactly where you stand, and what your next step is.
Agent: Now I can meet with you today at 4:00pm, or tomorrow at 6:30pm. What time would work better for you?
Client: No, thank you…
Agent: Ok. We can also give you a list of foreclosures that you can drive by on your spare time. Now what time did you say was best for you, 4:00pm, or 6:30pm?
You should always ask for the appointment a minimum of three times.
It is common for an agent to give up at the first no, however the majority of no’s are just objections, and not conditions. Objections can be overcome, conditions are items that cannot be overcome.
Another common concern is if you are too pushy you may scare the client and not get the business. The golden rule is if you do not get the appointment on the call, the likelihood of ever working with that client is slim to none so you are better off pushing harder, then not pushing at all.
Practice your scripts, and don’t be afraid to screw it up. The more you practice, the better you will be.
Happy Selling!
