I don’t like scripts and dialogues, but in today’s Coaching Tip I’m going to tell you how and why you should be using them. The bad thing about reading from a scripted dialogue in your prospecting calls is that you will sound like you’re reading from a script. However, if you use these tools properly your calls will be bright, informative and winning.
The first thing I want you to do is forget about following scripts and dialogues by rote, because at their best they define a logical system. Having a script to structure your dialogue with each client will keep your calls brief, effective and productive.
A good script is a series of questions that logically lead to a result. Having a script for each type of prospecting call will keep you on track, and you will know from the start exactly what you need to communicate and what kind of information you need to gather. It will also keep you from falling into sales mode during the call.
Basically you don’t want your calls to last more than 2 or 3 minutes. Beyond that, any further discussion you have needs to be face-to-face with the customer. Rather than telling the customer why they should sell or buy with you, ask them about what you need to know to progress them. Keep your dialogue down to 3 to 5 targeted questions, and allow just 15 seconds for each. Then, book an appointment.
Once you become proficient with your prospecting calls you will feel less hesitant and more confident about making those vital calls every day. You will also sound real in your delivery, as your dialogue will be yours and not some static text you’re reading from. You will also make fewer calls with greater results – more bookings, more listings and more sales.
Your clients will pay for your services only when they are ready and willing to do business with you. The point of your phone work is to progress them, not harass them. Build your confidence through following a scripted system of logical, natural dialogue and your clients will gain confidence in you.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.
Hi Josh, Thanks for the great coaching tip about past appraisals. Have you one for private sales? I may have missed this.
If you could spare some time, I would love you to access my website for improvement. http://www.warwickhobbs.co.nz. Please email me, text me to call you back or phone me.
H: +64 3477-2296 +64 27 226-6122
Cheers
Warwick Hobbs
RE/MAX Quality Dunedin
Thanks Warwick – I have sent you a direct email reply re website improvements
Hi Josh!
Ive just started in real estate and i was wondering whether you had any general tips for me? Thank you!
Hi Bianca,
Here’s a few things to do to get you started:
1. Build your database. In your office hunt down any old OFI, old enquiry, or past market appraisals / past clients of other agents who have retired / moved on etc. Build a list of every person you know, add them to the database, then map all of your contacts. The sooner you map them the easier it is to call them around just listed and sold properties.
2. Start calling everyday, work in clear 45 minute sessions to keep you focused. Aim to book 3 appointments per day.
3. Do whatever it takes to get to 5 open homes on a Saturday – that one goal will really kick your business along.
Also if you head over to the Free Training page on the website, you can use the search option to look for past Coaching Tip videos to help you out. I have done a search for you – click here to check them out.
Hi Josh
I’ve just started in Real Estate and I’ve left a really well paid sales job to peruse my dream career in Real Estate. I was at Arec this year and I loved how easy and simple your process, and it’s all about building value to get closer to a listing rather than pestering the vendors for market appraisals from the very first time you meet them. I’ve been getting your daily tips, and it’s been really helpful. I’ve finally secured a job and I believe that I’m ready to take the next step and get personal coaching. Would it be possible to get personal coaching from you and what steps do I need to take and what’s the cost approximately. Thank you and I look forward to hearing from you soon.
Zac
Thanks Zac, congrats on the job and taking the next step in your career. I will have someone from my team contact you directly to discuss coaching info.