In the real estate industry, cold calling is a marketing strategy to help identify prospective leads. Technically, agents will call a stranger and ask them if they’re interested in buying or selling a property. It may seem to be an easy task, but the process involves coming up with effective real estate cold-calling scripts that may generate sales.
As a real estate agent, no matter how much you’re prepared with product knowledge, if you don’t know how to deliver, it may affect your overall confidence. Some businesses even opt for real estate outsourcing services to ensure smooth communication with customers. The cold-calling scripts for real estate are usually done in a friendly and informative way. To help you close that deal and be the best salesperson, here are some of the cold call scripts real estate agents need to master.
Here are some real estate’s calling scripts that might are tried and tested and highly effective:
Before getting into the business, you must first introduce yourself. Your goal is to sound like you’re the expert in this field and that you’re the best person to help them. Bad intros may discredit your reputation and credibility. Your introduction is your elevator pitch, so make it appealing, interesting, persuasive, and at the same time, informative.
“Good wishes on your home search. When you find the perfect home, we’re ready to assist with a cost-efficient and hassle-free transaction. Our goal is to make your home-buying process smooth.
Feel free to reach us at [Phone Number]. Talk to you soon!”
In order to promote what you’re selling to the prospect; you must know even the slightest details about the property. Present to them and be transparent about the advantages and disadvantages of investing in it. You’re building a connection with them by showing both the positives and the negatives, making them feel that you’re not just after the commission.
The same is true if they are the ones selling, be truthful and realistic in guiding them on how much they can sell their property. Help your prospective client make a justified final decision.
“I’m tasked to help 20 people to find the perfect home for their family by the end of the year. I’d like you to be one of those who can find your dream home. Would you be open to discussing this with me at your most convenient time?”
When there’s an expired listing, most probably, there’s an issue along the sales process. Know what went wrong, but it’s no longer your task to find faults. Most probably, a lot of sales agents are already talking to them, so don’t go around the bush. Get more information by asking them relevant questions, so you would know if they have plans to sell their property again or if they have plans of acquiring one.
“I’m calling regarding [Property Address], which came up as an expired listing. I was wondering if you would still be interested in listing it again as I have an idea on how we can put it up again in the market for sale at a great price.”
The idea of circle prospecting is increasing your exposure to the neighborhood you had a sale in by reaching out to prospects within the area. Since you already have a successful sale, you now have location-specific information that you can use to attract buyers or encourage clients to sell their property. You first need to establish if they want to sell or buy.
“A couple of properties were listed and sold in your area with prices above the market rates in just two weeks. If you’re interested, I can show you around, and let’s come up with a reasonable price within your budget. Also, we still have buyers who are on the lookout for a new property within the area. Do you know someone who would be interested in selling?”
This script lets homeowners know there is a trend in real estate in their area. If you’ve made a recent sale, this is now the opportunity to reach the neighborhood and encourage them to sell. You may give them an idea about the up-to-date price range of how much their property would sell. If there’s a hint that they are considering selling their home, grab the chance to help them realize their home’s potential, increasing their possibility of selling.
“Did you know that I assisted your neighbor, two blocks from your house, sold their home for [price]? That is 30% more than the average of their property’s current market selling price. This area has a lot of interest because of the increasing property price. Do you have plans of moving out?”
Fear of missing out is an effective script that may drive a sense of urgency. It’s a mind-tricking marketing strategy that lets you instill in the client that they need to grab the opportunity now, so they don’t miss out on the good offer.
However, this script may lead to guilt manipulation, empty promises, and other sales malpractices if not executed well.
“Don’t miss the chance to avail of this property at a discounted price of [amount] until the end of the month. Out of 10 properties that have been up for listing, only four are left. Hurry now, as this may be the last deal that we will have for this year.”
If you’ve been a real estate agent in that area for a long time, you can take that as an advantage to position yourself as an expert to get the trust of the locals and convert it to sales. State the years you’ve been staying in that area and how many homeowners have availed of your services. In this cold-calling script, you’re letting homeowners know that you’re the right agent they can go to if they need real estate services because of your expertise.
“I’ve assisted some of your neighbors to sell their properties in just less than a month. A lot of prospective buyers wish to invest in your area because it’s a perfect place for both commercial and residential places. No wonder sellers can list their properties at above-market-rate prices. Are you looking to sell your place as well?”
If you have listings on the internet, you can use the Real Estate CRM Software to measure how long a customer spends time checking it to help you build your leads based on customer engagement. As soon as you converse with the client, it will now be easier to communicate with them as your questioning is now directed if they are considering buying your listing.
On the other hand, if you saw the homeowners listing, and your client is interested in getting it, it will now be easier to negotiate as you’re on the same page.
“I’ve noticed that you’re viewing the available listings on our website. If one of those interests, you. I’d be more than willing to share more details and discuss how we can get that for you at your desired price.”
Cold calling may be time-consuming as it consists of a lot of questioning while building rapport with the client. There are other ways by which you can let your prospect know about your intention—through email or Google form. In this real estate cold calling script, you’ll just have to state who you are, what agency you’re working for, the reason why you’re reaching out, and if they’re interested in your offer.
If Google Forms is used, they’ll only be given a yes, no, or not an interesting option. In this way, you can easily segregate leads; only those who answered yes will be contacted again, so as not to waste the time of those who are not interested.
“Our agency is on the lookout for properties within your area. Do you have plans of moving out soon and finding a new place to live in? Or do you know of someone selling a home now or shortly?”
This is one of the initial cold-calling scripts for real estate agents where you will only introduce yourself as a real estate agent and if it’s a good time to talk.
What’s good about this script is that even though it’s an out-of-the-blue call, the client will have an idea of who you are and what’s the reason for the call even without giving out additional details. If they aren’t interested, you can end the call immediately, but if they’re interested, they’ll be the ones to ask for more details or reschedule the call at their convenient time.
“Hi, this is [Name] from [Company]. The reason for this call is that we have had buyers interested in buying properties in your area. Three of your neighbors are already in the negotiation process. I just wonder if you also have plans of selling your home.”
Communicating with sellers who have not tried availing of real estate services is quite challenging for agents. Some sellers have a notion that availing their services is not worth it as they can offer their properties to prospective clients on their own. The seller may doubt your intention and abilities, so you may present your successful sale and how you can help. This type of script works best for clients with an unsuccessful listing.
Also, you may research the sale value of similar properties in their area. If their pricing is higher compared to other properties, you can present it as a possible reason why their property hasn’t been sold until now. In your cold calling script, acknowledge that you’ve seen their posting listed for how many weeks or months and the possible reason why it hasn’t been sold.
“I’ve noticed that it has been a month since you listed your property, and it still has the For Sale by Owner tag. Maybe it’s now time to take advantage of hiring an agent to help you reach out to prospective buyers. When is the convenient time I can take a look at your property before bringing in possible buyers?”
This script may generate leads when you have a prospective buyer, but no homeowners in the preferred area are willing to sell their property. In this script, you may present yourself to the property owner as the right agent that can assist them in selling their home. Make it enticing by letting them know your buyer is willing to pay a reasonable amount. You can also offer your service for them to find a new property as well.
“We have a buyer interested in buying property within your area. I’d like to gauge your interest if you have plans to sell your home soon. If you wonder why our buyers are willing to buy properties here at above-market rates, let’s schedule a call at your most convenient time.”
There’s a lot of preparation needed in hosting an open house. You need to advertise to reach out to possible buyers. However, getting a lead on the open house on the same day seems impossible as buyers also need time to decide. In order to convert leads from open houses, do a follow-up at least 2 days after the open house.
“Just wanted to drop by to say thank you for attending the open house. If I could take a few minutes of your time, I’d like your honest review of the property. Is this something you consider buying? Your feedback is highly appreciated.”
Agents who reached the voicemail when cold calling have the dilemma if it will be worth it to leave a voice message. In this modern age, people only leave voicemails if it’s important, so there’s a higher chance that your message will reach your prospect.
Treat your voice message as a teaser, so it must only include important and enticing details like your name, company, the reason for the call, and a specific call to action. Your call to action is essential as it serves as a reminder for your prospect to get back to you.
“Hi, this is [Name] from [Company]. You’ve listed your property on sale for [Price]. I have an idea of how we can close a deal at a higher rate. If you want to get more information on how we can get it done.
Call me back at [Phone Number]. I’ll be sending you an email a couple of days after to check in as well.”
A realistic way to promote a product or a service is through referrals from previous clients. When a client is satisfied with the transaction, they’re happy to share their experience with others and would likely refer you to people who also want to buy or sell their houses through your help as a real estate agent. Communicate with your previous clients and request feedback about their experience when you’ve handled their listing.
“We value our previous clients and believe they are our greatest ambassadors. For us to further expand to reach out to more households, would you be willing to write an honest review for us to spread our business clientele?”
Knowing your prospective buyer or seller personally may be your edge over other agents. However, even though they already know you, it doesn’t mean that they’ll be open to availing your services as a real estate agent. Since you’ve already met, your conversation may already be more relaxed rather than transactional. You may not necessarily tell them that you’re an agent, but you need to be honest about your intention for getting in touch.
“We met at the [Party]. I can’t remember if I’ve told you that I’m reaching out to some of my family and friends if they wish to sell and upgrade or downsize their current properties. If this isn’t an option for you right now, do you know of someone who might be interested in some real estate services?”
In doing a follow-up, make sure that your client will distinguish that this is already a follow-up and that you already had a previous conversation. If you got a few information about the client, you may include them in your initial email, for them to have an idea that they don’t have to repeat their selves again.
“It was great chatting with you last [Date] about your property [Address]. You’ve mentioned that you’re willing to sell it at [Price]. I was wondering if you’ve decided to move forward with selling your property. Please let me know as your property has a good market value now.”
This is one of the cold calling scripts for real estate applicable to leads with houses they inherited. There’s a notion that houses from inheritance are for keeps since it holds sentimental value. However, not all people keep them, especially if it’s old, so they resort to selling them. As an agent present yourself as someone who can sell it no matter what its face value.
“I found out that you inherited this house from your parents. I wanted to know if you’re thinking of selling it and finding a new property because I have a buyer interested in properties like yours and I also know of properties that will match your preference and within your budget.”
If you have a list of prospective clients, you may not distinguish which one is the buyer or the seller unless you interact with them. Asking them directly if they would like to sell or buy a property may be awkward, especially since you’re not yet sure if they’re into real estate. In your script, instead of directly asking them if they’re the seller or the buyer, present them with what you can do. Here’s one sample of Real Estate Cold Calling Scripts you can use.
“I assisted one of your neighbors to sell their property a few months ago at above the market price. Just recently, they purchased the property that I’ve listed on behalf of my seller. Would you consider buying or selling your property in the future? I can assist you with both.”
Gatekeepers are a representative of your prospective lead. Usually, they are secretaries, executive assistants, receptionists, or office managers. Even though they represent your lead, they are not the decision-makers, and they don’t have the buying powers. You need to give the impression that your call is important as gatekeepers tend to filter calls and will only entertain calls that may add value to their company.
“I was hoping to speak with [Prospective Lead] regarding the recent sale we had for this property in [Adresss] that she’s eyeing. Is it the right time to be connected to her?”
Are you in the real estate industry, but are having a hard time reaching out to prospective leads for fear of rejection?
Magellan Solutions can handle it for you! We specialize in assisting real estate SMEs in achieving their sales quota with effective Real Estate Cold Calling Scripts. We utilize cloud-based computer software to generate positive results. Call us today and let’s talk about how we can help.
Contact us today for more information.
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