1

10 Steps to Perfect Phone Prospecting for Real Estate AgentsSAGARIKA SAHANA

2

Calls to prospects can often

convert to meetings and possible

sales. Some reliable strategies and

prospecting knowledge may

possibly give the perfect elevation

that you need to increase your

sales. The tips discussed here are

worth following for better phone

prospecting.

• It is important that you have

a good database. Calling on

random numbers will not

reap in great rewards and will

leave you frustrated. Make

cold calls to people who you

know have some interest.

3

• Be careful of what you say. Pay

attention to details and hone

your phone dialogues. You need

to perk up your observation

skills and pay heed to the

prospect’s needs. Keeping a

record of your call will help you

to recognize mistakes and

improve your phone

prospecting skills. 4

• Don’t say everything on

phone. Some things are

better said and are more

convincing when said face

to face. Store the main

points for the actual

meeting. Don’t lay down

all your cards on phone.

5

• Be discerning while fixing

meetings. Decide from the

talk you had who is worth

meeting and talking to and

who is not. Your time is

valuable; don’t let someone

with no interest spoil it by

attending a meeting that you

know will lead nowhere.

6

• Build trust even on phone. You

can do this by the way you

speak and listen to your

prospective client’s needs. If the

person asks you to call back

after a certain period of time

then do that. All this goes a long

way in creating trust and even

without you leaving your seat.

7

• Cater to two categories

deferentially. To buyers you

should come across as an

intelligent agent who knows

his job well and whom they

can trust. To sellers you need

to project your selling skills.

8

• Do not start off with a

sales pitch. Simply talk and

respond as you would do in

a non-sales phone call. Treat

each call as a part of the

learning process and think

what you could have done

differently.

9

• Know your customer’s

need. After the first few

minutes you need to gauge

whether the person you are

speaking to has any interest in

what you have to offer. Ask

direct questions instead of

beating around the bush. If

you cannot detect any interest

in real estate then be polite

and keep the phone. 10

• Make lists of people and the

possibility of arranging a meeting

with them. The categories can be-

• a. Meeting fixed

• b. Call again to fix meeting

• c. Call again to find out needs

d. Call again to give more

information

• e. Don’t call.

• When you make a second call to the

prospect know exactly what you

have to say. 11

• Make meetings happen. Ask

for meetings after creating an

interest. Go prepared and lay off

the typical aggressive sales

language. Prospects should see

you as a friend and not

somebody who is out to get their

money. Be courteous and polite

during meetings. Show them

financial logic and convince

them using logic and not force. 12

13

Phone calls to prospective clients play a very

important role in real estate broking. With a little bit of

preparation and a few practised skills, you can turn a

call to a meeting and then a possible sale.

HAVE A HAPPY SALES YEAR AHEAD!