Sales Scripts: Not Just for New Agents (and How to Land the Listing)

Throw away the idea that sales scripts are only for new agents. A great sales script can save even the most seasoned real estate agent time and help them land more listing appointments which lead to more sales. Let’s take a look at how to use sales scripts to win listing appointments and land new listings.

Dangle the Bait

Offer something enticing with an urgent opportunity.

Hi, My name is _________ and I work for ______________. Are you the homeowner of __________. We have buyers currently very interested in purchasing a home in your neighborhood. Would you consider selling your home if you had a few buyers lined up?

Leverage a Recent Sale

This can help homeowners recognize that if their neighbors sold their home for a certain amount, they can too. Sometimes people choose not to market their home because they fear it will sit on the market for too long or that they won’t receive the price they want.

“Hello, I recently sold a property in your neighborhood at ________________ and was wondering if you have thought about selling your home if you knew you could sell it at a substantial price?

Boast About How Hot the Neighborhood Is

A lot of time people do not know how much their home has appreciated in value. The goal of this script is to get them to consider the conditions of the current real estate market and what this can mean for the sale of their home.

“Hi, my name is _________ and I work with ____________. As you probably know, your neighborhood market is on fire. I was wondering if you had thought about listing your home now that the home values in your neighborhood are higher than they have ever been. There is a lot of demand for homes in your neighborhood and there are not many for sale right now, which could mean a big opportunity for you.”

Use a Referral Method

This type of script allows you to connect with someone based on common ground, whether you were referred by a friend, former client or you have children who may go to the same school. It has been proven that people are more likely to list their home with an agent they know have been referred to by friends or family.

“Hi, this is ____________. We know each other from (event, party, etc.). How have you been? I was calling because as you may know, I am a real estate agent and I am touching base with friends and family to see if they have thought about upgrading, downsizing or selling your home. Have you yourself considered it given the positive real estate market we are in right now? Buyers are very interested in your neighborhood and it could be a great chance for you to sell your home quickly for a maximum profit.”

Having a sales script is not for beginner real estate agents and can really help to drive the cold calling to a more successful and positive process.

4 Ways Agents Can Jazz Up Their Market Reports for More Engagement

When you send an email you want to ensure that you are getting the most exposure possible – especially when sending out market reports. Sometimes these market reports are not as visually-friendly, making them tough to gain traction, but there are ways you can jazz up these market reports for more engagement.

Spice Up the Subject Line

The market report can be the nicest and most educated and informative market report even written, but none of that matters if your email immediately gets deleted because the recipient is uninterested. The key way to ensure your email is opened is to keep the subject line as concise, direct and creative as possible. Perhaps pull out a stat: “Did you know the home prices in Seattle increase by 2% in the first quarter?” This will help grab the recipients’ attention and increase open rates. If possible, try to add in personalization to the subject line by adding in their first name.

Things to avoid in email subject lines include exclamation points and lengthy character counts. Exclamation points can sometimes filter your email into the spam folder and long subject lines will often deter recipients from opening it – especially if they are checking email from their phone. If a subject line looks long on your computer, imagine how overwhelming it will appear on a mobile phone.

Make the Report Shareable

Add share links to your market report so that recipients can easily share them on their social media profiles. They will appreciate having the option to share this key information with their followers or connections and your report will receive more engagement from those not on your email list. You will surprised who may see the report shared on social media and reach out to you for their real estate needs.

Get Creative

Make the market report as visual as possible without it being distracting. Add color to the graphs and charts, bold important stats and try to implement graphics to really illustrate what your report is showing. Help the data by adding color and visuals to draw attention to it. An email full of text will most likely not stand out and will be deleted. If there is a new trend emerging – try to find a photo or something to include to represent this trend in residential real estate.

Include Commentary

Market reports are traditionally data-driven, but if you have an expert, or you are the expert, who can attest to the numbers in the report, have them add commentary so that you can backup your facts with real-life experiences. Bold the quotes and make them stand out.

ProspectNow is the most effective prospecting system in real estate and can help you expand your brand online.  Claim a free trial today to see how our software can help you boost your sales.

5 Ways to Keep Mid-Funnel Leads Engaged

It’s pretty frustrating when a lead is just…stuck. They aren’t a new lead, but they also aren’t taking any action either. So, what can you do to keep the lead engaged? There are a few approaches you can take to get these leads moving and active again. Here are five ways to keep mid-funnel leads engaged.

Initiate Contact

Once you have identified which leads are “stuck” you need to reconnect. A great way to do this is to use a targeted email campaign which only involves creating a quick email in your CRM and then scheduling it out and letting your automation system take over. The email can be as simple or detailed as you’d like and it is an easy way to reconnect and resuscitate these stagnant leads.

Utilize Social Media

Social media sites like Twitter and LinkedIn can be an non-intrusive way to reconnect with leads. Send a quick link to an article you think they would appreciate to open up the line of communication again or even post to your account and stay active so that your posts are showing up in this prospect’s feed.

Don’t Spam

A successful rehabilitation of a mid-funnel lead does not include spamming them. Do not just send something irrelevant in order to get in front of them. Send this lead information you truly believe they will find useful and will appreciate. Spamming a lead is the quickest way to kill any chance of turning them into a client.

Determine What Leads are Worth Your Time

You won’t be able to revive all leads stuck in this mid-funnel. You need to decide which leads are truly dead and which ones are just in between. Be careful not to remove leads from your database that may come back in the future and eventually mean business, but also if you have not had a good line of communication thus far, it may be time to push these leads off your radar. Make sure to send quality leads regular updates and keep them in the loop on the market.

Be Yourself

Don’t be afraid to reach out to an important lead that may just not be responding to email campaigns. Sometimes all it takes is a phone call to get that lead active again. Write a personal and original message that is unique to a specific need they have and suggest ways you can help them accomplish this goal. You can also remind them of your experience and direct them to your website or blog. This will get their attention quickly and will make them feel like a true priority.

ProspectNow is the most effective prospecting system in real estate and can help you expand your brand online.  Claim a free trial today to see how our software can help you boost your sales.

 

4 Ways to Improve Your Cold Calling to Get Over Cold Feet

One of the hardest parts of any sales job is the dreaded task of cold calling. Picking up the phone and not knowing how the person on the other end of the phone is going to respond or react to your call can certainly make anyone have cold feed, but fear no more because there are ways to improve your cold calling to get over those cold feet.

Smile

This may sound silly, but you next time you dial a cold call, smile for at least twenty seconds. Research has shown that wearing a smile brings benefits that can help you get over your cold feet when it comes to cold calling. Smiling can reduce stress, lower your heart rate and can build rapport, as smiling changes the way you sound when you speak.

Be Prepared

ProspectNow can help you be more prepared for cold calls by providing you with background information on the lead. The more you know about who you are calling, the more you will have to speak about and the more the prospect will trust you and be willing to listen to you.

ProspectNow can help you navigate through a cold call by providing you with valuable information. Without the right information even a pro cold caller will fail. Take a minute to search the prospect on Google, look up their LinkedIn and utilize all of the tools ProspectNow offers to really get a feel for who the prospect is.

Release Negative Thoughts

One of the biggest obstacles to overcome for cold calling is going into the call automatically assuming the prospect will not be interested. You should go into every call prepared and organized, while also thinking positively that your call will accomplish your goal of setting up a meeting to discuss their real estate needs. Negative thoughts will cause you to lose before you ever even pick up the phone. You will have to face rejection no matter how great of a cold caller you are. Don’t let rejection define you, let it teach you to help you in future cold calls. Rejection can work to your advantage if you let it.

Have a Plan

A big mistake many cold callers make is having a script and only reading from the script. Reading off of a script is not personable and it does not give the impression that you are knowledgeable. Have a plan that allows you to move off topic and go with the flow of the conversation. What happens if the prospect asks a question that is not answered in your script? You will look unprepared and may come off as disorganized to the prospect. Create a framework for your call that calls out specific bullet points and common questions you may need to answer.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

3 Ways to Be Persistent Without Being Pushy

The word sales can often be synonymous with being “pushy,” but it doesn’t have to be that way. Let’s say you’ve communicated with a prospect a few times, but have yet to set an in-person appointment. The key is finding the right way to break through the black hole of email and voicemail and get through to the prospect to solidify that appointment, while also maintaining professionalism and not being pushy. Let’s take a look at 3 ways to be persistent without being pushy.

Develop a Communication Strategy

In what way do you think is the most comfortable for the prospect? Sending an email or picking up the phone and calling them? An email is more visual and gives the prospect time to think through what you are offering them and gives them the chance to respond on their own terms.

Although – think about how many emails you receive in a day – the key to communicating via email is to send a maximum of three emails and give the prospect at least a 48 hours in between to respond. A phone call can result an immediate answer, although if they do not answer, you will need to be prepared to leave a voicemail and should also follow the 48 hour rule before reaching out again.

The best solution to this is to use phone calls and emails to complement each other. A popular method is to follow a series of three voicemail/email touches, starting with an introduction, to a more persistent message and then if you have not received a response after the first three attempts, then break off communication to avoid being pushy.

Get the Prospect’s Attention By Being Concise

Whether you reach out via phone or email, your message should be concise and should grab their attention with a message that is tailored to their wants and needs.

  •      Tell them why you are contacting them, focusing on him or her and what they are looking for
  •      Explain why you are contacting them now
  •      Ask for something simple and easy to do, such as laying out a few times they would be available to speak over the phone or in person

In a few sentences, let the prospect now how you can help them accomplish their real estate goals and be personable. Don’t leave a sales pitch on their voicemail or in their inbox – this is about the prospect.

Know When to Back Off

One of the most important sales tactics, is to know when to cut the cord. Just because a prospect is not interested right now, does not mean in the future they won’t be. If you give a prospect the impression that you are pushy and only looking for a sale, chances are they won’t be calling you when they need an agent and they certainly won’t refer you to anyone. After three phone call/email attempts, cut the cord and move on to the next prospect.

4 CRE Technologies That Simplify the Sales Cycle

Commercial real estate technology is making the sales cycle simpler now more than ever before. Brokers and agents can now sell and list properties more efficiently because of these new and innovative technologies in the commercial real estate industry. Whether you’re looking to simplify the time it takes to qualify a prospect or want to improve your organization, follow-up and closing ratio, check out these four technologies that are simplifying the sales cycles for brokers and agents.

ProspectNow

ProspectNow is an online commercial real estate marketing platform utilizing predictive analytics to identify likely sellers, resulting in more listings, buyers and borrowers.  The platform database consists of over 120 million property owners and decision makers,  as well as their contact information including mailing addresses and phone numbers. Leasing specialists have access over 30 million commercial businesses to search for potential tenants. Banks, insurance companies, investors, roofers, and solar companies can all benefit as well.

ProspectNow is a complete marketing platform, including click-to-call capabilities, mailing tools and a CRM.

3D Technology

The sales process has never been simpler with 3D technology. If you are working with foreign investors looking at multifamily properties, the sales process can jumpstart with 3D technology that allows them to tour the property before visiting the property. This saves both you and the investor time and money during the sales process.

Matterport 3D virtual tours, one of the leading players in 3D tech, produce high quality video fly through of your listing to enhance the viewing of the property with drones that capture the context of the listings’ area to show the world around your listed property.

The Cloud

Leveraging the cloud means leveraging efficiency for brokers. Information about the client, property and sale, along with comps, presentations and photographs, etc. can all be accessed with the click of a button on any mobile device. Brokers and agents are no longer restricted to their desks to work – they can be at home, on the go or travelling and still be able to access all of their information. The cloud has shaped commercial real estate because of its easy access and the efficiency it offers brokers who work in multiple areas.

Customer Relationship Management Systems

CRM platforms specifically designed for the real estate industry come fully loaded with core features to help your and your business become more successful. You’ll have features such as reporting, email marketing, commission tracking, action plans, transaction management, document and media storage and more.

CRMs offer pipeline management, deal tracking, tenant/landlord matching, comparable reporting and an investor database to make the sales process easier and more efficient for brokers and agents. Many CRMs can be accessed from anywhere, making the sales process easier and more efficient.

Get Going in the Right Direction

Technology has etched out the new landscape for commercial real estate and has changed the way brokers and agents work through the sales process for the better. Whether brokers are dealing with foreign investors, are constantly travelling or simply have too many clients to keep up with on their own, technology has made the sales process easier and more efficient.
With systems like these brokers can sell more properties, keep up with clients and become more efficient in order to grow their business and become even more successful in the commercial real estate industry.

Prospect Follow-Up is Not a Sprint – It’s a Marathon

Today’s commercial real estate landscape looks far different than it did a decade ago – even just a few years ago, in fact. While personal connections and relationship management are still solid and traditional ways of communicating with your prospects, the Internet has changed the way we do business.

We’re connected in ways that we never thought imaginable. As such, consumers have become accustomed to near instant responses, unparalleled information and transparency, and expect sales professionals to go above and beyond in all new ways. These aren’t options in today’s market; they’re requirements. If so, how do you stand out from the crowd?

It’s in the follow-up. In many industries, it’s estimated that it takes between 7 and 13 sales touches to convert a prospect into a client. Whether you’re calling, sending drip emails, touching via social media, or work tirelessly for the in-person meeting, follow-up is a marathon – not a sprint. It requires a plan – and your dedication – to see it through to fruition.

How to Make Your Follow-Up Go the Distance

When it comes to making your follow-up go the distance, a good CRM system can do wonders for your closing rate. Not only will it keep you organized, many great systems will alert you when it’s time to make a touch and will allow you to make notes on pertinent information and your most recent interactions – thus allowing you to tailor your contact to be more personable.

But what else can you do? Here are a few tips:

  1. Follow-up immediately after the first contact. Just last week a customer of mine called and said “Steve, you have to talk to Mr. XYZ, the CEO of ABC Co.  I just told him how great your product is and he’s expecting your call.”  I called him about 2 minutes after that conversation.  There have been a number of studies on lead follow up that indicate time is of the essence.  I know if I had called Mr. XYZ even a few hours later, he would not have remembered the conversation with my customer. Whether you’ve just met a prospect for coffee, spent some time on the phone or exchanged business cards on the subway, be sure to follow-up right away.  Even a quick “thank you” to show appreciation for the prospect’s time can go a long way.
  2. Create value for the prospect. During your follow-up, always try to create an immediate value for your prospects. Maybe this means you introduce them to a contractor who can make repairs to their property or to a mortgage lender you know does a great job. You’ll instantly bring something of value to the relationship, and your prospect will remember that.
  3. Use technology to your advantage. With so much technology available to you, why not use it to your advantage? Reach out to your prospects via social media. Connect with them where they’re interacting and you’ll find yourself in the middle of the conversation.  Social media is not a silver bullet…but not being on a social media is a good way to ensure you are not even a part of the conversation.  Technology for the sake of technology is just noise, but technology with a very defined objective and  purpose is a game changer.  
  4. Don’t underestimate the importance of lead intelligence. Lead intelligence, or gathering as much information on the prospect as possible, is hugely beneficial when making follow-up connections. When you know more about your lead, you can custom tailor your responses and interactions.
  5. Keep going … and going. Follow-up takes time, patience and a plan. Just because a prospect has seemingly fallen off, it doesn’t mean you stop interacting. Develop a plan for prospect follow-up – maybe using technologies that help with drip campaigns – to stay on top of your game.
  6. Know when to quit.  While this may seem entirely contradictory to item #5, there is a time to give up.  We have a sales person in the office here who is consistently number one in her weekly calls.  She makes more calls than anyone, but when we drilled down on her call to closing ratio it was clear the quality of her calls were not as good.  As we investigated further, it became obvious that she was spending too much time on follow up with unqualified leads and not enough time focused on new business.  There is a time to give up the ghost.

 

Happy prospecting!

Make Fewer Cold Calls & Close More Deals

What?  How can I make fewer cold calls and close more deals?  When we first started building ProspectNow, I found I was always hammering the point that the more calls you make, the more deals you will do.  There is no question that sales activity and production are related.  This will never change, but technology is making it possible for us to target in a much more effective way.

As we have progressed in the development of ProspectNow, our focus has been to help our customers make fewer calls, and send less mail…but make the RIGHT calls.

What are some ways to target building owners that are more likely to sell, buy, or refinance?  Here are a a few of my favorite targeting methods:

1.  Owners that own more than one property.
These are great opportunities to find owners that own lots of assets and but may fly under the radar by  owning smaller assets.  If you can call one owner that owns 5 properties it’s the same as calling 5 owners that own one property.

 2.  Owners that manage properties out of state.
 Sometimes owners that are not in a position to easily manage or maintain their properties are more likely to sell.  These are great calls to make, especially on apartment buildings.
3.  Loans coming due in the next 12 months.
 Clearly building owners that have a ballon payment coming due are going to have motivation to either sell, refinance  or pay the loan off with cash.  This is another way to increase your probabilities.
There is never a magic answer in business, but you can definitely improve your chances by focusing the scarce resource of time and effort in the right places.