If you love prospecting… good for you. But we're going to take a wild guess and say it's not a favorite for most agents. That being said, it's HUGE that you continue to make time for it, even when you have a good load of transactions in progress. At AGLG, this is our rule: mornings are for lead generation, afternoons are for everything else. Around here, that means lots of cold-calling.
A few tips for cold-calling:
Stick to your scheduled time block.
Don't skip call sessions, even if business is good right now. Make sure your business is still good six months from now by continuing to make contacts and fill your pipeline.
Memorize and role-play scripts until they sound natural.
Find a role-play partner and practice, practice, practice.
Focus on one clear intent (e.g., invite to an event or open house).
When you call someone, you could say, “Hi, have you thought about selling your home?” or, “I'm hosting an open house in your neighborhood,” or you could inform them of some new development in the real estate industry that affects them. What you should not do is try to fit all of that into one phone call. Pick one reason for calling and stick to it.
Find accountability.
Whether you're part of a team of working solo, find someone to hold you accountable to your prospecting goals. Track your time spent, calls made, outcomes, etc. and report back to them.
Below is something to jazz up your cold-calling experience a little bit: the prospecting bingo board. First person to email us with a winning bingo board gets — well, nothing. But we will clap for you. We have no shortage of enthusiasm. Get calling!
