Happy Monday, First name / friend!
We all get a case of the ums now and again:
“Why are you calling me?”
“Um…”
“So, do you know anyone looking to buy or sell?”
“Nope.”
“Okay, um…”
There are a few ways you can avoid getting stuck in conversion when you're prospecting:
Prepare in advance. This includes a few things.
First and foremost, know why you're calling. Every time you pick up the phone or knock on someone's door, you should one clear intent. What value are you providing today?
Secondly, have your script locked and loaded. Often, we hear agents say that scripts don't feel natural. But once you've given them time and really internalized them, they're super useful for guiding conversations and avoiding those dreaded awkward pauses.
There's a huge difference between this:
“Hey Kayla, this is Ben from RE/MAX Results.”
“…okay then? Why are you calling?”
And this:
“Hey Kayla! This is Ben from RE/MAX. I'm calling today just to do a little database cleanup. You clicked into our system a few years ago — looks like you were thinking of buying or selling some real estate. Before I close out your file, I'm just curious, were you able to accomplish those goals?”
Immediate clarity, immediate direct question.
Get into the answer–ask rhythm. You ask a question, they respond. First you validate their answer. Then you ask your next question, either digging deeper into what they just said, or moving on to the next question in your script. For example:
“I'm just curious, were you able to accomplish those goals?”
“Yeah, we moved a couple years ago.”
“That's awesome! Where did you end up moving to?”
Repeat their answers back to them. You probably shouldn't do this every time they talk. That would get old quickly. But it is a useful trick when you need just a little more time to gather your thoughts.
“We're in Robbinsdale.”
“Oh, you bought in Robbinsdale! Love that area, super cute. So, I'm curious, what attracted you to Robbinsdale?”
And if all else fails, get up, walk around, take a shot of tequila, and get back on the phones.
