Cold calling is one of the most effective methods for lead generation in the real estate industry. Many experienced agents have witnessed high success rates by applying compelling and actionable cold calling scripts and methods.
But at the same time, cold calling can be frustrating and may not give you the desired results.
To overcome these challenges, many real estate agents prepare cold calling scripts that can help to shape the conversation and get over the fear of cold calling.
In this article, we will be talking about some real estate cold calling scripts that you can use to boost your confidence as well as a prospect's trust, along with the following:
• Is Real Estate cold calling effective?
• Steps leading to effective cold calling in real estate
• 15 Real Estate Cold Calling Scripts to get you working
• Cold Calling tips for maximum lead generation
In the real estate industry, the first and foremost aspect of cold calling is defining the call's purpose.
Let's understand the purpose with the help of the following definition.
Real estate cold calling is a process in which agents contact the prospects, try to build conversations about properties for sale, rent, lease, or use a simple calling script specific to the client.
By defining your purpose right, you can tap suitable prospects, offer them the relevant service, update them with the information and then turn them into the customer base.
With the help of effective purpose cold calling, you can be sure that your real estate services reach the right and precisely that can cater to the prospect's requirements.
Is Real Estate cold calling effective?
Yes, the practice of cold calling in the real estate industry is very much alive and kicking. If your cold calling strategies and scripts are planned well, you can attract any kind of prospects who will be willing to proceed with you.
As per the research conducted by The Keller Centre, they stated that cold calls are answered 28% of the time. There is no fixed percentage of conversion because it depends on how much effort and time you conduct such calls.
Since the industry is already very competitive, real estate agents must put their best foot forward. You simply cannot convert your prospect into a client with just one call. You need to have the spark to ignite your business by actively participating in the calls and conversations.
Simply taking cold calling as a customer strategy won't be enough until and unless you market the strategy. Of course, there are lots of other factors that lead to successful cold calling.
But that will be a topic in itself!
Coming back to the question,
The answer is 'YES.'
But there are rights and wrongs of how to move forward.
Though it is suggested that rather than focusing on the assessment, it is essential to set your goal for securing a meeting with the client.
Cold calling is just a way out to connect with the prospect in the right way. It keeps you ready in advance with any kind of questions and situations that you may encounter during the conversation.
It is no guarantee that the prospect will convert unless you persuade and convince them of their desires.
So rather than focusing on whether it will be effective or ineffective, it is crucial to assess your capacities well, prepare well and get through well.
Steps leading to effective cold calling in Real Estate
Before digging deeper into the cold calling scripts, you must be aware of the steps that lead to an effective cold calling in real estate.
As a real estate agent, you need to ensure you have the right mindset and direction before cold calling the prospect.
Let's take a look at the five steps that you can consider and make the most out of this strategy:
- Focus on the listings
- List down the prospects
- Create script template
- Don't mention price and commission
- Build a leads funnel
1. Focus on the listings
This is the first step of real estate cold calling, where you are in the process of figuring out who you are calling.
You need to focus on the listings that are active or have expired after the given time frame.
2. List down the prospects
After you are done with the listings, the next step is to identify and compile the list of prospects. You can either create the list through public records or by using specialized tools.
The list is not just limited to names but should have complete information, including numbers, emails, and addresses.
3. Create script template
After you are done with the two critical steps, now is the time to turn things interesting. By preparing an effective cold calling script, you can structure the overall process and ensure that every critical point is present.
You can create other scripts to get along with the prospect and establish a good rapport based on different situations.
This is one of the most important steps because it can bring results to the table, and you will also know whether your first and second step was successful or not.
4. Don't mention price and commission
Mentioning prices directly in the conversation is a big NO.
This becomes one of the worst mistakes that can cost you hard. First, focus on getting an appointment with the lead and later discuss the price.
As a result, the prospect will simply lose interest and will be a major turn-off for you.
5. Build a leads funnel
If you have converted the lead, that does not mean that you will stop here.
You need to keep up with the momentum to showcase yourself in a good place and capitalize on every single opportunity in the market.
Hence, these are the five steps that can help you convert and acquire new customers and retain customers for your business.
"Take the right action and get your leads generated."
15 Real Estate Cold Calling Scripts to get you working
Cold calling scripts are a result of different situations that a real estate agent encounters.
To help you get started, the following are the 15 effective real estate cold calling scripts that you can consider while engaging and conversing with your prospect.
The scripts are based on different situations for you to analyze well and then generate a pathway to get you started:
- Introducing yourself as a real estate agent
- Pitching about your services directly
- Leveraging the advantage of a recent sale
- Holding level of experiences
- Cold calling scripts from open house events
- Cold calling scripts from open house events
- Sending voicemails for property sales
- Solving your prospect's problem
- When you already know the prospect
- Being to the point
- Using the FOMO Technique
- Making the use of references
- Circle prospecting call script
- Asking suitable questions to the prospects
- When the property owner is selling by self
1. Introducing yourself as a real estate agent
In this situation, you will be interacting with the prospect for the first time with whom you have never talked before.
You need to keep the conversation straightforward and understand the level of interest of the prospect.
Hear the following script:
My name is Anthony, working with (name of the organization). I want to discuss something. Is it a good time to talk?
(If yes, you can proceed. If the prospect says "No" due to any reason. Instead of pleasing, empathize with the situation)
If the prospect says "YES."
"Thank You so much for sharing your 2 minutes. The purpose of the call is to share our company's home plan with professionals like you. But before proceeding, I have a few questions. Would you mind answering them?
And then carry out the conversation.
If the prospect says "NO."
"I can completely understand that you are busy. Could you please help me to know the best time to call you"
"Sure! not a problem. Completely understandable. Can I call you back by evening then?”
2. Pitching about your services directly
In this situation, you build the conversation and convince them how you can help them with your services directly.
You can use the following script:
You: Hey, am I speaking to Mr. Rajesh? I came across your listing on (website name) and got your number from there. I would like to ask if you are the current Homeowner of the house?
Prospect: Yes, I am Rajesh, and I am the owner of the house.
You: That's glad to know. I am introducing myself as (Your name) associated with (Name of the organization). With the current status, I saw that you are unable to sell your property for one month. I have few clients listed while looking for the same property that you are selling.
Would you let me know the asking price because it's nowhere mentioned?
Prospect: Yes, I have been trying to sell it but cannot get the ideal clients. Every time I share the price, the clients ghost and never come back.
You: I am so sorry about that. Well, that's the reason why I called you. I am a real estate agent, and I can help you find the ideal clients for your house on the right side of prices.
Prospect: That's great. It will be a great help, but I would like to know about the procedures and information before proceeding with you.
You: Yes, sure! Why not? Please let me know if the coming Sunday works for you?
Prospect: Yes! I'm looking forward to the same. Thank You so much!
You: Thank you so much, sir, for your time and sharing information. I will be shortly sending the confirmation mail to you. Have a nice day
Prospect: You too.
3. Leveraging the advantage of a recent sale
If you have made exceptional sales, you can use this as a great opener to those interested in selling the properties. For this, you need to do research about the prospect before calling and then advertise accordingly.
You can use the following script:
You: Hey, am I speaking to Ms. Angelie?
You: I hope you're doing good. Not here to take much of your time introducing myself as (Your name) from ( Name of the organization).
Since the sales season is going on, I would like to let you know that I sold the property at (Full Address) for $$$ (Amount). Presently, there is a lot of interest in a property like yours. Do you have plans to sell your property?
(If yes/no, proceed accordingly)
4. Holding level of experiences
If you hold good experience in the real estate industry, you can leverage that expertise and position yourself as an expert.
Following is the script that you can go forward with:
This is (Your name) speaking from (Name of the organization). Can I have your 2 minutes?
Thank you so much for your time. I have been a resident of (Location) for over 30 years from now. I started as a real estate agent 20 years back and helped numerous homeowners find the respective buyers in their area. I saw your advertisement in the newspaper, and I would like to help you sell your home in the next 20 days.
Would you like to open for a discussion?”
(If yes/no, proceed accordingly)
5. Scripts to engage via internet leads
In this situation, prospects have already shared about the requirement over the internet. You can take the chance to get more information about the prospect and call them and Converse accordingly.
Here's the script for the same:
"Hey, am I speaking to Mr. Rawleey?
Well, I am Mr (Your name) working with (Name of the organization). I was referring to the website where you listed your requirements but could not find the latest update.
Could you please let me know whether you have purchased your desired flat or not?”( If yes)
That's awesome. Please do let me know of any requirements in the future.
Not a problem! We are here to help you in making your purchase fruitful. Before proceeding, can I ask you some questions?
(You can ask questions like)
- When are you looking forward to purchasing the property?
- When would you like to see the property?
- What do you want to see?
- What kind of property are you looking forward to?
6. Cold calling scripts from open house events
Hosting open house events helps you to cover the potential listings of a particular area. You can host a contest, visit homes or run a campaign to capture the leads during the event.
Let's take a look at the following script:
"Hey. I saw that you are interested in properties. In this sales season, it is imperative to keep yourself updated with the latest market information. We offer the services to our customers. So if you can share your contact, I will let you know if I come across anything.
Will it work?"
Thank you so much for putting your time and effort into coming to this event. As promised, these are the two lucky winners of the competition, and they will be coming along with me for the home tour. If anyone else is interested, please leave your contact with me.
I will try to connect as soon as possible and will provide fresh updates from the market."
7. Sending voicemails for property sales
If the prospect is not available on call, you can simply send a voicemail and share about the missed opportunity.
You can use the following script:
"Hey! Let me introduce myself as (Your name) from (Name of the organization). I could not connect with you lately, and that's why sending a voicemail.
We have recently listed our homes in your area and are providing houses at really nominal rates. If you are looking forward to the movie or someone who will be interested in the same, please do let me know.
Thank You so much
Sharing my mail ID with you for your reference."
8. Solving your prospect's problem
If you are someone who wants to pitch directly to your prospect without sounding robotic or planned, then the following is the pitch you can go forward with:
My name is (Your name), and I work as an agent with ( Name of the organization). Last week, I helped a prospect purchase the property of his choice at a price lower than the asked price.
I understand that you have just moved into the city and are looking forward to purchasing a property soon.
For you, I have kept plans ready to get the ideal property based on your requirement.
Let me know when we can set up a meeting to discuss further."
9. When you already know the prospect
There are chances that you have already interacted with the prospect or know them personally.
You can use the script as follows:
"Hey! Mr. Michael.
I am John, and I hope you remember we met at an Expo event that happened last Sunday. I hope you are doing good.
As I mentioned at that time, I was working as a real estate agent with the company where you have shown interest in selling your house. Could you please let me know what you have considered regarding the property?
Is there anything I can do to help you out?"
(Carry out the conversation accordingly)
10. Being to the point
In this situation, you are here to ask and close the conversation in a short period directly.
Here's the script:
"Hey, am I speaking to Mr. Roger?
Well, I am (Your name) speaking from (Name of the organization). Without taking much of your time, I would like to inform you that the agency has some buyers looking forward to buying properties in your area.
Are you looking forward to selling your home now or shortly?”
(If yes, discuss further)
(If no, end this conversation)
11. Using the FOMO Technique
The Fear of Missing Out (FOMO) is a technique to create a sense of urgency among the people to buy and sell properties.
You can take a look at the following script.
"Hi! Wishing you a perfect afternoon, Mr. Rawat!
I am (Your name) and work for (Name of the organization). I wanted to share a quick update regarding the properties in your area.
Our agency sells around 50% of the properties, and for the remaining 50%, we are offering the newly furnished properties at (Mention the price).
This offer is limited to only the first twenty customers, along with new and freshly added incentives.
(You can mention as many incentives you can)
Would you like to know more about the same?”
(If yes, proceed accordingly)
12. Making the use of references
In this situation, you can simply take the help of references given by our customers to generate leads.
You can take the help of the following script.
"Hello, am I speaking to Mr. James?
I am Mr. Rajiv speaking from (Name of the organization).
I got your reference from (Name of the person), and he told me that you are looking out to sell your property.
( If yes)
Thank you for sharing your response. I am the sales representative of the (name of the organization) and can help you carry out all your selling procedures and documentation.
Last week I did this for one of your acquaintances, and he was delighted with the work.
It will be a great opportunity if I can do the same for you.
If you are interested in the services, please do let me know, and we can connect to discuss things further."
13. Circle prospecting call script
Circle prospecting is a situation where you influence and reach out to others by creating a circle of prospects.
You can take the help of the following script:
"Hey! I am (Your name) and working with (Name of the organization).
We recently sold fifty houses in your area, and we have few interested buyers left. But before offering to them, we would like to ask you if you are open to the opportunity?
( If yes)
That's great! Could you please help me in knowing the price that you are willing to invest in?
( If not)
That's not a problem, sir. Could you please share with me a reference who would be interested in buying our property?
It will be a great help to me. "
14. Asking suitable questions to the prospects
Sometimes the real estate agents are not for sale or purchase but are genuinely interested in asking relevant questions to the prospects. Based on their answers, they share information about the services.
Here is the script that you can check:
Am I speaking to Mr. Jeffrey?
I am introducing myself as Ms. Laurel from (Name of the company).
I am surveying the people who have listed their homes for sale but couldn't convert. Just taking a few moments of your time, may I ask you a few questions to understand your viewpoint?
( If yes)
Thank you so much!
So here it goes:
- When did you list your home for sale?
- Why are you now reluctant to sell your house?
- What are the problems that you face while conversing with Clients?
- What price are you offering?
- Can you help me in connecting with the previous agent?
- By when can I expect another round of sales listing?
- What are your expectations with the real estate agent?
- Have you already chosen someone?
15. When the property owner is selling by self
Sometimes, property owners don't have a good experience with real estate agents. As a result, they prefer to sell the property on their own.
You can take advantage of solving the pain point and helping out the owner.
Here is the script that you can look forward to:
You: Hey, is this (name of the prospect)
You: Introducing myself as Mr. John. I noticed that you had listed your house privately for sale. Did you get any response?
Prospect: Yes, I have listed it privately but couldn't convert because the market is running down!
You: Yes, it's going down for a while. May I know the customer responses that you received? Did you hire any real estate agent or solely rely on your post?
(Sharing his response)
Prospect: No, I haven't had any real estate agents because my experience with them was not that good.
You: I am very sorry that you face such an issue. I am not here to convince you, but I just wanted to let you know that I am telling you the techniques and ways to sell your property. If it still doesn't convert, I can take care of the same after you are done with the trial process.
Prospect: Yes, that will be good. Thank you so much for giving your time. I am free this Friday. Can we meet up?
( Proceed accordingly)
Here's the end of the 15 rundown cold calling scripts for the real estate industry.
You can plan, modify and create as per the different situations.
Cold Calling Tips for Maximum Lead Generation
Cold calling is an art that can be acquired through the level of practice and experience. If you are a beginner, then cold calling seems to be a challenge. But as soon as you conduct calls and activities, you will get the command right.
Following are five effective cold calling tips to generate maximum leads:
- Always deliver your best
- Converse in a better environment
- Lead the conversation through questions
- Keep your script ready
- Listen and take action
1. Always deliver your best
As a real estate agent, you need to deliver impeccable speeches in a brief time.
Your first impression is your last impression.
You need to practice well, rehearse a number of times and keep a check on the improvements in your pitch. Whatever comes to deliver the best, you need to do it.
2. Converse in a better environment
Conversing in a better workplace where you can concentrate well, feel more energetic, and be authoritative should be a priority focus.
The better the environment, the better the conversation goes.
3. Lead the conversation through questions
A good conversation always induces the prospect to talk to you. So if the prospect asks you specific questions, always answer them well.
This shows that they are slowly developing trust over you by the way you are responding to their questions.
4. Keep your script ready
With the help of real estate cold calling scripts, you know what you have to say without overthinking. The script will shape the entire conversation and will help to navigate the conversation in a better flow.
5. Listen and take action
Your prospect won't engage with you if you sound like a robot. So it's better to build a conversation first, listen to what prospects have to say, and then take the relevant activities based on the situation.
With these tips, you will be in a position to present yourself well to generate maximum leads.
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Now, we have finally reached the end of the article. This lengthy article discussed everything related to cold calling scripts and their effectiveness, particularly in the real estate industry.
Let's take a look at the key takeaways of the article:
- The first and foremost aspect of cold calling is to define the purpose of the call.
- Cold calling in the real estate industry is effective if the strategies and scripts are planned well.
- There is a five-step process that leads to effective cold calling.
- The step includes focusing on listings, listing the prospects, creating script templates, building a leads funnel, and not mentioning the price.
- There are 15 effective cold calling scripts based on different situations.
- These scripts are meant to engage and converse with a prospective well.
- Cold calling is an art that can be acquired through the level of practice and experience.