Drill-Down On Highly Effective Prospecting Calls

Now that you’ve actually made direct contact with your prospect and spoken with her/him on the phone, it’s time to continue. Whether actually speaking directly for the second time or voice-mailing, ALWAYS remember to focus ALL your attention on the prospect.

Prospecting and making calls is about the prospect…NOT about you, who you are, questions you might want/need to ask. Client-centered prospecting/calling is professional prospecting/calling.

Here is a sample script you might consider when getting back to the prospect:

Hi Sally Sue. This is (your name and company.) I’m getting back to you with an update on the listing/the time frame/the price/the whatever we discussed when we first spoke three days ago. Based upon the specific needs you shared with me, I’m excited to offer you more exact details about………….(whatever it was that initially motivated them to search your web site in the first place. Thank you so much, Sally Sue.

Just in case, my number is                   .

Here’s another sample script you might consider for prospects NOT responding to you:

Hi Sally Sue. This is (your name and company.) I’m sorry we haven’t connected with each other since we initially discussed your housing needs. I appreciate how busy you are and in no way want to be another obligation, distraction or infringement on your time. I do have additional information and updates to share with you concerning the property we discussed. There is also a new property that just became available which may be even better suited to your needs. Please be in touch with me whenever it’s convenient for you. I’m here and will always be here to help you whenever you’re ready. Thank you so much, Sally Sue.

Just in case, my number is            .

One more thing for today’s post… the average real estate agent talks 81% of the time, particularly on the phone.

Prospecting and making calls is about the prospect…NOT about you.  

Train yourself to Slow Down and Shut Up.

1. There is a 30 – 60 second rule.
   1. Talk freely for 30 seconds and then start looking for a place to stop talking before you get to 60 seconds.
   2. When you’re speaking for 60 seconds, 60 seconds seems like a short time. When listening (and your prospect is listening to you), 60 seconds seems like a long time.
2. Use single sentence responses.
   1. When your prospect asks a question, answer that question in one sentence…not a long monologue.
   2. If the prospect wants more information from you, she/he will ask you for it.
3. Stop, speak and ask.
   1. Similar to the single sentence response, say something in as few sentences as possible (ideally, one), stop and then ask for feedback from your prospect.
   2. Does your prospect understand what you’re saying? Does your prospect want more information?
   3. Then continue.
4. There is NO over-explaining.