Telemarketing Tips

We have agents that cold call, via telemarketing, homeowners who are selling their homes without an agent. The agent's goal is to set an appointment to meet with the seller(s) at the property for the purpose of presenting our real estate services.

Does anyone with telemarketing experience have any general tips or techniques I could pass on to these agents that would make their life a little easier?

Quote:

Originally Posted by AZBroker

We have agents that cold call, via telemarketing, homeowners who are selling their homes without an agent. The agent's goal is to set an appointment to meet with the seller(s) at the property for the purpose of presenting our real estate services.

Does anyone with telemarketing experience have any general tips or techniques I could pass on to these agents that would make their life a little easier?

Whenever I make telephone calls I keep three things in mind.

First, stay on point. Remember the reason you're calling. Remember your goal.

Second, and just as important, smile. Seriously, it will make a difference in the way you come across.

Third, and I know this sounds weird, stand up during the call. Move around, get animated.

I'm sure these are pretty basic but they make a difference for me.

Quote:

Originally Posted by AZBroker

We have agents that cold call, via telemarketing, homeowners who are selling their homes without an agent.....Does anyone with telemarketing experience have any general tips or techniques I could pass on to these agents that would make their life a little easier?

Since you're asking for advise for your agents on cold calling, then I assume you haven't done it yourself. Why, then, is this something you as the Broker are promoting? If you haven't seen any significant success rates with cold calling through your own efforts or those of the other agents in your office, do you really think this strategy is the best way to convert FSBO's? I'm just curious as to why you chose this strategy over another.

I admit to a bias against cold calling but ultimately, the biggest concern should be that these agents all fully understand the implications of noncompliance with the DNC registry. They've got a lot to lose if they aren't very careful.

Best of luck.

Quote:

Originally Posted by Irene Morales Ward

Since you're asking for advise for your agents on cold calling, then I assume you haven't done it yourself. Why, then, is this something you as the Broker are promoting? If you haven't seen any significant success rates with cold calling through your own efforts or those of the other agents in your office, do you really think this strategy is the best way to convert FSBO's? I'm just curious as to why you chose this strategy over another.

I admit to a bias against cold calling but ultimately, the biggest concern should be that these agents all fully understand the implications of noncompliance with the DNC registry. They've got a lot to lose if they aren't very careful.

Best of luck.

The assumption would be incorrect. I'm asking for advice because I realize and can admit that I do not hold all of the answers. If there is a way to help our agents feel more comfortable while improving their performance I'm interested in hearing about it. Considering the caliber of advice flowing through this forum I make the assumption that this is a great place to ask.

Why do I promote FSBO telemarketing? Our experience clearly shows that it works and works quite well.

Quote:

Originally Posted by AZBroker

The assumption would be incorrect.

I was totally out of line and after rereading my post, I have to admit I'm exhausted (been on here now over 8 hours and need to go to bed!)

My perspective doesn't matter to your question...I sincerely apologize and you have every right to find sound, professional advise from the folks on this forum. They are exceptional. I, on the other hand, can't comment on cold calling from a positive perspective so I'll just step back from this thread. Best of luck - you're bound to find the advise you need here!

Quote:

Originally Posted by Irene Morales Ward

My perspective doesn't matter to your question...I sincerely apologize and you have every right to find sound, professional advise from the folks on this forum.

No harm, no foul.

AZBroker,

I agree with Jomson's idea about smiling. It really does make a difference. You can try it yourself. You just sound different when you're smiling. I know of a call center where mirrors were installed on the wall the representatives face when they're on the phone. Works wonders!

I like to prepare a script - not to read from, but to make sure I've thought through the best approach and answers to possible objections. Then, if you find something that works better, you can update the script. It helps to keep track of successes so that you focus on what works.

Staying on point is key, too. The goal is to sell the appointment, not list the house. So, that means the agents must not get lured into a discussion about whether it is better to list or do it themselves. Leave that for the face to face. You'll usually lose debating the issue.

I'd remind the agents that they aren't telemarketing. At least the way I define it. Telemarketing to me is when someone calls and wants me to make a decision to buy something. In your situation, the agents are calling to determine if they can help the homeowner solve a problem. So, they shouldn't act like telemarketers. For one thing, they should never open the conversation with "How are you today?" That's always a sure sign that the caller wants to sell me something - right then - before the price goes up!

I'd encourage them to start a discussion with the homeowner. As if the person was sitting in their office. I usually had an open-ended question that would initiate an interaction. In your situation, it might be something like: How would you describe the level of activity you've had? It needs to be carefully worded. Even saying: How many leads have you been getting? opens you up for an answer of Lots. Goodbye.

The agents also need to have a long list of benefits for listing with your firm to choose from depending on the conversation. And, specific examples of sales in the FSBO's neighborhood would be helpful.

Finally, the agents should keep in mind that they are trying to solve a problem, and until they know what the problem is, they're lost. So, they need to focus on getting the homeowner to discuss their situation, not trying to jump in right away with all the reasons they should list their home. This is an even trickier situation than talking to someone who is undecided about listing. You're asking the homeowner to change their mind, and it needs to be approached gently.

My 2 cents. Hope it helps.

Kathleen

Quote:

Originally Posted by AZBroker

...The agent's goal is to set an appointment to meet ....

Does anyone with telemarketing experience have any general tips or techniques I could pass on to these agents that would make their life a little easier?

Tips or techniques will not help you--mine or anybody else's--regardless of good intentions. For effective telephone selling--an appointment or a product or service--you have to have a system. Here is a simple skeletal worksheet which will enable you to devise a system. Put a halt to your telephone campaign until the system is in place.

This is ________ from___________ .

I Meet with _______________ who are______________.

After meeting me (us), they have found that they are better able to______________ . They also________________ .

Can I meet with you?

For this project, devote your time to devising the components of that message contained in the last four blank spaces. Do not change any of the words I provided. It might take a few days. The words you provide should be truthful, nonmanipulative, and to the point. The entire offer (to meet) must contain no more than 45 words.

If you want to do this, complete it carefully, email the offer to me, and I will critique it and help you edit it.

Then restart the calling.

The above is neither a tip or a technique. It is instructions for using a system that has been one of the most effective ever created. There is nothing that needs to be added to enhance this system.

Quote:

Originally Posted by Gary Boye

This is ________ from___________ .

When you are calling as an idividual, sans company, you should always insert the word "..calling" after your name. When you are also identifying your company, it would be contextually ineffective to do so.

Examples:

This is Gary Boye calling...(Correct)
This is Gary Boye calling from Strategic Arts Training...(Incorrect)
This is Gary Boye from Strategic Arts Training... (Correct)

The use of the word "calling" in the correct manner is very effective in gaining attention and getting through to the right person. I don't know why.

That's not a tip. I should have included it in the above instructions.

Quote:

Originally Posted by Gary Boye

Tips or techniques will not help you--mine or anybody else's--regardless of good intentions. For effective telephone selling--an appointment or a product or service--you have to have a system. Here is a simple skeletal worksheet which will enable you to devise a system. Put a halt to your telephone campaign until the system is in place.

This is ________ from___________ .

I Meet with _______________ who are______________.

After meeting me (us), they have found that they are better able to______________ . They also________________ .

Can I meet with you?

I'll get to work on this right away. Thank you so very much!

Telemarketing Tips

Cold Calling Forum