The best real estate marketing script is not memorized words and phrases…it’s a checklist.
The 2 Big Mistakes Of Telemarketers
1. Not Qualifying Prospects
Most telemarketers seem to operate from the belief of they have some one’s phone number, that person automatically qualifies as a prospective client or customer.
Realistically, only one thing can be concluded from having an individual’s phone number: that person has a phone.
As a result of call forwarding and portability of phone numbers, it is not always possible to determine where that person is.
2. The Script Assault
Whether programed computer or programed human, the scripted sales pitch starts almost immediately when the the call is answered.
It’s like an impatient hunter or sniper starting to shoot at the first thing that moves.
Your Real Estate Marketing Script
Carefully planned and executed, telemarketing can be a very effective marketing prospecting.
Plan
Although a real estate marketing script is the key element of a telemarketing initiative, it is not the only element.
This means that before even starting to work on the script, plan the telemarketing initiative.
- How does it fit into your real estate marketing plan?
- What are your goals for telemarketing?
- How many new clients and new contacts are you looking for?
- How much time effort and money are you prepared to commit to setting and achieving these goals?
Qualify
Do the individuals whose telephone numbers you have live in your market?
If not, are they interested in moving into it?
What are their attitudes towards buying or selling at this time?
Checklist
Instead of writing your real estate marketing script word-for-word, make a list of points to be conveyed in your call.
And as a prompt, include sample phrases that you might use.
These points and phrases would include:
introducing yourself … include your personal brand.
“Hello. My name is Kelly Anderson and I work for Best Market Realty helping people like you understand the dynamics of the changing real estate market.”
your reason for the call
“I’m calling to introduce myself so that when and if you start to think of selling or buying your home, you will think of me.”
prospect’s current attitudes toward buying or selling real estate
“Have you given any thought to buying [or selling] your home within the year?”
“What kinds of things might interest you in buying or selling?”
answer prospects’ questions
“Do you have any specific questions about the current real estate market that I could answer”
prospects’ consent to your keeping in touch
“If you do have any questions in the future, please feel free to contact me.”
“May I keep in touch with you by sending you my newsletter?”
Expanding Your Network of Contacts
Even the best real estate marketing script will not generate a large number of new business leads instantly.
By tracking your results, you will learn how many calls are necessary to produce a single lead.
Instead of focusing your real estate marketing script on generating that single lead, it’s better to apply telemarketing as a networking tool.
This will increase the number of people who know about know about you and how you serve clients.
With more people knowing you, you will be well positioned to generate more referrals.
Your Marketing Script
If you do not currently use one, it’s worth considering how a script can help you with your real estate marketing.
Among other benefits, it will help keep you focused on your service and how you satisfy clients.
For your first marketing script, Personalized Achievement Coaching will help you develop the right script for you …as effectively and efficiently as possible.
Similarly, if you use a marketing script, Personalized Achievement Coaching can help you improve its effectiveness.
Interpersonal communication is a key component of attracting clients.
Why not improve this component by using with a really good marketing script?
