One sweat equity strategy you must get comfortable with—and this can be the hardest one for new agents—is picking up the phone and having conversations.
Conversations continue to be your best marketing tool. And a simple way to rack up the number of conversations you have is to make calls daily.
There are completely free options when it comes to making calls. But the most efficient is choosing a dialer, which will come with a monthly fee. A dialer is well worth the investment if utilized to its full potential.
Dialers extract data from your MLS, providing you with numbers for expired listings, FSBOs, and canceled listings. This makes it easy for you to run a list in a specific area. Then, the dialer makes the call—so all you have to do is be ready to talk when someone picks up.
Practice Your Scripts
There’s a lot of fear around making calls. In a recent BAM article, Tom Toole explains how to overcome that fear so you can have more conversations.
The bottom line is that you need to practice your scripts. Pair up with someone on your team or online to roleplay for at least 30 minutes daily. The more you practice, the more aware you will become of typical objections and your responses to them.
Remember, the point is to have as many conversations a day as possible, educating and informing people along the way.
Before you Begin
Before you start dialing, make sure you set yourself up for success. Aside from daily roleplay, there are two things you should do:
- Block 2-3 hours in your calendar daily for making calls. There’s no point in paying for a dialer if you only use it sporadically. I suggest making calls immediately after roleplaying each day so you feel warmed up and ready to go.
- Know your MLS rules. Review your local MLS guidelines to fully understand which homeowners you can call and which are off-limits. For example, in Connecticut, agents cannot go after withdrawn properties.
Use Your Dialer
Depending on your dialer, the format will be a bit different. Once you open up the platform and familiarize yourself with it, it’s time to get to work.
- Filter your search. Based on the script you use, decide who you will call each day. You can use filters on your dialer to sort out expired listings, canceled listings, or FSBOs. You can also use a neighborhood search to call everyone in a particular neighborhood with a circle prospecting script.
- Keep track of your calls. Your dialer will help you keep track of how many calls you have made. Make sure you are inputting notes so you remember who to follow up with, who to take off the list, and who hasn’t answered the phone yet.
- Pay attention to the ‘Do Not Call List.’ Always avoid the numbers on this list, so you don’t get into trouble.
When you start hearing no, and you get hung up on or cursed at on a daily basis, you might begin to feel discouraged. Remember that homeowners with expired or canceled listings are likely to feel frustrated. It will take time, follow-up, and added value for them to start to trust you.
As far as circle prospecting goes, you are looking for the needle in the haystack. We know that within 60 days of a house being sold, there will be one or two additional listings in that area. You are searching for those listings.
When making calls, remind yourself that more conversations mean more conversions. You’ll hear a lot of nos, but as you become more skilled, you’ll find plenty of homeowners ready to learn more.