I wanted to share with you 4 Lessons from auditing 17 real estate live transfer calls today
When you’re taking a live transfer or on the phone with a future client (someone you don’t know or as many call LEADS)…
It’s so important that you listen back to your calls and audit your tonality and the questions you ask.
If you don’t currently record your calls….
You need to.
Professionals listen back to their game tapes.
Professionals practice.
Professionals are still winning in this market and they are taking your market share.
This is the whole reason we are rolling a bi-weekly call review for our clients because we are so committed to helping them help more people.
And we know if our clients can’t build fast rapport and use Sharran’s scripts, they won’t win.
Here are some common mistakes I’m seeing and I’m sharing in hopes that you don’t make the same mistakes… because while sometimes it might be a lead issue, after auditing live transfer calls – it’s most of the time not a lead issue (esp when you speak with someone)
1. Stop doing this!! The first question you ask them is if they are pre-approved. You haven’t even asked them anything about themselves, you don’t even know who they are. This should not be the first thing that comes out of your mouth. This immediately creates resistance with your future client.
Rather ask:
What do you do for a living?
How many kids do you have?
Are you married?
Why is that big back yard important to you?
Actually get to know the person and give a damn about them outside of your commission check.
People lack good information right now.
Many are on the side lines because of the media and their uncle Fred’s bad advice around they have to wait until they get 20% saved down.
If we all viewed online leads like our current clients or better yet, humans, we would ask better questions. And better questions leads to better conversations.
2. Stop being combative… So many calls I listen to I hear the real estate agent combative on the phone with the prospect and then they wonder why the person no shows the meeting… If the future client doesn’t understand interest rates or inventory, let alone how the process works, stop making them feel stupid with your questions. Your tone and words matter, especially with someone who might have the wrong information. Your in person meeting will allow you to educate.
3. You’re not asking for the meeting. As Sharran says, you’re 10x more likely to get the client if you meet with them in person. So many agents don’t ask; therefore they don’t get. But, there’s a certain way to ask that creates curiosity. This is why our clients are expected to use Sharran’s scripts. But a script is only as good as the person who’s using it right…
And there is a formula to win with scripts.
Step 1 – Actually read, understand and memorize it
Step 2 – Practice it daily and understand the flow
Step 3 – Ensure you have the proper tone, stories and anecdotes to supplement the script
4. You don’t know what to say…
I hear so many ums and ahs and confusion in live transfer calls because let’s be honest, many aren’t role-playing and practicing.
You need to practice every day.
You need to find a buddy to roleplay with.
You need to write down the objections you’re getting.
You need to write overcomes for those objections.
I hope these tips help you in your lead conversion.
CEO at Sheridan St.
The #1 lead generation and appointment setting agency for real estate
P.S. Whenever you’re ready to take your business to the next level… here are 4 ways we can help!
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