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Cold Calling, General Sales Improvement Tips, Lead Generation

Tips on Speeding Up Sales Cycle

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This video covers important tips on how to speed up your mental game so that you focus more on closing your prospects on a decision.

We try and close people everyday on 5 things:
1. Sign a listing agreement to sell real estate
2. Sign a buyer broker agreement to exclusively work with you to buy real estate
3. Sign a sales agreement or lease
4. Set an appointment to view homes
5. Set an appointment to list a home

In the course of a day, if we’re not convincing people to do any one of these 5 things, we are not making money and we are adding to the sales cycle.

Good luck. Make it happen!

Buyer Services: Initial Meeting, Closes, Scripts

Sales Cycle – Create Urgency In Your Pitch

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This video highlights some simple techniques for creating urgency in the potential client/customer.

There are ways to create urgency which are overused, like, “The house might be gone tomorrow” – I prefer techniques or simple sayings that are more positive in nature.

Remember, on your NEXT 10 phone contacts (phone calls, texts, emails, face to face), try to incorporate a little push in the direction of positive beneficial urgency to the potential customer and see what happens.

Good luck! Make it happen.

Cold Calling, Lead Generation

Cold Calling: Expired Cold Call Script

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With this form, be sure to modify it based on what YOUR INTENTION is for acquiring business and also helping the person you are calling.

Fight the urge to make small talk on a cold call. Get right to the point and do not pause as you are pitching. If they hang up, that’s fine. Either go to the next call or call them back and say, “I think we got disconnected” and then roll right back into the pitch.

Please pay attention to all Do Not Call Laws. Click link below:

Expired Cold Call For Real Estate Listings

Buyer Dialogues, Buyer Services, Closes, Incoming Buyer Calls, Lead Generation

Buyers: Pre Appointment Dialogue – Close On Appointment

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This document is the “questionnaire” for when a buyer calls on a property. You can also use it to call buyers back.

It is not your typical “questionnaire” or buyer screening form. It’s an APPOINTMENT MAKER form. Too often we ask questions like “Are you working with an agent?” or “Are you pre-approved?”

These are yes or no questions and often lack details. Getting intimate information from a first-time caller isn’t the point of an initial phone call. The point is for the person calling – to get information.

So with this form, you’re simply OFFERING information. Positive attitude and keep the conversation in your command and CLOSE on an appointment, where you’re OFFERING VALUABLE INFORMATION to the person calling.

https://www.private.tommcgiveron.com/wp-content/uploads/2015/10/Incoming-Calls-Buyer.pdf

Buyer Dialogues, Buyer Services, Incoming Buyer Calls

Incoming Call Buyer Script Part I

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Here I’m breaking down the actual script you’re going to use every time you take an up call.

TWEEK – When putting on HOLD – ONLY SAY “Hold please.” – Right after getting their information.

In next step you’re going to offer altneratives – “I’ve got some great options for you….”

Out of all this, the greeting is the most critical. Greet strong and always answer the phone the same way for all calls. To get in the habit, answer the phone the same way even when you know who’s calling.

The script is designed to get us appointments. It is NOT a questionaire. Please refer to part II to practice the dialogue specifically.

I also categorized this under LEAD GENERATION – not Buyer Services. These calls are about generating and closing a lead.

Remember this is a SALES CALL. You’re selling them on the idea that there are options. You’re selling them on idea that you know what you’re doing. You’re selling them on the idea that we are different than all the other agents who use the same questionnaire to “screen” callers.

We don’t screen – WE SELL!