Your introductory call with a lead will determine if they choose to work with you or choose not to. Your approach on this call is VERY important. Here's an example script in which can help lead to a quality conversation:
"Hi, this is [your name] calling from the home search site. I see you're looking at homes in the [favorite city] area. Are you looking to move in the next 3 - 6 months, or are you just browsing?"
With the provided intro you could potentially get a response of "I'm just looking right now". Do not look at that as a rejection! Probe for more information by asking "Perfect! What kind of home are you looking for?" or "Great! When were you hoping to move?" Your ultimate goal on this introductory call is to gather as much information on their home search as possible!
- Do NOT ask for the lead by name!
- "Hi, is this Matt?" - their answer will be, "Nope, wrong number!"
- Use the intro above and assume that you are talking to the person that registered
- Use open ended questions to keep the conversation going
- What is your timeframe to buy? Have you already been pre-approved? Are you currently renting or do you also have a home to sell?
- Ask them questions that pertain to what kind of home they might need. Remember people love talking about themselves! If you show interest in them as a person, they are more likely to want to talk to you again.
- Give them something
- Why should the lead talk to you? What's in it for them? Explaining the purpose of your call early on sets the lead at ease. If they think you are trying to just get their business or sell them something, they won't be as open to the conversation. "I'm going to be sending you some property alerts from this website and I want to make sure that I only send you homes that interest you."
- End the call with a follow up
- Schedule a time that you will speak again, even if they don't have their schedule in front of them!
- Create the reminder in your CINC platform so that the system reminds you when it is time to call!