{"id":3837,"date":"2017-11-14T14:36:48","date_gmt":"2017-11-14T22:36:48","guid":{"rendered":"https:\/\/streettext.com\/hub\/?p=3837"},"modified":"2018-05-10T11:48:30","modified_gmt":"2018-05-10T18:48:30","slug":"how-to-have-a-successful-phone-call-with-your-future-client","status":"publish","type":"post","link":"https:\/\/streettext.com\/hub\/on-marketing\/how-to-have-a-successful-phone-call-with-your-future-client","title":{"rendered":"How to have a productive conversation with a lead on the phone"},"content":{"rendered":"

Let\u2019s be honest. Calling strangers can be very off-putting and that is why not many people enjoy doing so. It\u2019s hard to form an organic and lively conversation with a person who you know nothing about. \u00a0Not only do you not know their personality, interests, or their stage in life, you also don\u2019t know what mood you are going to catch them in, how they are going to react to what you have to say, or the style they like to converse in.<\/p>\n

No wonder that some agents never call leads before they\u2019ve had other forms of interactions with them. That means that they are leaving a big opportunity on the table.<\/p>\n

The good news is there are techniques, that once mastered, will make calling strangers easy and effective and, in return, tremendously help your bottom line.<\/p>\n

So how can one have that perfect conversation with a lead on the phone? Here are the steps that we\u2019ve designed after talking to a number of our successful agents, analyzing and summarizing their phone techniques.<\/p>\n

Here is the 6 steps process to follow:<\/p>\n

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1. Call them ASAP (Speed to Lead Technique)<\/b><\/h2>\n

According to Leads360 research, leads called within 1 min is 391% more likely to be reached. \u00a0Staggering, isn\u2019t it? But it makes sense. When you receive a request from a Facebook lead<\/a>, it means people just saw your ad and were interested enough to request the information. This also means they are on their computer or smart phone and are not busy with anything else. The sooner you can call them, the higher the chances that you will reach them in the right mood. \u00a0Even waiting 3 minutes, brings your chances down to 98%, while calling an hour later only leaves you with a 36% chance of getting in touch.<\/p>\n

As Julia Hurley, a top producing agent with Keller Williams Realty, Knoxville TN, says: When a new Facebook lead <\/a>comes in, \u201cYou call them now, right now, right now\u201d.<\/p>\n

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2. Gather Ammunition<\/b><\/h2>\n

When you call, you want to come through as someone who is knowledgeable and has done his or her homework.<\/p>\n

This is when Social Profile information that you get with StreetText becomes really valuable. Scan through it to understand who your lead is as a person, what their interests are, what the like to do and so on. Look for things you have in common. This will be a huge help in building a new relationship, developing trust, and creating rapport.<\/p>\n

Also, make sure to pull up an address or a listing on your computer or phone. \u00a0Having it in front of your eyes will allow you to ask specific questions as the conversation goes along.<\/p>\n

As you are talking, add a compliment or two, something like \u201cLooks like you have a beautiful home\u201d or \u201cOh, wow, really nice choices on the property, good job!\u201d A small touch like this helps establish that you are a nice and caring person and will bring the other side a little bit closer to you.<\/p>\n

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3. Create a Strong Custom Opening<\/b><\/h2>\n

With the surplus\u00a0of junk calls, we all get it’s understandable that people can be a bit defensive when they pick up the phone and do not recognize the number.<\/p>\n

When you call, you want to have a strong custom opening that can help you to disarm your lead. Within the first few seconds, you can immediately show that you are a competent professional who knows what they are talking about and that you came prepared. Take a look at this opening line:<\/p>\n

\u201cHi, my name is Jonathan and I am calling from Keller Williams. How are you?\u201d<\/p>\n

Now compare it to something like this:<\/p>\n

\u201cHi, Susie<\/b>, my name is Jonathan<\/b> and I\u2019m with Keller Williams<\/b>. I was calling to follow up about the property valuation for 435 Main Street<\/b>. Looks like you said you\u2019ve done some renovations recently<\/b>, live a beautiful area<\/b>, and are planning on selling within 6 months.<\/b> How are you today?<\/p>\n

The first line is what most agents would use when calling their leads. They rush to introduce themselves but don\u2019t mention anything about the other person or the reason why they are calling. Often what the other person is left thinking is: \u201cThat\u2019s great, but what is this all about?\u201d.<\/p>\n

The second opening is a lot more powerful. \u00a0It tells the other person who they are, that you\u2019ve got some information about them and that it is going to be an informative call. Inserting hyper-personalized data points helps you disarm the lead right at the very beginning. It\u2019s virtually impossible to say no to someone who\u2019s done their homework and it flatters you out of the gate.<\/p>\n

You cannot see it, but at this point, they are probably nodding their head (\u201cOh yea, I did to that!\u201dor \u201c Yes, I did request that!\u201d) or at least they are thinking \u201cI\u2019m not sure where they got this from but that sounds familiar\u201d.<\/p>\n

Here is another example to use:<\/p>\n

\u201cHi, Susie<\/b>, my name is Jonathan<\/b> and I work with Royal LePage.<\/b> I was calling about the request you made to be alerted to new homes before they hit the market<\/b>, I see you received our first list and were interested in homes between $300,000 and $500,000<\/b>. How are you today?\u201d<\/p>\n

To use this technique, jot down two to four talking points or insights that prove you did your homework, such as:<\/p>\n

Hi, ____________,<\/p>\n

My name is ____________ and I\u2019m with _____________.<\/p>\n

I was calling about ___________ and I noticed _________, __________, and _________. How are you today?<\/p>\n

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4. Start a Human Conversation<\/b><\/h2>\n

Now that you introduced yourself, told them what you are calling about and that you have a value in front of yourself, it\u2019s time to start a more personable conversation. How do you do that?<\/p>\n

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Use Acknowledge Respond Pivot technique (ARP)<\/p>\n

You can start by saying something like: Tell me a primary reason why you inquired about XYZ? Or why did you look up a property on Facebook?<\/p>\n

They might say that they were just looking around, don\u2019t have interest in selling, or just wanted to know more about listings in their area.<\/p>\n

And this is key. What they are telling you in these words is \u201cI don\u2019t want to be SOLD. I want to learn MORE before I\u2019m ready to sell\u201d. As sales professionals, we are taught how to sell. The best approach when you are working with a client is looking at it through their eyes. \u00a0You don\u2019t what them to see you as a threat, you want them to see you as an ally.<\/p>\n

And this is exactly the time to use ARP technique (Acknowledge Respond Pivot). This technique allows you to align yourself on their side, as a person who is not trying to sell something, but a person who really gets them, hears what they are saying and are here to help.<\/p>\n

This is how it works:<\/p>\n