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How to Nail Your First Phone Call with a New Client
Attracting new clients is not what it once used to be. In this day and age, companies have tried many different techniques to secure new clients. One of the techniques that you can use to secure new clients is via phone call.
Namely, one phone call can make a client transition from “potential” to “new” client once the conversation is finished. What’s more, if you are a real estate agent, you constantly contact clients over the phone. So, for you, nailing your phone calls, most importantly, the first one is exceptionally vital for your success.
Sure, one might argue that there are other more important aspects of being a real estate agent. Sure, there are. However, many people who overlook the importance of nailing the first call have since regretted it.
So, if you want to know what you can do to nail your first phone call with a new client, you’ve come to the right place. In this article, you will find seven top-tier techniques that will help you secure a new client even before you hang up the phone!
1. Do Not Miss the Call Under Any Circumstances
Right now, you’re probably thinking: “Duh, I already know this.” And we are sure you do. However, it might come as a surprise to learn that many new and experienced agents do not have a habit of answering their phones.
That is because those agents either get lazy or are frightened to speak via phone call. Thus, they prefer to contact new clients via email or text. But, that isn’t the right solution. And yes, sometimes you can’t come to the phone for many reasons. Whether rushing between meetings or hurrying to make it to showings, you have to find the time and cater to your new customers.
Answering the phone call right away is essential because that is when the client’s interest in a house or apartment that you are renting or selling is at its peak. Also, they expect you to pick up the phone then, not later at a time more convenient for you. And since they are calling, you can be 100% sure that they want to talk about the house or apartment you are renting or selling. So, you won’t find a better time to secure a sale and with that a new client. And as the wise people say, there is no time like the present!
2. Start the Phone Call Casually
This technique might seem a little unusual, but it works. Namely, when you pick up the phone to talk to a client for the first time, you should start the conversation as if you were talking to a friend. Many real estate agents would jump straight into the phone call with their expertise. However, beginning the phone call with a warm greeting and casual questions will bring you better results and kick off a more productive conversation.
Now, once you have established a solid ground for your conversation, you can continue with who you are and what you are renting or selling. Doing all of that will decrease any restraint that the client has towards you. And you can be sure that they will because to them you are a stranger.
Also, you will gather information about the client’s goals. For example, you can find out their goals and expectations without having to ask them frightening questions like if they are ready to get their first mortgage or pay a commission.
Avoiding questions like the one we mentioned will help you avoid a stressful situation for your client. Also, it will make them feel more comfortable, safe, and ready to get in business with you.
3. Bring Positive Energy to the Phone Call
We all have bad days, sometimes even terrible days. What’s worse, many of us don’t have the luxury to cope with them the way we want to. Instead, we have to go to work and, more often than not, communicate with people throughout the whole day.
However, even if you are having a bad day, you need to be on you’re A-game at all times. If you want to rent or sell and close a deal, you cannot do with a negative attitude. What’s more, if you wish to get positive feedback from your clients, you have to be positive yourself. Also, you cannot expect to have a fruitful conversation if you start it off sounding like you’re having the worst day of your life.
And, we’re sure that sometimes you feel that way. And we get it. The only thing that matters for you and your business is that your clients don’t pick up that energy during your phone call. If they do, the chances are that the deal you could have made is doomed.
4. Respect Your Client’s Time
When a time comes, and you cannot get to the phone under any circumstance, you will have to call the customer back. When you do, the first thing you need to clarify with your customer is if they have time to talk. The new client might be busy or not in the mood to talk to you. And, as in any business, the customer comes first!
By acknowledging and respecting their time, you will establish a better relationship with your potential client—a relationship filled with mutual respect and professional courtesy. Also, you won’t waste your time with a client that is not in the suitable headspace to take what you offer seriously.
5. Prove Your Knowledge to Your Client
Proving your knowledge is one of the most critical items on this list. The way to do that is to fill the client’s gaps regarding the buying or selling/renting process. If you provide the knowledge and expertise your client is looking for, you will instill confidence and trust in your relationship. What’s more, the client will feel safe and most likely choose you to help them rent, buy or sell their home.
Also, specifics help. A good technique you can use to prove your knowledge is to explain the difference between condos, condops, and co-ops to the client. To buy one of these property types requires you to know about specific contracts and financial costs. Also, it requires you to have a few tricks up your sleeve. That will allow you to evaluate your client’s knowledge and fill the gaps. Thus, you will establish your expertise and prove to your clients that you are the right agent for them.
6. Be Ready to Adapt to Any Situation
You might have closed hundreds of deals using the same strategy. However, if you want to close a hundred more, you need to be ready for everything. Use your first phone call as an opportunity to learn about your client’s tempo and tone.
If one of your clients understood everything you’re saying and your interactions with them only lasted for a few minutes, the next client might not be the same. Namely, maybe the next client will be more talkative, and you might find yourself talking to them about their favorite football team for 20 minutes.
However, no matter how unbearable the conversation is, you have to endure and adapt to how your client functions. Stick to their rhythm, and you will close the deal in no time!
7. Let the Client Take the Lead
When the introductions and the pleasantries are over, let the client take the wheel. As we mentioned, sometimes your client will be short and to the point, but sometimes they will want to speak their minds for a longer time. No matter what, it would be best to let them say whatever they want to say and let the conversation flow their way.
And, do not worry. Your time to speak will come. After you’ve listened to your client carefully and with your full attention, they will most likely return the favor. So, sit back and listen. Also, make sure that your client knows that you are paying attention and want to hear what they have to say. If you do not, they will not receive the reassurance they seek and will be discouraged from doing business with you.
After reading this, you have probably come to the same conclusion like we did. Namely, nailing your first phone call with a new client can determine whether you will do business with them or not. Also, if you are a real estate agent, phone call techniques can be your best friend.
Namely, you can establish so much with a new client over the phone. The main thing is that you do it the right way. If you do, you will gain a lot of information about the client, share information with them and prove your knowledge, and finally, secure future contact. Also, by the end of the phone call, you will probably be able to add a new client to your list if you use these techniques!