The Definitive Method for Securing Phone Appointments: A Comprehensive Guide for Real Estate Agents

Many real estate agents have attested to the tremendous results they've achieved through this dialogue, but it's crucial to recognize that the desired outcome is not solely dependent on the specific dialogue itself. Rather, it is the action of picking up the phone that truly makes a difference.

While I'd like to portray myself as the ultimate authority on telephone dialogue, the reality is that no one truly holds that title. What sets the Great apart from the rest is their willingness to invest extra hours in making phone calls. Therefore, my advice is to consider this dialogue as a starting point, without feeling obligated to memorize it or use it as a strict script. Instead, focus on two key aspects:

1. Assess whether you can provide assistance based on the individual's commitments and goals.
2. If you determine that you can indeed help, aim to secure an appointment or meeting.

To aid your success, here are some sample dialogues that can serve as valuable resources.

Step 1: Identification

To establish a strong initial connection, it's important to approach the conversation strategically. Instead of introducing yourself right away as "Darryl Davis from Power Realty," begin by mentioning the ad in the paper. By doing so, you avoid triggering any preconceived notions or potential dismissals. 

Imagine the scenario where you introduce yourself too early, resulting in a "click" or hearing someone say, "Hold on, let me get my parents. There's a realtor on the phone." It might even lead to the frustrating response of "Tell them we're not home!" Therefore, your opening statement should focus on the ad itself:

"Hi. I'm calling about the advertisement in the paper."

If the person who answers isn't the decision maker, they may respond with, "Hold on, let me get my parents." This step allows you to identify the right individual to speak with.

After confirming that you are speaking to the homeowner, proceed to the second question in the Identification step: "Is the house still for sale?" It's crucial to ask this question before revealing that you are an agent. By doing so, you prevent the homeowner from immediately responding with, "No, the house is already sold." Here's an example of how the conversation might unfold:

You: "I'm calling about the house for sale." Homeowner: "Yes?" You: "Is it still available?" Homeowner: "Yes."

Now, let's move on to the next part: Introducing Yourself.

Step 2: Introduction

To establish a personal connection, introduce yourself in a warm and friendly manner. Say,

"Greetings! This is Eric Baker representing Top Realty. How are you today? I hope you're doing well and navigating through your day smoothly."

Step 3: Clarification

To ensure a clear understanding, it's crucial to determine whether you're working with an agent or if you're open to collaborating with one for the sale of your property. 

"Allow me to explain the purpose of my call. I'm reaching out to see if you folks are open to partnering with agents during the process of selling your property."

Please take a moment to reflect on this question and provide me with a straightforward response, either a "yes" or a "no."

If the answer is "Yes, we are working with brokers," it's important to gather additional information. You may inquire, "Is your property currently listed with a broker?" This clarification is necessary because there are instances where sellers continue advertising independently while simultaneously listing with a broker. 

By asking this question, we can ensure we have an accurate understanding of your situation. If they respond with a "no" when asked about the property's current listing status, that's wonderful news, and we can proceed accordingly.

However, if the answer is "No, we are not interested in working with brokers," it's essential to explore their perspective further. 

You can engage by saying, "So, you're attempting to sell it on your own, huh?"  This question allows them to confirm their decision to sell independently. 

If they respond affirmatively, you can further inquire, "Is that because you folks want to save on the commission?" More often than not, they will respond positively. 

At this point, you can seamlessly transition to the next section and proceed with the following questions.

Step 4: Determine Their Goals

"Ah, I understand. Allow me to inquire further: Where are you folks planning to move? I need to grasp the specific location you have in mind. Additionally, I'm curious, why have you chosen that particular place? Understanding your motivations can help me tailor my approach to better meet your needs. Lastly, when do you need to settle into your new home? This timeline will aid in aligning our efforts effectively."

Now, you might wonder, how many questions should you ask? Well, the answer is simple: ask as many questions as it takes to gain a comprehensive understanding of their true commitments and gauge their readiness to invite you for a visit. 

Every conversation is unique, and the length of these discussions can vary greatly. I've had the pleasure of engaging in conversations that stretched over 15 minutes before securing an appointment, while others lasted only 60 seconds before scheduling the meeting. 

Instinct plays a crucial role at this stage, and it can only be honed through the experience of making numerous calls and engaging in diverse conversations. Trust your intuition, which develops over time and practice.

Step 5: Encourage Action

By the way, an alternative phrase for "encourage action" could be "close." However, I prefer "encourage action" because we follow a consultative approach rather than a manipulative sales technique. 

In real estate agent class, we train our real estate professionals to inform homeowners that we are inviting them to take action based on their commitment to selling and to explore all available options, including meeting with us.) 

There are a few different approaches you can take to accomplish this. For example, you could ask, "Would it bother you if I paid a visit to your property?" Isn't that a compelling question? What possible response could someone give—"Yes, I would be deeply offended!"? I've discovered that this line works exceptionally well with expired listings. 

When dealing with FSBOs, the most effective strategy is to inquire about their goals and then ask, "If I could assist you in relocating to Hunna Hunna without you having to pay a brokerage fee from the funds necessary for a successful move, would you find that interesting?" This approach is particularly effective, and here's why. This conversation creates the impression that we are offering our services for free. 

However, upon closer examination, it states that they wouldn't have to pay a fee from the funds they need, not the funds they desire! What they want and what they truly require are two distinct things. If someone challenges you on the phone with "How is that possible?" your response should be, "There are various ways. 

For instance, are you familiar with the concept of buyer agency, where the buyer may choose to compensate us? That is just one example of how it could work. However, let me first come over, evaluate your property, and determine if I can provide assistance. 

If I can't, I assure you that I will let you know within the first five minutes, so as not to waste your time. Does that sound fair?" Alright, that covered the telephone process. Now, let's move on to the expired listings dialogue, cold-call dialogue, and the traditional FSBO dialogue.

Expired Dialogue Technique

When sellers initially listed their house, they were filled with an exhilarating sense of anticipation for what the future held. The prospect of moving to a new home, and embarking on a fresh chapter of their lives, ignited their spirits. However, as time passed and their house remained on the market, the offers they received were consistently disappointing, leaving them with a profound feeling of rejection.

When reaching out to expired listings, it is essential to go beyond simply uncovering their level of commitment. Your primary focus should be to reignite their passion and reconnect them with the core reasons that motivated them to initiate this process. It's about bringing them back into the present, reminding them of the aspirations and dreams that propelled them to embark on this journey in the first place.

To jog your memory, let's review the five steps that underpin an effective telephone process: identification, introduction, clarification, understanding their level of commitment, and inspiring action. By following these steps, you will be equipped to engage in a profound conversation that has the potential to reignite the sellers' motivation.

With this in mind, let's envision how an expired dialogue might unfold, incorporating these principles:

1. Identify: "Hello, may I have the pleasure of speaking with Mr. Jones, the individual who recently had their house advertised for sale?"
2. Introduce: "This is Eric Baker from Top Realty. I hope this call finds you well. How are you today?"
3. Clarify: "The reason for my call is that I noticed your house recently expired off the Multiple Listing Service. I was curious to know if the house is still available for sale." At this point, Mr. James will respond with either a "yes" or "no." If he confirms that the house is still available, it's crucial to delve deeper and ascertain if he has relisted it on the Multiple Listing Service. On the other hand, if he responds with a "no," we need to determine the reason behind it. Has he sold the property? Has he taken it off the market? To gain clarity, we can directly inquire, "Did you manage to sell it?" If Mr. James confirms a successful sale, you can further clarify the situation by asking if the property is in contract. He may have an interested potential buyer, but no formal agreement has been signed yet. Once we have gathered this information, you can proceed accordingly.
4. Discover their commitments begin by expressing your surprise and curiosity: "As I review the Multiple Listing, I am genuinely perplexed as to why your property didn't sell. Can you shed some light on the possible reasons behind this outcome?" Give them a chance to vent their frustrations. They might respond with, "Well, it's because the real estate agent or the buyers lacked intelligence." Inquire further by asking a series of probing questions: "What motivated you to consider moving? Where is your desired destination? What is your desired timeframe for the move?" and so on. By delving into their motivations, you can bring them back to the forefront of why they decided to sell their home.
5. Encourage decisive action: At this point, you have various approaches to proceed. You can say, "Would it be acceptable if I scheduled a visit to your property to gain a better understanding of its unique features?" Alternatively, try this approach: "Allow me to pose a question: If I could assist you in achieving your desired relocation within your specified timeframe and secure the financial outcome you seek, would that pique your interest?" By extending an invitation and highlighting the potential benefits, you create an opportunity for them to consider taking action.

Cold-Call Dialogue: The Art of Numbers

Engaging in cold calls may seem simplistic, but it's all about playing the odds. Making successful cold calls doesn't require extraordinary skills, but let's delve into the process.

1. Identifying the Contact: "Good day, may I have the pleasure of speaking with Mr. John?" Typically, agents rely on a verse book or Cole's directory, also known as a "crisscross" reference, to swiftly obtain homeowners' names.
2. Establishing an Introduction: Greetings! This is Eric Baker representing Top Realty. How are you doing today? When initiating a cold call, it can be helpful to inquire, "Are you acquainted with our esteemed company?" Their response, positive or negative, is inconsequential at this stage.
3. Clarifying the Purpose: Allow me to explain the motive behind my call. We've recently listed a property, made a successful sale, or are actively seeking to expand our inventory. I was wondering if you might know anyone contemplating selling their home in your delightful neighborhood. By the way, it's crucial to avoid the clichéd phrase, "I have eager buyers seeking a home in your area." It's an overused tactic that I sincerely detest. Nowadays, sellers are astute enough to recognize this as a mere sales pitch. So, let's refrain from using it unless it happens to be true. Even then, exercise caution before employing it.
4. Assessing Their Level of Commitment: May I inquire about your tenure in this splendid neighborhood? And so forth.
5. Encouraging Action: Continue following the aforementioned approach as we've discussed.

Remember, in the realm of cold calling, numbers and strategy reign supreme. By embracing a thoughtful and engaging script, we can increase our chances of success.

Old FSBO Dialogue: Reigniting Opportunities

FSBOs, commonly known as individuals who previously attempted to sell their homes but didn't find success, can present unique opportunities. It's worth exploring your local library for archived newspapers from the past year as they may contain ads from these sellers. By obtaining copies of these ads, you can initiate contact. However, exercise caution with new agents; if the contact number has changed, it implies that the property has been sold and the owners have relocated. Now, let's delve into a dialogue with a twist.

1. Identifying the Contact: "Good day, may I have the pleasure of speaking with Ms. Reina?"
2. Establishing an Introduction: Greetings! This is Eric Baker representing Top Realty. How are you doing today?
3. Clarifying the Purpose: "Allow me to explain the reason behind my call. Our records indicate that you attempted to sell your remarkable home several months ago. Is our information correct?" It's essential to personalize this query for them specifically. To smoothly transition into gauging their level of commitment, employ the following sentence: "I ask about your property because we successfully listed numerous homes in your area during that same period. Where were you folks planning to relocate?" By subtly highlighting that other sellers entrusted us to market their homes in your vicinity and achieved a sale, you gently nudge the conversation towards introspection: "It appears that you made an attempt to sell, while our clients experienced success. Have you ever considered the possibility that involving us from the start could have made a difference?" Remember to maintain a friendly tone throughout this process.
4. Uncover Their Commitment and Inspire Confidence: Discovering what she is truly committed to will reveal if she still entertains the idea of selling her property. Guide her back to the initial reasons that sparked her interest in the process several months ago. Show genuine belief in your ability to assist her. By doing so, you can reignite her motivation and remind her of the possibilities that lie ahead.
5. Encourage Action and Arrange a Meeting: Once you have established a connection and reignited her enthusiasm, it's time to extend an invitation for action. Propose a meeting to discuss her goals and explore potential solutions. The face-to-face interaction will provide an opportunity to build trust and delve deeper into her specific needs. Before we proceed, let me emphasize a crucial point. I have provided you with ample dialogue and invested considerable time in each category. However, it's important to understand that success doesn't hinge solely on memorizing scripts or reciting dialogue verbatim. Instead, strive to be mentally present in every interaction, genuinely explore people's commitments, and provide guidance as their coach. It's essential to internalize that this process is not about you; it's solely about them. Embrace the core concept and steps—identify, introduce, clarify, uncover their commitment, and encourage action—and express them using your own authentic words. Consider this dialogue as the foundation upon which you will build your unique approach. 

Remember, the key lies in connecting with individuals on a personal level, understanding their motivations, and tailoring your communication to suit their needs. With practice and a genuine passion for helping others, you will excel in this rewarding profession.