Many agents ask me how to get prospects to pick up the phone. It’s all about your approach; every morning my team and I call leads together, and they frequently give me their “challenge” prospects, the ones who won’t answer their calls, to see if I can get a hold of them. Often, those clients end up calling me back because of the three things I do. My team began thinking I had a magic phone, but it’s not magic—it’s commitment to the right process.
Here are three things I do to get prospects on the phone with me:
1. Timing. Call as soon as they register on the website or click on a property. It’s crucial to catch them at the right time.
2. Double-tap and leave a voicemail. We call once and don’t leave a voicemail, then we call back immediately to show it’s important and leave a voicemail. Say who you are, what company you’re with, and why you’re calling. Sometimes I say I’ll try calling them again later.
3. Send a follow-up text. The text says that it was me who tried to call, I give them my contact information, and if you’re getting good at this technique, ask them a question that sort of forces them to respond, such as “Are you still looking to make a move?” or “Is there something I can help you with?”
These three things leave a lasting impression—mainly that you’re a real person, friendly, and not an intimidating salesperson. You’re simply asking them to call you back.
I outlined a list of everything we do, say, and text in what I call our “Call Cadence” for calling new prospects. If you’d like a copy, please send me an email. If you have any other real estate-related questions, call or email us. We would love to help you.