When you call up your leads, how many times in the past year have you been hung up on? How many times have you heard “How did you get my number?” or “Why are you calling me?”  or "I didn't sign up for anything!" If you’re relatively new, getting hung up on or dealing with objections like these might have made you think twice about calling your leads.

What if I told you there is a way to minimize these common objections and never get hung up on again? Full disclosure, you will still get hung up on … obviously, this isn’t magic. However, my team has used these simple scripts for years to deflect the objections that lead to the most hang-ups.

The key is to use these BEFORE the objections even come up.

Of course, different leads require slightly different strategies, so I organized the scripts by lead source. Remember to let me know what you think at the end of the article, and happy calling!

[Obviously step one is to generate the leads. Read Evergreen Guide to Real Estate Lead Generation in 2023. Getting bad phone numbers? See How to Convert Leads With Bad Phone Numbers (Email Scripts)]

1. Building Rapport Quickly With Zillow Leads

Love them or hate them, Zillow dominates our industry. Anyone who has even thoughts about buying a home has probably registered on Zillow, most likely early on in their search. Most of them are looking for something specific and very likely just want to talk with the listing agent. Did you know that the average registered lead has the potential of getting up to three phone calls almost immediately?

This is why the most repeated term in the real estate industry, “speed to lead,” is so profoundly important for Zillow leads. The lead’s information goes to the listing agent, to the Premier Agent who pays for the lead, and Zillow Concierge. No wonder Zillow leads are pissed off when we call, right?

So how do you break through and come away with a win? It is surprisingly simple. You just need to identify with the lead’s problem and be prepared for the two most common objections they will have: “I’m not really looking” and “I only want to work with the listing agent.”

Here’s a quick example script for your opening line to get as much info as possible without even talking about the home they registered for. The objection here is “I’m not really looking.”

Agent: Hey [first name]?

Lead: Yes?

Agent: I see you were on Zillow and requested information about 123 Main Street. What was it about that home that interested you?

Lead: It was near my mother’s home and in the perfect location.

Agent: Oh great, while I am looking for more information on the home, let me ask. How long have you been looking?

Lead: We were not really looking, I just saw this home and was thinking about it if it worked out.

Agent: Great, so do you rent or own currently?

Lead: Rent.

Agent: Are you in a lease term or month to month?

Lead: Month to month.

Agent: So if you found the perfect home, you could move at any time? Let me ask you, what would have to happen to make a move possible?

Don’t make the mistake most agents make and say “that home is already under contract.” If you do that, they will have no reason to continue the conversation with you. Instead, practice the script I just gave you and dig into their situation. In order to empathize and build rapport quickly, you need to understand their situation.

Here’s a script to handle the “I want to work with the listing agent” objection. This one is a quick conversation ender for many agents. If they get hung up on, it’s usually going to come after this objection.

Agent: Hey [first name]?

Lead: Yes?

Agent: I see you were on Zillow and requested information about 123 Main Street. What was it about that home that interested you?

Lead: Are you the listing agent?

Agent: No, I am not. May I know why is that important to you?

Lead: They know more about the house and I can get a better deal working with them directly.

Agent: I totally understand what you are saying. Just a quick question. Do you know that the agent was hired by the seller to make them the most amount of money? And that is a conflict of interest for them to save you the most amount of money and protect you from anything that does not require them to disclose?

Of course, this is not how the conversation ends. You will probably get one of two responses to this question:

Lead: Yes, that is fine, I have bought before. I don’t need an agent, I can do this myself.

Agent: So if you were going through a divorce, you would be OK using the same attorney?

Lead: Oh, I knew something of that but didn’t realize this, no.

Agent: Well, it’s my job to not only save you the most amount of money, but to protect your future investment. What is it exactly about this home that you wanted to know?

Note: Zillow Leads Require Multiple Call Attempts

The dirty little secret to success in real estate is that you just have to be a little bit better than your competition. Scripts help, but if you have trouble getting people on the phone in the first place, you’ve lost.

So when the speed-to-lead approach doesn’t work, meaning they don’t answer the phone on that first attempt, try and try again. Staying consistent with multiple call attempts is crucial to converting Zillow leads to customers.

The rule I train my inside sales agents (ISAs) to follow is a minimum of six to eight call attempts within two weeks. This is how you beat your competition because with this consistency you increase your chances of having a conversation. Meanwhile, the other agent lost because of the lack of follow up attempts. They tried once, maybe twice, and then they gave up. Always remember that follow up is EVERYTHING in real estate!

Read This: 15 Reasons Your Leads Aren’t Calling You Back (and How to Fix Those)

2. Building Rapport Quickly With Google PPC Leads

Leads from Google Ads are among the most common leads generated in the industry. I like to think of these leads much like they are walking into a store and the sales clerk asks, “Is there anything I can help you with today?” Like most of us in a store, they usually say something like, “No thanks, I am good” OR “I am just looking, thank you.”

Yet many agents get mad with leads who respond similarly. Why? That philosophy of speed to lead in my opinion isn’t relevant with Google or any pay-per-click (PPC) lead. These leads aren’t ready to be pounced on like a Zillow lead. That means your strategy to build rapport with Google PPC leads should be a little different.

Read Also How to Get Real Estate Seller Leads for Less Than $20 a Day?

As long as there is a call attempt within 12 hours, depending upon what time they register, that should be enough. Remember what I said about the Zillow leads and the amount of phone calls they get? These leads have their defenses up and are on high alert because more than likely, they didn’t just start and stop with your website. They probably registered on a few websites and probably registered on Zillow too. There is a large chance you are not the only phone call they are receiving. That means being too aggressive can result in a straight-up phone block.

In my personal experience with calling these leads, most are genuinely just looking. Who doesn’t like to look at homes? Your main goal calling them is to simply find out where they are in the process. Sure, the appointment is the ultimate goal, but you are more likely to get results from them long term with proper nurturing. So don’t get too aggressive. Save that for Zillow leads.

The way these leads usually find you is by literally typing “homes for sale in [city]” into Google and clicking on whatever comes up. Unfortunately, that means they might register on more than one website.

When I am training agents I always tell them, “He who has the conversation wins!” Keeping that in mind calling these leads and knowing they are “just looking” in several of your competitors’ databases is key.

Now that you understand where they are coming from, it makes talking to them so much easier. Here’s a quick opening script as an example:

Agent: Hey [first name]?

Lead: Yes?

Agent: I saw you were online looking at homes in [city] and wondered what your future plans are, or what you may be looking for.

The reason this opening line works so well is that it’s a laid-back approach. This helps drop their defenses of not wanting to be sold to. It’s quick and to the point. It also leaves less room for an immediate objection because you are directly identifying the fact they were searching online for homes … which they were! This is the first phase of breaking through with Google leads, dropping their defenses, and building rapport.

3. Building Rapport Quickly With Realtor.com Leads (& Others)

These leads can be in a variety of situations. Just looking, wanting more information on a specific property, or wanting to see a home—and don’t forget those strange people who say, “I wasn’t looking for homes online!!” Yeah, right! Then how did I get your phone number?

Just like Google PPC leads, always frame your opening question with how they were routed into your database. Here’s a good example script for your opening line:

Agent: Hey [first name]?

Lead: Yes?

Agent: I saw you were on [Realtor.com / Trulia / and so forth] looking at homes in [city] and wondered what your future plans are, or what you may be looking for.

Don’t worry about putting much focus on the name of your website or the company you work for. Most leads will remember registering on at least one website, but might not remember every site they registered with. These leads have been web surfing in so many places so they probably don’t remember the exact sites they registered or didn’t register for. Instead, what really matters are the questions you ask finding out where they are in the process to gain a sense of urgency.

Finding the lead’s intention, urgency, and current situation is paramount to converting these leads into customers as well as building your pipeline of future business.

4. Building Rapport Quickly With Facebook Leads

Facebook ad leads—like Zillow leads, we either love them or hate them. When everyone first started with Facebook ads, they were pretty much only advertising listings to make the sellers happy. I know I was.

In fact, with one listing I advertised on Facebook back when Facebook ads were new, the seller shared my post with everyone in their family, extended family, and friends. That meant a ton of inquiries. Of course, most were just curious and wanted to see more photos.

So yes, I got tons of leads from that ad, but they were all over the country with no real plans for moving. That meant a lot of phone calls resulting in nothing but frustration.

It is important to understand your market dynamics and be the solution to the problem your leads have in your market. This tactic is what is going to produce more quality leads.

Read How to Create Real Estate Facebook Ads That Actually Generate Leads

Here are a few Facebook ad headlines that will actually get you leads and not random people from all over the country:

Always use headlines that grab attention. Once you choose your audience, you are then targeting to their interests, creating a higher-quality lead. The most important thing to remember with Facebook leads is that they will have a longer turnaround time. Speed to lead is less of an issue for Facebook leads.

Read also 10 Real Estate Copywriting Secrets Professionals Don’t Want You to Know

Of course, when calling them, you should still always remind them that they were on Facebook and clicked on an ad that indicated they were interested in receiving a list of homes. Just remember to ask what specifically they would be interested in with respect to location.

Here’s a good script for Facebook leads:

Agent: Hey [first name]?

Lead: Yes?

Agent: I see you were on Facebook and were looking to receive a list of homes [ad specific]. Just wondering what exactly you would be most interested in; is there anything in particular that would interest you more?

Lead: I just want the list of homes. I am not seriously looking yet.

Agent: OK, great, not a problem. I can certainly do that. Let me ask you, what would be the reason for a move if you were to move in the future?

Lead: We have been thinking about downsizing.

Agent: Great, how long have you been in your home?

Lead: 20 years.

Agent: That is wonderful, so you probably have some great equity?

Lead: Yeah, our home is just about paid off. Not sure we want to get into a mortgage.

Agent: If it would be possible to trade homes and little or no mortgage, would you consider moving sooner than later?

Lead: I suppose so.

Agent: Would it be helpful to just look at numbers? No obligation. I can come out and tell you what a buyer would pay for your home in today’s market. Then we have a solid number that will allow us to see what is out there within those numbers and see what happens.

You have just taken a lead that “wasn’t that serious” and by digging a little deeper, were able to turn it around to an appointment. Will this work with every lead? Of course not. However, if you want a chance of converting any leads, you need to always be thinking about solving their problem. The first step is to equip yourself with the right questions to identify their problem. The next step is to propose your solution to that problem. Simple!

5. Building Rapport Quickly With Home Valuation Leads

Using a tool like AgentLEADS to create home valuation landing pages? The first lesson I learned with these leads is that they don’t necessarily own the home they are looking to get an evaluation on. Weird, right? Also, quite a few of these leads are more curious about the value of the homes they do own for refinancing purposes and not actually selling.

The best thing about these leads is that you are building an arsenal of potential sellers in your database. I want you to think long term and big picture about these leads. My best advice for new agents is this: You are in the database-gathering industry, whether you know it or not. The biggest value you have in your business is your database. Anyone who tells you differently is lying or not very successful. Contacts = contracts. It’s as simple as that!

Now let’s learn how to have a conversation with these leads.

Option 1:

Agent: Hello [first name]?

Lead: Yes?

Agent: I saw you were online and were curious about the value of the home on 123 Main Street.

Lead: Yes, I was.

Agent: Did you find what you were looking for?

Lead: Pretty much. I was just talking with my neighbor and we were just discussing our neighborhood and a home that has gone up for sale, and we were wondering what our homes were worth.

Agent: Were you happy with the number?

Lead: Yes, for the most part.

Agent: I just wanted you to know that what you received is very general number and more than likely a pretty broad range. How long have you been in your home?

Lead: 10 years.

Agent: Are you thinking about maybe selling and making a move?

Lead: No, not until our kids graduate school and our youngest is 13, so we have at least five years.

Agent: Just wondering—do you think there would be anything that could happen that would make you move sooner?

Lead: Very doubtful, as our next home will be our last home and will probably be near the water somewhere.

You could also run into the situation that they were looking at the value of a home they were interested in purchasing that may be a FSBO or former childhood home. This is why I always open up with the next option.

Option 2:

Agent: I saw you were online and were curious about the value of the home on 123 Main Street.

Lead: Yeah, I drove by the home and saw a sign in the yard, but couldn’t find it online.

Agent: What is it about this home that interests you?

Lead: I pass it every day going to work and it is so much closer for me. I have always liked it and was just wondering what is going on with it.

Agent: I can certainly find out for you. Are you looking to make a move closer to work?

Lead: No, I just saw this home and was curious.

Agent: Is there a price range of interest? If there would be something we could make happen for you, would you be interested in exploring or potentially making a move?

Taking conversations this far gives you a great indication of time frame. Remember we can’t make people move—we can only offer suggestions and see if it piques an interest.

Over to You

How do you build rapport quickly on the phone? Have a great tip or script? Let me know in the comments.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here 👉 https://www.yasserkhan.sg/👈

YASSER KHAN

Author, Coach & Trainer

Yasser Khan earned less than $1,000 in his first year as a full time property agent. With no money for the $2 train fare to his Broker's office, he was forced to walk 25 kilometers on foot. Worse, he got evicted at midnight with his wife and baby son by the roadside. Desperate, he bought a $16 Sales book and took massive action. That single investment in himself gave him an OBSCENE ROI of $160,000 in just 11 months. Today, Yasser is on a mission to make the real estate great career again and helps ambitious agents quadruple their commission income within 90 days.

Yasser Khan is a real estate coach at YasserKhan.SG, trainer at PropertyAgentUniversity.com and the author of Property Agent Secrets Book who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S. plaguing the industry today.  

Yasser Khan’s approach to coaching is highly personalised, holistic, no B.S., and for “PROS ONLY… amateurs not allowed.” He believes that true success means winning in every single area of your life (like Financial, Family, Social, Physical, Mental, Spiritual and Fun).

When Yasser isn’t coaching, he loves playing GOTY PC Games with top-of-the-line Razer products and being a kid again with his 3 naughty children (actually, boss babies...), traveling to and across scenic Pakistan, enjoying hot & spicy food, taking pictures of the Milky Way with his favourite Canon DSLR and reading up all about Dinosaurs (especially T. Rex)

Is there anything worse than working a new lead, only to have them straight up ignore your calls and emails? After all, you’re getting leads, so your lead gen strategy seems to work just fine. They just don’t seem to want to talk to you. What are you doing wrong?

Well, you’re probably doing a lot wrong … or maybe you’re doing nothing wrong. After all, getting a lead on the phone is hard work. Getting them to return your call is even harder.

That’s why I put together this guide to help you increase your odds of actually getting your calls returned by leads, customers, or even listing agents.

1. You Waited Too Long to Follow Up

This is the biggest reason your leads aren’t calling you back. You’re waiting too long to reach out to them. In fact, an MIT study found that your odds of reaching a lead decrease more than 100 times after half an hour.

It makes perfect sense when you think about it. If your lead is reaching out to you at 2:00, they probably have at least a few minutes of free time after that to take your call. After that? All bets are off. How many times have you had to screen calls when you’re on a showing? Do you call your leads back with your client right in front of you?

How to Get Them to Call You Back

Get back to your leads as soon as humanly possible. You may even want to tell your buyer clients that you may have to pick up your phone occasionally while you’re on a showing. If you’ve established a rapport, most of them won’t mind at all. In fact, they’ll be rooting for your to get that new client.

Make Sure You Use a CRM That Has Workflows to Schedule Outreach

While it can be tricky to figure out the best time to reach out to your leads, an easy-to-use, relationship-focused customer relationship manager (CRM) like AgentLEADS makes the process much easier. AgentLEADS lets you micro-segment your leads, automate relevant follow-up messages, and build blended workflows that include text messaging, calls, emails, and more to help you build relationships faster.

Visit AgentLEADS

2. You Didn’t Sound Confident Enough

Everybody has off days. Even if you’re a social butterfly who’s a voice coach on the side, chances are you’re not always going to be “on” every time you call a lead. For competitive FSBO or expired listings, you may never recover from that first nervous impression.

How to Get Them to Call You Back

Beyond a really, really, good follow-up email and a prayer, you’re probably out of luck here. Better to try and avoid this in the first place. Here are a few tips to sounding confident on the phone.

1. Call your important leads after warming up first on a few others

You’re going to be rusty for the first few calls, so building up confidence is key. You’ll also remember that rejection won’t kill you.

2. Stand up when you make your calls & pace if you have to

When you’re hunched over, sitting down, your diaphragm is compressed, which makes it very difficult to project your voice. Standing up will trick your brain into feeling more confident.

3. Recite your script out loud a few times in the mirror before calling

Yes, it’s cheesy, but practice makes perfect. It’s the only way to get better!

4. Try a ‘power pose’ before making your calls

You might feel cheesy doing this too, but power poses can help you build confidence. Here’s Amy Cuddy on the psychological power of power posing.

5. Be good at your job

Real confidence only comes from knowing what you’re talking about and having the right answers to the inevitable objections that will come up. So study the market as if your job depended on it. Because it does.

6. Memorize common objection handlers

If you do manage to get someone on the phone, if you don’t have good objection handlers ready to go, your confidence will fade as soon as your lead stumps you with a common question. I put together an excellent article on objection handlers here.

3. You’re Not Getting Through Receptionists or Other Gatekeepers

While a work phone number is far from ideal, sometimes that’s all you can get. For leads who work in a corporate environment, this can be fatal. After all, any receptionist or administrative assistant worth their salt is trying to save their boss from the dreaded cold caller.

How to Get Them to Call You Back

Experts agree that the absolute best thing you can do to get that coveted sticky note from reception on their monitor is super-easy. Be very, very nice to any receptionist you encounter. Creating a sense of urgency can work as well, but be careful not to overplay your hand here. Experienced receptionists will sniff out your hard sell and you’ll NEVER get through.

If you’re pitching a company for relocation referrals, then you should send over a nice gift as well in order to get in front of a decision-maker for a pitch. Cold calling alone isn’t going to cut it.

“Hi, this is Nick with Keller Williams Realty. Joe inquired about a home for sale and I’d love to chat with him further. It’s a hot property in a desirable town and I don’t want him to miss out if he really wants to get in there and see the home. Can you put me through?”

4. Millennials Don’t Realize That iPhones Can Also Make Phone Calls

Well, not really, but if you’re over say, 40, then working with millennials requires some adjustments. First and foremost, millennials grew up with text messaging. For a lot of them, a phone call is reserved for dire emergencies, and even then they might just send an emoji instead of calling you:

How to Get Them to Call You Back

Hmmm. Not sure how to break this to you, but unless you’re calling them to let them know their car is on fire, you might as well give in. After all, you should be sending a follow-up email (or better yet text) along with your calls anyway.

5. You Didn’t Make a Personal Connection

The idea that real estate is a relationship business is such a well-worn cliche at this point that it hardly bears repeating. Sadly, many newer agents still don’t get the message. They work hard at “selling” and never try to build an actual relationship built on reciprocity and selfless work.

Of course, there are always people that you’re not going to click with for one reason or another. For example, at a busy open house, the odds of being able to connect in the 15 seconds you have to chat is pretty much zero.

How to Get Them to Call You Back

If your first call or email was detail-heavy, a more personal message might work to get them on the phone. I’ve had luck with follow-up voicemails that acknowledge just how busy they are and offer a specific call-back time.

Something like:

“Hey________, I know you’re really busy, so sorry for that long message yesterday. I just wanted to give you as many options as possible. I’m free today at 3:00 or tomorrow from 2:00 to 7:00 for a call. Which works best for you?”

6. You Didn’t Have a ‘Call to Action’ in Your Voicemail or Follow-up Email

Here’s one from Enrique A. Huerta, an agent at Pacific Sotheby’s International Realty in Laguna Beach:

“Oftentimes, agents don’t leave a ‘call to action’ in the voicemail that is compelling enough to return a call. If someone signs up on a website to browse properties, and the agents just call to ‘check in,’ what does that mean? The prospect may think that the agent is just doing his job by following up, but since the lead may not be in a hurry to do something, there’s no reason to return the call. Thus, agents should always include a compelling ‘call to action’ in their voicemails.”

How to Get Them to Call You Back

Simple. Always remember to include a call to action in your voicemails, emails, and texts. Your leads have to know both how and when they should reach out to you. Here are a few examples of effective calls to action for voicemails:

7. You Pronounced Their Name Wrong

As someone who grew up on Long Island with a very French name, I will almost always give someone cold calling the benefit of the doubt before hanging up when they mispronounce my name.

That said, if they’re not even close, my finger is reaching for the end call button.

People with more common names that you still manage to butcher are not as likely to be as forgiving. After all, you can find out how to pronounce most names with a quick Google search. If you can’t find a good pronunciation or are a bit unsure, then skip their name entirely. The point is that you need to make an effort here, so winging it is not an option.

How to Get Them to Call You Back

Well, there’s no easy way to say this, but if you butchered their name on a voicemail, there’s not much you can do here beyond normal follow up. You just have to hope they didn’t take offense or hear from an agent who took the time to learn how to pronounce their name properly.

8. They’re Already Working With Another, Better Agent

For hot leads, working with another agent is a very likely reason they won’t call you back. If you can get them to admit it, great. Just mention that you’re there to help if they ever need a second opinion.

How to Get Them to Call You back

You could always try telling them something like “I have an important market update for you that could drastically affect the price of your home,” but if they just started their relationship with another agent, coming across as too aggressive might backfire. Of course, you would also need that “important market update”—and it better actually be important!

9. You Told a FSBO That You Had Clients That Wanted to See Their Home

OK, time to come clean. How many of you have left a voicemail with an FSBO telling them about all the great clients you have for their listing? While it may have seemed like a great idea at the time, most experienced listing agents will tell you this is a surefire way to ensure you NEVER get their business.

After all, you just proved to them that their FSBO strategy is working! All they need to do is list their property on their own, and eager-beaver new agents will call and offer up their buyers. Why on earth would they hire you to represent the listing? Worse, DO YOU have clients for their listing?! If you don’t, you’re starting out your relationship on a lie.

How to Get Them to Call You Back

Well, this is not all that difficult. Don’t leave voicemails telling them about your buyers. Instead, be honest. Take the time to figure out what they’re doing wrong and tell them you have a way to get their home sold faster and for more money.

10. You Didn’t Mention How You Got Their Number

Let’s face it. No one likes to get cold called. Even if they really, really need your services. That means not mentioning how you got their number can be a huge red flag.

Even if you didn’t cold call, they might not have remembered who the heck they reached out to on Zillow. A random call from a random real estate agent means instant delete for most people.

How to Get Them to Call You Back

Simple. Make sure to tell them exactly how you got their number right away. For example,

“Hi, this is Jessica from XYZ Realty, just following up on your online inquiry for 1234 Broadway.”

OK, OK. Leads you got from the AgentLEADS or another lead service might not be thrilled to have their information out there. Well, there’s nothing you can really do here, but rest assured that you’re not the only one calling, so you might as well be honest.

That said, “I got your number from the internet” won’t cut it. Instead, try something like “I got your number from a database of people from XXX who might benefit from our services.”

11. You Didn’t Even Leave a Voicemail

The odds of your lead dialing a random number that left them a creepy half-second of silence on their voicemail is zero. Since almost literally everyone screens their calls these days, that means no voicemail = no call back. Maybe they’ll get your follow-up email, maybe they won’t. So why not leave a message? What are you afraid of anyway?

How to Get Them to Call You Back

Leave them a friendly, concise voicemail that lets them know who you are, how you got their number, and hint at your value proposition.

Of course, you’re going to want to leave messages for some leads, but not others. Generally speaking, I would avoid leaving messages for FSBO or expired listing leads. They’re going to have a TON of people calling, and unless you have an amazing voicemail script, a call back isn’t likely. Instead, send a follow-up email.

12. You Called Too Late at Night

Playing phone tag with your leads is hard enough, but trying to figure out when they’re going to be most receptive to your call is even trickier. A lot of newer agents make the mistake of reaching out in the late evening, with the idea that the lead will have some free time away from work.

While this makes sense on paper, put yourself in their shoes. You just had a 12-hour day of showings, cold calling, and working feverishly on your website. You eat dinner standing up over the counter answering emails, then you collapse on the couch to scroll through Netflix with what’s left of that rosé you opened last night … your phone rings … do you answer it? Of course not.

How to Get Them to Call You Back

While some people might get offended that you would call so late at night, most people won’t. All you really need to do here to get them on the phone is reach out again during a more sociable hour.

Of course, you won’t have to deal with this problem if you address it with your leads on your first contact. Make it a point to talk about the best times for calls, emails, or texts during your first meeting to ensure never reaching out when they’re not receptive to calls.

13. They Didn’t Get Enough Social Proof to Take You Seriously

Anyone who gets a ton of calls, which your leads WILL BE if they’re any good, is going to take a minute or two to Google you before calling back. What are they going to find? Does your personal website or Zillow review page show up under searches for your name? Can they even spell your name?

Don’t have a good personal website? Now is the time to start building one and getting it to rank for your name. Check out our guide on the best real estate website builders here to get started.

How to Get Them to Call You Back

If you don’t have much of a social footprint yet, either tell them exactly where to look on your voicemail or skip leaving messages entirely and focus on emails or texts where you can link out to the social proof you want them to see most.

14. You Gave Away Your Hand in a Voicemail

“Hey Jennifer, I just spent a few hours running the numbers and I think I can get you $850,000 for your listing. Call me back so we can discuss. My number is 555 ….”

Meanwhile, smarter agents have already told her that your number is either way too low or maybe way too high in their initial calls. Then they backed it up with a solid comparative market analysis (CMA). They’re going to wait until they get a listing presentation before (trying!) to prove the cold hard evidence to convince them of their listing’s market value.

How to Get Them to Call You Back

Well, there’s really not a whole lot you can do here besides trying again. When you do, maybe try an email that carefully breaks down how you came up with the price that you did. If you’ve got a ton of relevant experience, mention that as well.

You should also do your homework and actually have a CMA ready for hot leads. This way, when you mention you have a CMA for them, you can offer to send it immediately. This proves you’re not just trying to sell to them, but are already working on their behalf.

Don’t have a solid CMA strategy? Check out our guide to writing CMAs here.

Read the Article

15. They’re Dreamers, Tire Kickers, or Time Wasters

OK, let’s pour one out for the tire kickers, dreamers, and time-wasters out there. Even though the odds of them pulling the trigger this year are close to zero, they’re great for practicing your pitches. Of course, just because they might never buy doesn’t mean you shouldn’t try and knock it out of the park.

How to Get Them to Call You Back

Why would you want them to call you back? Instead, put them on a drip campaign, and try to nurture them. The goal here is to get them to stay in reality, but they might have friends who don’t live their lives in the clouds. But at the end of the day, maybe you don’t really need these jokers to call you back.

Over to You

Have a great strategy for resurrecting leads from the grave? Let me know in the comments.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

Yasser Khan earned less than $1,000 in his first year as a full time property agent. With no money for the $2 train fare to his Broker's office, he was forced to walk 25 kilometers on foot. Worse, he got evicted at midnight with his wife and baby son by the roadside. Desperate, he bought a $16 Sales book and took massive action. That single investment in himself gave him an OBSCENE ROI of $160,000 in just 11 months. Today, Yasser is on a mission to make the real estate great career again and helps ambitious agents quadruple their commission income within 90 days.

Yasser Khan is a real estate coach at YasserKhan.SG, trainer at PropertyAgentUniversity.com and the author of Property Agent Secrets Book who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S. plaguing the industry today.  

Yasser Khan’s approach to coaching is highly personalised, holistic, no B.S., and for “PROS ONLY… amateurs not allowed.” He believes that true success means winning in every single area of your life (like Financial, Family, Social, Physical, Mental, Spiritual and Fun).

When Yasser isn’t coaching, he loves playing GOTY PC Games with top-of-the-line Razer products and being a kid again with his 3 naughty children (actually, boss babies...), traveling to and across scenic Pakistan, enjoying hot & spicy food, taking pictures of the Milky Way with his favourite Canon DSLR and reading up all about Dinosaurs (especially T. Rex)

Looking for more real estate lead generation ideas besides cold calling and door knocking? Generating quality leads is how every real estate agent sustains their business, and this requires never ending effort. The fact that good real estate lead generation ideas can significantly impact your business is nothing new. In fact, the true reason behind why some real estate agents may not make a lot of money or even quit the industry is because of not having a consistent pipeline of incoming real estate leads. And this can often be easily fixed by trying out new ideas and ways of getting home buyer and seller contacts, on top of what you are already getting right now.

The Ultimate List of 200 Ideas to Get Real Estate Home Buyer Seller Leads in 2022 and Beyond

Check out this special guide featuring 200 different marketing ideas you can use to advance your real estate marketing strategy, and — over time — more easily and efficiently attract new listing website visitors, turn those individuals into workable leads, move those prospects through your marketing and sales funnel, and convert them into new clients.

I've strived to make the core idea behind each list very simple and very easy to understand, without lengthy explanations.. Take each item on the list at face value and go ahead to implement the ones you think will give you better returns.

Remember, there are no bad ideas, only bad implementation.

1. Build strategic partnerships with other professionals.

2. Throw a housewarming party.

3. Become a restaurant regular.

4. Send a handwritten note.

5. Improve your copywriting.

6. Learn and master making better offers.

7. Improve your story telling skills.

8. Leverage the internet to advertise at scale.

9. Advertise through more traditional media.

10. Build websites for your team members.

11. Invest in digital name cards that use NFC technology.

12. Develop a niche in real estate.

13. Use 'Coming Soon' signs.

14. Head to an open house.

15. Generate leads via LinkedIn Groups.

16. Organise educational events.

17. Don't neglect calling and following up with leads.

18. Target 'For Sale by Owner' FSBO listings.

19. Target 'For Rent by Owner' FRBO listings.

20. Reach out to expired listings.

21. Reach out to friends and family.

22. Rely on satisfied customers to generate referrals.

23. Work with divorce leads.

24. Partner with divorce lawyers.

25. Follow Facebook pages and Groups specific to your city.

26. Join LinkedIn groups specific to real estate.

27. Find in-person or online networking events on Meet Up.

28. Answer real estate questions on Quora.

29. Join real estate communities on Slack.

30. Research Instagram hashtags to uncover new ways to reach home buyers or sellers.

31. Build your website dedicated to your own personal brand and several real estate sites for real estate.

32. Add photos of the listings you represent on the homepage image slideshow.

33. Incorporate explanatory copy over the slideshow photos displayed.

34. Write in-depth copy for your homepage that briefly explains your brand.

35. Feature at least one insightful testimonial on your website homepage.

36. Design branded images and photos you can use it on your slideshow too.

37. Showcase a dozen of the best local marketing listings on your homepage.

38. Link your social media accounts to social sharing buttons on each page.

39. Sync your blog with your homepage to feature the latest posts published.

40. Include a mortgage calculator at the bottom of your website homepage.

41. Implement a homepage form that allows visitors to contact your agents.

42. Mention your certifications and designations on your about page.

43. Note your sales history on this page as well to show your record of closed deals.

44. Detail the specific real estate niche or market you serve on the about page.

45. Relay your local housing market knowledge to prove your expertise.

46. Make your headshot prominent on this page for visual branding.

47. Include the total number of homes you’ve sold or helped buyers purchase.

48. Demonstrate your success by noting the total value of closed deals too.

49. Be human — that is, personable and relatable — in your about page copy.

50. Link to an explainer video or guide that offers more brand information.

51. Promote your brand with a modest sales pitch for your real estate agency.

52. Highlight all of the members of your agency on a dedicated team page.

53. Provide brief job descriptions for each person at your real estate firm.

54. Ensure you have professional headshots of each employee for this page.

55. Spotlight a few testimonials of each sales rep on their agent subpages.

56. Link to your portal profiles (e.g. Zillow, 99.co) and those of your agents.

57. Make sure each agent’s business background is shared here as well.

58. Create a recruitment page to secure applications from potential hires.

59. Post a graphic to this page that provides an agency history timeline.

60. Accentuate the company culture by publishing agent profile videos.

61. Embed an interactive map showing where your firm has sold listings.

62. Develop an area page that goes into detail about your entire market.

63. Craft community pages that outline what’s going on all around town.

64. Generate neighbourhood pages that discuss micro areas in your market.

65. Find several links to local establishments you can add to these pages.

66. Interview influential locals and feature their insights here as well.

67. Produce videos about your market to embed them on these pages.

68. Take photos around town and incorporate those on the pages too.

69. List out notable facts about your market on your main area page.

70. Note what makes each part of your market unique neighbourhood pages.

71. Detail schools, businesses, restaurants, et cetera in your market here.

72. Set a reminder every few days to promote the new listings featured on your LISTINGS page.

73. Test different types of listings to add to LISTINGS pages to see which earn more.

74. Implement Map Search on your LISTINGS pages to offer a modern search experience.

75. Add the Natural Language Search bar to LISTINGS pages to simplify buyers’ searches.

76. Create different LISTINGS pages for different niches (e.g. for various price ranges).

77. Include a dozen or so photos of each LISTINGS listing on each property details page.

78. Ensure all relevant MLS data is featured on all of your property detail pages.

79. For your listings, make the MLS listing descriptions as appealing as possible.

80. Embed a school map here that shows all educational institutions in your market.

81. Let visitors know when showings are happening with an open house calendar link.

82. Develop a dedicated testimonials page featuring short-form client reviews.

83. Generate a separate reviews page featuring some long-form client feedback.

84. On both pages, add headshots or other photos of the clients in question.

85. Create a PDF case study compiling all client reviews to offer as a download.

86. Get some clients on camera to shoot review videos you can embed site-wide.

87. Mash up all of that footage into one mega-testimonial video you can promote.

88. Add links to these pages and videos in your email marketing campaigns.

89. Post some of your reviews and similar content to your social media accounts.

90. Feature other client insights on other pages of your website (e.g. blog posts).

91. Design an infographic compiling the best testimonials provided to you.

92. Put together some infographics highlighting local housing market data.

93. Create checklists and reports for your particular home buyer or seller audience.

94. Conduct Q&As with local influencers and turn them into attractive guides.

95. Shoot and publish several videos spotlighting brands around your market.

96. Craft videos that explain general buying or selling concepts for visitors.

97. Post videos featuring your agency staff to humanize your brand online.

98. Review local restaurants and shops and share your thoughts via video.

99. Embed your Twitter timeline on your website to spark social engagements.

100. Publish a graphic that shows your sales numbers versus the local agent average.

101. Develop a monthly or quarterly digital magazine to share company news.

102. Research popular, long-tail, locally focused keywords to add to your site.

103. Segment those keywords into distinct groups for each website page.

104. Download SEO Guides to better rank your website.

105. Include pertinent keywords in the URL.

106. Add keywords to your pages’ meta data (e.g. title tags, meta descriptions).

107. Integrate subject-specific keywords into all of your website blog posts.

108. Only publish content your audience wants (e.g. posts about your market).

109. Keep visitors on your website longer by linking to other site pages often.

110. Link to other reputable, relevant sites to enhance your search ranking.

111. Ensure your UX is stellar by offering clean site navigation on each page.

112. Add Call To Action button at top of your page.

113. Adjust pages with “weak” keywords by replacing them with new ones.

114. Double down on “strong” keywords by creating new pages using them.

115. Capitalize on local trends and events by adding related keywords to your site.

116. “Own” brand keywords by using them on your homepage and about pages.

117. Examine your keywords’ popularity weekly in Google Keyword Planner.

118. Get other websites (e.g. local blogs) to link back to your AgentLEADS site.

119. Avoid linking to “low-quality” sites (e.g. spammy sites, shady brands).

120. Revamp the copy and multimedia for pages that fail to grow organically.

121. Fix broken links, images, and videos ASAP to avoid an SEO rank drop.

122. Survey leads to see what they want you to write about on your blog.

123. Identify common questions buyers and sellers ask, then write about them.

124. Create an editorial calendar to map out your ideas and schedule posts.

125. Research other real estate agents’ websites to learn what they blog about.

126. Blog about your market: housing data, design trends, new construction, news.

127. Write roundups of fun things going on in and around your community.

128. Offer home decor and maintenance advice for your local audience.

129. Share the occasional opinion piece on the state of your local market.

130. Mention other top vendors and businesses in your area (e.g. lenders).

131. Do a blog post series on up-and coming neighbourhoods around town.

132. Curate other content you find online you think your audience would enjoy.

133. Develop real estate-oriented listicle articles (a la BuzzFeed).

134. Create a “best-of” post series about interesting aspects of your market.

135. Share your real estate wisdom with tips-and-tricks and how-to posts.

136. Promote the homes you represent by creating “new-listings” articles.

137. Recommend locals you think your visitors should follow on social media.

138. Recap the homes your agency closed in the last 30 days in a monthly article.

139. List out several resources to help your buyer or seller audience in a post.

140. Spotlight the best schools in your area and reviews others have written.

141. Provide a summary of an event you conduct or attend (e.g. local meetup).

142. “Boost” organic Facebook posts to drive even more traffic to your site.

143. Launch Facebook ad campaigns that link back to various site pages

144. When hosting Facebook Live events, direct viewers back to your website.

145. Share links to your blog posts and website resources on Facebook.

146. Link to website pages with lead capture in local Facebook Groups.

147. Tweet links to your real estate listings early and often on Twitter.

148. Automate shares featuring links to blog posts on your AgentLEADS site.

149. Conduct Twitter Q&As with your audience, then share links to your site.

150. Pin links to high-converting pages atop your Facebook and Twitter accounts.

151. Post photos and videos of your listings daily on these social network

152. Add your real estate website homepage link to each social media bio.

153. Update your brand’s Pinterest board with blog post links regularly.

154. Schedule daily updates to LinkedIn featuring recent blog entry links.

155. Include your site URL in all social media banner and header images.

156. Implement social “share” buttons for each blog post on your website.

157. Follow others on all social media to attract more attention to your accounts.

158. “Like” and “favourite” several shares daily to drive awareness to your pages.

159. Engage with those who interact with your shares to increase site traffic.

160. Hold social media contests to generate more brand buzz and site visits.

161. Join the most important Real Estate Groups & follow inspirational Instagram accounts.

162. Track your real estate leads’ activity on your AgentLEADS website.

163. Organize, segment, and score the leads in your CRM system accordingly.

164. Set regular tasks and reminders to keep in touch with your leads.

165. Add detailed notes to each lead’s profile as new details emerge.

166. Update your CRM database while on the go with AgentLEADS Mobile.

167. Import prospects from other lead generation sources (e.g. Zillow, PropertyGuru).

168. Use your CRM reporting to see where your leads are coming from.

169. Schedule drip email campaigns for each of your lead segments.

170. Allot time each week to refresh your drip email marketing campaigns.

171. Include links to your hottest and latest listings in drip emails to leads.

172. Make sure your website and your agents' websites are consistent with your brand's visual identity.

173. Contact our sales department if you want us to build your website from scratch.

174. Make AgentLEADS your main lead management system with an Advanced subscription.

175. Choose Office Builder Subscription if you want to offer and manage digital marketing for their agents.

176. Pay $5 only for Agents who have active (launched) AgentLEADS website.

177. Have quick access to your agents' websites.

178. Collaborate with Ride Hailing Apps like Uber, Ryde, Grab etc. to feature you for a fee.

179. Find popular apps for ad placement on the App Store or Google Play Store.

180. Get popular online forums to feature you.

181. Get ad placements on free classifieds portals like Craigslist.

182. Advertise on local newspapers and hobby magazines.

183. Collaborate with renovation portals to showcase your services for a flat fee or a percentage.

184. Reach out to Contractors and building professionals.

185. Negotiate a referral fee with mortgage brokers.

186. Place hanging flyers in trains, taxis, buses and other forms of public transportation.

187. Distribute flyers.

188. Showcase your sales and results on your flyers

189. Author a book about  real estate topics you are an expert in.

190. Sell your book on Amazon.

191. Give away free copies of your book to past clients.

192. Give away free copies of your book to prospects in appointments.

193. Use AgentLEADS integrations to connect with leads across the web, market your website, promote your content, and much more.

194. Order a free copy of my book Property Agent Secrets

195. Download my entire Marketing Library of all the member's ads that I wrote.

196. Sign up for an 'Ad Clinic' where I troubleshoot all your ads.

197. Sign up for my Coaching Program

198. Check other Training Resources and Downloadable materials from YKC.

199. Outsource your website marketing projects with YKC Services.

200. Get regular online marketing advice from YKC by signing up for my email newsletter.

RELATED ARTICLE

100 Viral Real Estate Blog Ideas for 2022 (+ Examples and Expert Tips)

Looking to set up a new real estate website with built-in Listings/MLS search/ Property Portal, premium themes, and indexable property pages? Head to agentLEADS.sg and get started with a 30-day free trial.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

Yasser Khan earned less than $1,000 in his first year as a full time property agent. With no money for the $2 train fare to his Broker's office, he was forced to walk 25 kilometers on foot. Worse, he got evicted at midnight with his wife and baby son by the roadside. Desperate, he bought a $16 Sales book and took massive action. That single investment in himself gave him an OBSCENE ROI of $160,000 in just 11 months. Today, Yasser is on a mission to make the real estate great career again and helps ambitious agents quadruple their commission income within 90 days.

Yasser Khan is a real estate coach at YasserKhan.SG, trainer at PropertyAgentUniversity.com and the author of Property Agent Secrets Book who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S. plaguing the industry today.  

Yasser Khan’s approach to coaching is highly personalised, holistic, no B.S., and for “PROS ONLY… amateurs not allowed.” He believes that true success means winning in every single area of your life (like Financial, Family, Social, Physical, Mental, Spiritual and Fun).

When Yasser isn’t coaching, he loves playing GOTY PC Games with top-of-the-line Razer products and being a kid again with his 3 naughty children (actually, boss babies...), traveling to and across scenic Pakistan, enjoying hot & spicy food, taking pictures of the Milky Way with his favourite Canon DSLR and reading up all about Dinosaurs (especially T. Rex)

Do you know what's the BEST time to call every single one of your prospects for follow up?
It is RIGHT NOW!

• Not tomorrow...
• not one hour later...
• not next week...

RIGHT NOW!

So, a lot of agents ask me when is the best time to follow up with their prospects or leads... and my answer, just like right now, is ALWAYS going to be the same: it is always in that point of time when you get that lead.

You should immediately, as soon as possible, follow up with them.

Call them.
Pick up the phone.
Just do it.

There's no other time, for one very simple reason.
And that reason has to do with your prospect, not with YOU.

Because chances are, if you put off calling them back, if you put it off to one hour later, tomorrow, or whenever you're free, it will be too late.

Here's why.

It's a very simple reason.
The second you get the lead, it IS the BEST possible time to follow up with them because THEY'RE STILL ON THEIR MOBILE PHONE!!!

They're still at the place where they wrote in the inquiry to you or whatever is it they did to generate themselves as a lead for you... an SMS, email, website form or whatever it is...

The absolutely best time in that scenario is RIGHT NOW!
As soon as you get the lead, immediately drop whatever you're doing (except when you're in an appointment, a meeting or any money-making, income-producing activity) you should immediately pick up your phone and make the phone call back.

Call them on the spot.

There should be NO EXCUSES (aside from income-producing activities).

The reason is because

1. today, people have shorter and shorter attention spans...
2. they don't want to wait around (for others)...
3. they no longer have patience...

So you have a very limited window of opportunity...

Put yourself in the prospect's shoes...
Let's say you're in the market to buy something... and you've come across a few options... Which option are you going to choose if all the prices are the same, for the sake of argument... Picture yourself looking at 4 different products of the same price and attributes... maybe you want to buy a watch online, for example. so you have a few watches you're looking at, all at the same prices...

Which one are you going to pick up?

I'm willing to bet you'll pick up the one who is fastest to follow up with you!
Why?
S/he answered your questions when you really needed the answers the most!

So using this example, the best timeframe for following up was immediately.
So you (as a prospect) will pick up the fastest person who responds to you.

In a similar vein, speed helps you build up a better bond, relationship and rapport with prospects over your competitors.
I'm not saying this is guaranteed that the prospect will choose you (but that is a different topic for a different day touching on your Unique Selling Proposition).

What I'm saying today is to follow up immediately when the prospect is leaving a message for you... the best possible timeframe is going to be right now... if you have any questions in your mind about following up, scripts to use when calling back, then just comment or ask me and I'll be very happy to answer...

Get more exclusive real estate agent training here 👉 http://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

According to the late, great Chet Holmes, in order to make a sale, you’ll need to follow up with a prospect twelve times, eight of whom will tell you, “No.” “No” is the natural enemy of the salesman. Most humans fear their enemy. Therefore, most salespeople are scared to follow up. How’s that for lineage?

MOST PROPERTY AGENTS ARE SCARED OF THE WORD “NO.”

The word “No” to most, means the sale is dead. There’s no money to be made and it’s a loss. By nature, salesmen are competitive and hate to lose. Losing is painful to most of us. Humans will do damn near anything to avoid pain. Knowing there’s a possibility of that pain becoming real, salespeople will work harder to avoid “No” than they will to hear “Yes.”

Follow up takes skill.

If you know up front it’s going to take twelve contacts with eight of them a resounding “No,” then it allows you to get your head right. Most salespeople have a firm belief they will have a one-call close or nothing. Then they always seem shocked when the prospect buys from another agent with stronger follow up skills.

What’s worse are the salespeople who don’t even bother to call leads at all. I’ve been running an event called 1 Day Private Workshop for around two years now. 1DPW is a 1-day event where I help agents create funnels to capture leads. Some of the 1DPW attendees generate leads for their referral partners. The number one complaint these attendees have is that their referral partners don’t even bother to contact their leads.

IT AMAZES ME, ALL THE MONEY AGENTS LEAVE ON THE TABLE BY NOT CALLING AND DOING ANY FOLLOW UP WITH LEADS.

When you start thinking of leads as money, and not just sales, your perspective will shift. Each lead a salesperson receives costs money to obtain. Each lead also has the potential to generate a positive ROI for the cost spent to get it. When you start looking at your leads as wins and losses in regards to money, you’ll see the real value in follow up.

While at one of my events, we discussed leads from contact to close. Turns out there are some pretty common reasons why salespeople don’t contact or follow up with leads. Yes, to most of us it’s baffling, but apparently, it’s a real problem.

NOT FOLLOWING UP WITH LEADS IS A SERIOUS INDUSTRY ISSUE.

Not closing or even following up with leads hurts everyone. It hurts the lead, because they obviously became a lead to get help, and if you don’t help them, you hurt them. It hurts the Agent because they paid for a lost lead. It also hurts the salesperson because they haven’t earned the money they should have.

HERE ARE SIX REASONS PROPERTY AGENTS DON’T CONTACT OR FOLLOW UP WITH LEADS.

#1: They Don’t Have a System to Follow up with Leads.

When you give your people leads, do you show them how the lead came into your ecosystem? Do you walk your salespeople/referral partners through the process you’ve gone through to get those leads? Most salespeople are afraid to call or follow up with leads because they don’t want to look dumb. So, instead of seeking wisdom they just avoid the lead altogether.

If you generate leads for a team, employees or partners, you need to design a clear selling and follow up process for them. Take the time to educate them on how leads are generated and what steps they need to take next. Once YOU take the lead with the leads, set expectations with your selling systems you have put into place and get your team to agree to it. When they receive clarity, they will become less fearful of appearing dumb to the prospect, and they will be more likely to do what you deem needs to be done.

#2: They Have New Leads to Distract Them.

“But if I have new leads coming in every day, why do I need to follow up with the ones I didn’t close?” Believe it or not, I used to say this all the time. I used to be a “one and done” lead churn and burn guy. I had so many new leads coming in, I wasn’t worried about backtracking with follow up. That was until I saw the actual dollar amount I was missing out on by not following up.

The problem for many is that they are so focused on new leads they don’t have time to follow up with past leads. This is when email automation comes into play. If you truly don’t have time to follow up, set up automatic follow up systems to do it for you. There’s too much money in follow up not to be doing it.

#3: They are Scared of “No.”

Humans will do damn near anything to avoid pain. The word “No” is such a serious word. By definition, it’s absolutely negative. No one likes to hear it, see it, or even know it’s coming. If it takes eight times hearing the word “No” to get one “YES!” and most salespeople stop at the first “No,” what does that say about fear? In reality, “No” is just a word. It’s not permanent and in most cases “No” means “I’m not 100 percent clear on what you are proposing, so I’ll protect myself with ‘NO.'”

Most prospects will say “No,” just to avoid making a decision. Most salespeople take that “No” as a permanent answer. You’ve got to be a professional mind changer. Prospects say “No” for many reasons and most of them are complete bullshit. It’s your job to clear out the BS and get the prospect clear on your offer, so they can say “YES!” Don’t fear the “No,” work your ass off for the “YES!”

#4: They Haven’t Earned the Right to Follow-Up.

Salespeople blow it on first impressions every day. Many don’t even know how shitty their unique selling proposition really is. I’ve seen people talk their way right out of a guaranteed sale. I’ve also seen guys blow sales that even I couldn’t come back and save. When this happens you can guarantee the salesperson won’t follow up. Even worse, this shit is now in their head and it affects them on how they contact the next lead.

Vicious cycle…

Worse yet, when a salesman offers no value whatsoever to the prospect and they know it, they fear the follow up. The pain of hearing the word “no” is real. When a salesperson hears it once, they will do damn near anything to not hear it again. That includes not contacting or following up their leads. You have to earn the right to hear “YES” and that comes by being an expert, showing value through demonstration and solving the prospect’s problem. If these steps aren’t ALL taken, you’ve lost the sale.

#5: They Don’t Want to Seem Desperate or Pushy.

The salesperson’s ego is delicate. We rely so much on our ego and confidence that most of us will avoid damaging it. Salespeople hate to look desperate or needy. No one ever closed an earned deal by begging. Beggars want free stuff. You gotta pay the cost to close a sale. The ego can cost a salesman a fortune. We also want to appear successful in our own right. The ego won’t let you be successful and desperate at the same time.

The average salesman’s ego can be crushed pretty easily. If they seem needy and come off as pushy, they fear the prospect won’t talk to them or ever buy from them. So, instead of taking the shot and doing follow up, they just avoid the prospect altogether in hopes the prospect might reach back out to them. Just a heads up: it never works like that.

#6: They Didn’t Pay for the Lead.

This one pisses me off the most. In the past, I’ve worked with companies that supplied leads for us. In exchange for supplying leads, they take a smaller commission split. I looked at this as if I were paying for the leads and every deal counted. Yet, I watched lots of sales guys not give AF because they didn’t have a monetary investment in obtaining the lead (in their mind.)

If you’re lucky enough to get leads handed to you, you work the hell out of each one and thank the person who gave them to you! There are so many salespeople out there who are spending their time, their money and putting in major effort to get leads every day. If you have them handed to you and you don’t contact or follow up, you’re an entitled asshole! Yeah, I said it. Let that sink in for a few…

I may have just listed six reasons salespeople don’t contact or follow up with leads, but there’s really no excuse for not doing so. Leads are the lifeblood of sales. Without contacts and prospects, we are nothing. You can’t close what you don’t have. If you don’t have leads, you’re not closing. It’s that simple. Leads pay your bills. Each one represents a dollar amount. It should be in your blood to go get those dollars or you should go get a job with a salary.

Get more exclusive real estate agent training here 👉 http://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

What is the best way to find out something? Asking questions!

The successful habit of asking questions

No matter how cliched and tired it sounds, questions are the best way to move forward in sales.

In fact, the ability to find out information and the skill of gathering intelligence only comes from mastering the art of asking the right questions.

Questions:

• tell you what you need to find out
• uncover issues
• probe

But few property agents develop this powerful habit.

Because this habit is critical to our success in Sales, what separates mediocre salesmen from super salesmen is the ability to ask the right kinds of questions and get as much critical information as possible from prospects' answers.

This ability can be developed

The good news is that asking good questions can be developed.

And like most things in life, it takes PRACTICE.

I learnt from my mentor T Harv Eker

"Practice Makes Permanent!"

The BEST real estate script

So, ready to learn the two simple questions you should be asking every real estate prospect?

Here we go:

1. "What is your timeframe for making a move?"
2. "Are you working with an agent?"

That's it! Super simple!

Don't let the simplicity fool you. It just works!

What you're doing by asking these questions is:

• determine whether or not that prospect is serious
• find out whether or not that prospect is worth your time and effort

Keep to this script and you should see improvements in your closing!

Read This: Should You Use a Script as a Real Estate Agent?

Check this out: How to Handle Objections from Prospects and Clients

Get more exclusive real estate agent training here 👉 http://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.