The Lost Art of Phone Calls
Overcoming Phone Call Anxiety
In today’s world, many phone calls have been replaced by emails and text messages. In fact, it’s rare that you actually connect with the person you’re calling. But as a real estate agent, a phone call can be your unexpected secret weapon.
Imagine hearing a warm voice when you answer the phone or check your voicemail. It’s not a sales call, and they’re not asking for anything. It’s just a friendly, personalized message asking how you’re doing or sharing information that can help you, such as an update on a community project.
Phone calls are a major tenet of the Working by Referral method of generating warm leads for your business. They provide a highly personalized touchpoint to connect with your clients. It’s a simple way to show you care — about your relationships and about your clients. Taking the time to call makes a big impact and often has meaning beyond what you might have expected.
Here’s how to begin:
1. Choose a Friendly Conversational Icebreaker
In your mind, reframe how you think about phone calls to your real estate clients; you’re not bothering them, you’re actually providing a service. It will make it a lot easier for you to pick up the phone.
- Let them know about a new place/community event.
- Suggest a service provider they might want to use.
- Follow up on a referral you previously gave them.
- Comment on something you saw that they posted on social media.
- Share a hot topic you’ve seen in the news.
TIP: Each month Buffini Members receive a complete marketing kit with print and digital assets. They provide powerful and timely ready-made topics that your clients will be interested in!
2. Create a Short Script
Your message should have a friendly greeting, your main point and then information on how they can easily contact you. Remember, the shorter, the better!
Practice conversations with colleagues in your real estate office or friends acting as potential customers. They can offer helpful feedback such as if you are talking too fast or were not clear at any point.
TIP: Don’t write out and use a script verbatim. Jot down a few major points instead. You want to sound calm and confident, not like a robot. If you stumble a bit, don’t worry! It will just make you seem authentic.
3. If Someone Answers the Call
First, don’t panic! Greet them and then get into your call, using your notes as a guide. If they want to chat for a bit, that’s great. If they seem like they’re pressed for time, just wrap up the call and end on a pleasant note.
TIP: You never really know what’s going on in someone’s life. Commit to being polite, gracious and kind and always thank them for their time.
4. Follow-up is Crucial
If you said you would follow up on the call with more information, then be sure to do so promptly. It’s also nice to send a short note after the call if appropriate. And for significant things you might have learned about, such as a milestone birthday, wedding or promotion, a small gift is a great way to show you care.
Keep a record of the actual call too in case of any details you might want to follow up on at a later date.
Working by Referral Works!
Buffini & Company clients who use the Work By Referral method make 9x the income than agents who do not. Interested in learning more? Contact us for a free Business Consultation. In this 30-minute call, we’ll help you: Get clear on your vision, uncover what’s holding you back, see what’s working for others just like you and discover your next step. If it feels like the right fit, you’ll have the opportunity to partner with a full-time, Buffini & Company Certified Coach who will help you grow and scale in alignment with your strengths — so your business not only succeeds but truly serves your life.
Contact us today for your free Business Consultation!
