I have often said that the best training I ever got toward all of my experience working with real estate professionals and investors was my years working in radio broadcasting. There was even more than learning how to create scripts that need to be a specific length, such as 45 seconds, and being able to revamp them to present multiple times. Style of delivery and inflection are important as well.
However, as I prepare to expand my “Calling With Confidence” training specifically for real estate agents, I keep in mind the need to help agents to take their existing database(s) very seriously. It’s not like the old days of cold calling, since people in your database right now have approved being there in some way. Despite that, lead generation is still the primary purpose for the majority percentage of people in your database.
Your phone is still a great marketing tool when you use it correctly. Over the past 35 years of working directly with real estate professionals, I still find that not enough of them are taking advantage of using their phone for follow up marketing. Notice that I did not say “for selling”, because marketing is different.
The goal of making scheduled calls throughout your database should be to acknowledge their situation while giving them a reminder to keep you top of mind. Before I begin private and confidential training of my clients on presentation skills, I make it all about sorting or dividing the database. There are recent buyers, sellers, and investors and each group should be approached differently. There may also be people that you recently met or came your way through a website, social media, or your brokerage.
Think about when you have a personal development or announcement you want or need to share with the people in your life. Chances are you will explain it differently to children than you would to parents, your colleagues, and your closest friends. You know which words and examples you should use to different people as a way to get your message across. Give them information they don’t get from other sources. Be “first in” with your message.
The better prepared your ‘different’ approaches are, the more effective your message will be, which is the foundation of the training.
https://RealEstateMediaCoach.com
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