This document provides 10 steps for real estate agents to improve their phone prospecting skills. The steps include having a good database of potential clients, paying attention to details in phone conversations, not sharing all sales points over the phone, discerning which prospects deserve in-person meetings, building trust over the phone, catering the message to buyers versus sellers, avoiding initial sales pitches, gauging interest within the first few minutes, making lists to schedule follow-up calls, and setting up meetings to further discussions. Following these tips can help agents convert more phone calls into meetings and potential sales.

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10 Steps to Perfect
Phone Prospecting for Real
Estate Agents
SAGARIKA SAHANA

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Calls to prospects can often convert
to meetings and possible sales. Some
reliable strategies and prospecting
knowledge may possibly give the
perfect elevation that you need to
increase your sales. The tips
discussed here are worth following
for better phone prospecting.

3. • It is important that you have a
good database. Calling on
random numbers will not reap in
great rewards and will leave you
frustrated. Make cold calls to
people who you know have some
interest.
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4. • Be careful of what you say. Pay
attention to details and hone your
phone dialogues. You need to perk
up your observation skills and pay
heed to the prospect’s needs.
Keeping a record of your call will
help you to recognize mistakes and
improve your phone prospecting
skills.
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5. • Don’t say everything on
phone. Some things are
better said and are more
convincing when said face to
face. Store the main points
for the actual meeting. Don’t
lay down all your cards on
phone.
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6. • Be discerning while fixing
meetings. Decide from the talk
you had who is worth meeting
and talking to and who is not.
Your time is valuable; don’t let
someone with no interest spoil it
by attending a meeting that you
know will lead nowhere.
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7. • Build trust even on phone. You can
do this by the way you speak and
listen to your prospective client’s
needs. If the person asks you to
call back after a certain period of
time then do that. All this goes a
long way in creating trust and even
without you leaving your seat.
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8. • Cater to two categories
deferentially. To buyers you
should come across as an
intelligent agent who knows his
job well and whom they can
trust. To sellers you need to
project your selling skills.
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9. • Do not start off with a sales
pitch. Simply talk and respond
as you would do in a non-sales
phone call. Treat each call as a
part of the learning process
and think what you could have
done differently.
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10. • Know your customer’s need.
After the first few minutes
you need to gauge whether the
person you are speaking to has
any interest in what you have
to offer. Ask direct questions
instead of beating around the
bush. If you cannot detect any
interest in real estate then be
polite and keep the phone.
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11. • Make lists of people and the possibility
of arranging a meeting with them. The
categories can be-
• a. Meeting fixed
• b. Call again to fix meeting
• c. Call again to find out needs
d. Call again to give more information
• e. Don’t call.
• When you make a second call to the
prospect know exactly what you have to
say.
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12. • Make meetings happen. Ask for
meetings after creating an
interest. Go prepared and lay off
the typical aggressive sales
language. Prospects should see
you as a friend and not somebody
who is out to get their money. Be
courteous and polite during
meetings. Show them financial
logic and convince them using
logic and not force. 12

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Phone calls to prospective clients play a very important role
in real estate broking. With a little bit of preparation and
a few practised skills, you can turn a call to a meeting and
then a possible sale.
HAVE A HAPPY
SALES YEAR AHEAD!
