Wednesday, January 28, 2015

Telemarketing Tips

As an entrepreneur running multiple businesses, I have had to find ways to generate leads and prospects as quickly and cost-effectively as possible. 

What I have found is that this is not rocket science. Most of us in any industry know what needs to be done to generate business. Most people however do not do what needs to be done.

Typically this involves picking up the phone and talking with a live person. As real estate investors, the person we are most often pursuing is the Seller or Home Owner.

Cold calls are scary; warm calls not so much. If we already know that the person on the other end of the phone has a property they want to sell, then we do not have to act like salespeople. They want to sell and we want to buy.

Warm calls come from Sellers who are already motivated to sell. They may have placed a For Sale By Owner (FSBO) ad, or perhaps they responded to a mailing or advertisement that you the investor put out. Perhaps they clicked on your website or requested information from you. These are all warm contacts.

What happens next is critical, and this is where many investors fail. Follow up.

Try to reach the Seller within 48 hours of contact, the sooner the better. Statistics show that the likelihood of converting the Seller from a prospect to a lead increase significantly the sooner you the investor or sales person responds.

Many investors fail to follow up because they have no idea what to say to a Seller. Yet, there are many resources, courses and trainings devoted to this topic. A simple google search of "House Seller Scripts" yields these results:

For realtors to list a property:

And for investors looking to purchase:

Practice using a few of these, and see what works best for you.

Happy Investing!


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