Do you get anxiety when you think about cold calling? That’s okay! Many people feel that anxiety, especially when starting out. Even some pros still experience cold feet with telemarketing. However, there are many tips that can help investors at any level boost confidence when preparing to make that call, and ultimately, find new business. Remember, if you don’t pick up the phone, you definitely won’t get the sale!
Being prepared for the call can help your confidence, and this will show to the person on the other end of the phone. So, let’s cover a few basics on the structure of a telemarketing call.
The first step is to get the person to keep talking to you long enough to get the information you need. There are many ways to do this, but above all, it is important to remember to be creative. A few examples of good openings include asking if they received the mail you sent them (referring to the Direct Mail pieces you should be sending out,) or if you have not yet sent anything you can say, “I have some helpful information to send to you and just wanted to confirm that I have the right address.
Being friendly and genuine will make the person want to stay on the phone with you to hear more about what you are offering.
What to Say
What I recommend most is following my phone script to lead you through the call. This is a script that I have continued to improve upon over the years and is proven to be effective. It can be found in our Foreclosure Investing Mastery coursework. However, if you are going to make your own script there are a few crucial pieces of information to gather:
- Why are they selling their home?
- What is the current situation with the home? (ex. Are they in foreclosure? How much do they owe? What do they think the property is worth?)
- What is the condition of the property?
These are just a few questions to ask, and the more in-depth information they can give you in this first call, the faster you will be able to asses if it is a situation that you can help them with.
Call to Action
It is the end of the call and you have asked all of your questions, and answered all of theirs, but what’s next? If it seems like there is equity, the end of the conversation should be to ask for an in-person appointment. For example, you could say, “John, it has been great chatting with you today. I really feel like your situation is something I will be able to help with. When are you available to show me the house to make sure it meets our buying criteria?” The most important thing to remember is to be confident. Let them know that you are there to help, and meeting with you will be beneficial to their situation.
To learn more about the strategies I use to find solutions for the leads I am calling, you can grab our free Ultimate Funding Program, where you can learn proven strategies to invest in real estate with no credit required funding.