The Introductory Phone Call

The first conversation with a client is always the most intimidating. The fear is understandable! First impressions are super important and you don’t want to blow it. When you don’t know what to say or how to say it, the task can feel scary and uncomfortable.

That’s why we want to share 4 common fears that agents just like you struggle with when it comes to the introductory call. There are ways to push past the fear, and you’re not alone!

  1. What if someone isn’t happy to hear from me? But what if they are? So often, real estate agents approach the introductory phone call with a negative thought process because they are afraid of being uncomfortable. But being uncomfortable actually creates room in your business for growth! That’s why it’s important for you to connect with the reason behind why you are making the call and take action.
  2. The scripts don’t sound like me. The truth is, they’re not supposed to. The scripts are supposed to purposefully make you sound like you’re a professional in your field of expertise. If you don’t feel you are an expert in your field quite yet – give it time and stick with it. Eventually, the script will start to feel more natural.
  3. Can I change the script to sound like me? The answer to this is a hard yes and no. If you feel the need to change the script, the chances are, you’re changing the parts that feel the most uncomfortable to you. But the parts that seem uncomfortable are likely to be the most critical parts of the conversation! You can’t compromise the goal for comfort. However, if you feel you have enough discipline to change the script without compromising the goal – then go for it. Just be honest with yourself and first ask yourself, “why”?
  4. What if they ask me if I’m reading from a script? At BTG, we are big believers of authenticity and honesty. These things are especially important when working to build trust and confidence with your client. With that said, in the event that your client cares enough to ask you if you are reading from a script – be honest! Explain how important it is to you that you get it right for your client and everyone else who is entrusting you to be a professional resource for them. Creating a process that ensures you are communicating professionally is important!

Did you know that lack of communication is one of the biggest complaints in the real estate industry? With that knowledge, own your script with confidence! Don’t be afraid to be transparent with your clients if they ask. The scripts are meant to help you!


5 Steps to Building a Successful Career in Real Estate

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