Introduction

Selling anything over the phone is tough, especially in real estate, as rejection is more common than not. But when you do make a sale, the payoff can be more than you hope for! 

If you are feeling lost, don't worry. Our team has some helpful tips on telesales real estate to get you started. Keep reading for more!

5 Common Obstacles Of Telesales Real Estate

Generating Good Leads

A phone filled with unanswered rings and voicemails is common among telesales agents, who have to grapple with the constant struggle of separating genuine prospects from tire-kickers. 

There might be several culprits behind this issue. For one, many agents fail to target the right audience; calling a family with young children about a retirement condo is obviously a mismatch. 

An outdated or inaccurate database is also our worst enemy. Why waste time calling a disconnected number or reaching someone who hasn't owned a home in a decade? 

Fierce Competition

Setting yourself apart in a crowded marketplace is never easy (Image source: Indochina Properties). 

In a crowded marketplace where everyone seemingly sells the same thing, you have to fight hard for attention. 

Plus, competition comes in many forms; even within the same agency, multiple reps might be vying for the same leads! It's high time you assessed what made you different and highlighted your USP (unique selling proposition) in your sales pitch. 

Fluctuating Market

A booming economy leads to a surge in property values. Conversely, recessions cool the market and make it much harder for sellers to get top dollar. As a telesales rep, you must be fully aware of these broader economic trends and how they might impact your target audience.

In many cases, changes in interest rates also directly affect affordability. For instance, when rates go up (and it becomes more expensive to buy a home), buyer preferences might shift toward affordability over square footage.

Remember to factor in seasonal fluctuations, too. Spring and summer are typically busier seasons, while activity tends to slow down during the winter holidays.

Lack Of Focus in Buying Targeting

Crafting a sales pitch becomes a guessing game when you know nothing about your target buyers (Image source: PublicDomain). 

One common mistake among agencies is purchasing a pre-compiled, generic lead list that often caters to a very broad audience. 

Let's say this list targets "homeowners," which includes everyone from young renters to retirees planning to downsize. It doesn't pinpoint your ideal client at all; that's why you struggle to find someone looking to buy a specific property type within your area of expertise.

Without a clear picture of your target buyer, crafting a compelling sales pitch becomes a guessing game. Are you aiming for young professionals or families? What are their needs and motivations? You have no answers to any of these questions.

Keeping Up With Social Media Pressure

The digital era demands a strong social media presence for businesses, and real estate agencies are no exception. 

However, this can become a source of immense pressure for telesales reps. Given their demanding schedules (lead generation, qualifying leads, making calls, scheduling appointments, etc.), they have little time to create good social media content or engage with followers. 

Worse, most small agencies do not have a dedicated social media team. The burden inevitably falls on individual reps, adding to their workload and stretching their (already limited) time resources!

Excellent Tips To Perform Well In Telesales Real Estate

Research Your Demographics

Gut feeling is the last thing you should rely on in real estate telesales (Image source: Pxhere). 

Never underestimate the power of in-depth audience research! Instead of settling for broad categories, try to dig as deep as possible into the lives of your ideal client. 

• Are they young professionals seeking a short commute to a specific tech hub? 
• Are they families prioritising school ratings and extracurricular activities?
• What are their lifestyle aspirations?
• What are they looking for in a good house or property? 

Your success rate will be even higher if you can connect clients with the right "neighbourhood vibe," so take time to learn about all the local coffee shops, restaurants, supermarkets, or hidden gems unique to each target area. You can utilise plenty of online resources for this approach, including blogs, social media groups, community events, and more. 

Also, remember that gut feeling is the last thing you should rely on in real estate telesales. Always supplement your research with data-driven insights! 

Let's say you are targeting first-time buyers; it would be great to know about average down payment assistance programs in their areas. Likewise, it's impossible to convince investors to spend their money if you do not have the slightest idea about rental market trends or occupancy rates. 

Understanding local concerns also allows you to anticipate potential objections. For example, does a busy road currently run through a neighbourhood? No problem; you can discuss quiet cul-de-sacs or noise-reduction features for some specific properties.

Test Your Script

Write a great introduction that grabs attention and highlights your value proposition immediately. And don't forget to tailor the descriptions to your audience! You should focus on walkable locations and modern features when talking with young buyers. Retirees, however, want to know more about low-maintenance living or proximity to healthcare facilities. 

We are all afraid to sound silly (that's a valid concern, though), so remember to practise your script with colleagues or record yourself to identify areas for improvement. 

• Is there any monotone delivery?
• Do you pause awkwardly?
• Is your pronunciation unclear? 

Try to inject as much enthusiasm into your pitch as possible and vary your pace to keep listeners engaged. 

Constructive criticism from trusted sources like friends, co-workers, or family members also helps! Confidence comes with practice, so the more you refine your script, the smoother your delivery will be. You will sound natural and polished in no time. 

Not to mention, with a well-honed script, you can deliver key information efficiently while still having plenty of time to build rapport with clients. Knowing how to maximise the number of productive calls is the key to becoming a successful agent.

Respond Well To Rejections

A "no" doesn't have to be the end of the conversation (Image source: Pxhere). 

Rejection is inevitable in telesales, but a "no" doesn't have to be the end of the conversation!

First, acknowledge the client's decision to show your respect and professionalism. If appropriate, politely inquire about the reasons behind their decision so you can gain deeper insights for future calls and script refinement. For example, "Would you mind sharing what aspects of this property weren't quite what you were looking for?"

Of course, you should not disappear like a shadow after a rejection. A great agent would offer extra assistance/resources demonstrating their value or even mention upcoming listings that better suit prospects' needs. 

And most importantly, no matter how discouraged you might feel, a positive, enthusiastic demeanour is important to increase the chances of future engagement. 

Always Follow Up

There's no better way to keep your name on top of their mind. Still, bombarding clients with immediate follow-ups is never a good idea, so you should wait sometime after the initial call (it can be a few days or a week, depending on the situation).

Also, your follow-up should not just push for a sale. If you want to position yourself as a trusted advisor, try to be as informative as possible about the market and the home-buying process as a whole. Connect them with good resources (e.g., mortgage lenders) when the situation asks for it. 

Last but not least, maintaining a system for tracking your follow-up efforts is just as crucial; customers hate it when sales reps bug them at ill-timing intervals! Your best solution is StringeeX, a modern virtual call centre that lets you store all relevant tickets and recordings for each call.

An Example Of A Good Telesales Real Estate Script

You: Hello, this is Sarah John calling from Innova Real Estate Agency. May I speak to Ms. Smith, please?

Client: This is Rosa Smith. 

You: Hi, Ms. Smith. Thanks for taking my call. My name is Sarah John, and I specialise in helping young professionals like yourself find their perfect starter condo in the downtown area. I noticed you recently inquired about listings in the West Loop.

Client: Yes, that's right.

You: Great! West Loop offers a fantastic blend of trendy restaurants and nightlife options. Is that what initially attracted you to the area?

Client: Yes, definitely. I work downtown and would love to be close to everything.

You: Absolutely! Actually, we have a couple of exciting new listings coming up in West Loop that might be a great fit for you. They both offer modern open floor plans and are within walking distance of the new Doppio Zero coffee shop you mentioned liking on social media.

Client: Oh, really? Which coffee shop?

You: Doppio Zero! They have the best lattes in town. Anyway, would you be interested in learning more about these upcoming listings?

Client: Sure, I'm open to hearing more.

You: Fantastic! Would it be best to reach you by email or phone to schedule a quick call to discuss your specific needs?

Client: Email sounds good.

You: Perfect! I'll send you a detailed email with information on the new listings and schedule a call for sometime next week that works best for you. In the meantime, feel free to check out our website at... for current listings.

Client: Sure, thanks!

You: Thanks again for your time, Ms.Smith. Have a great day!

Conclusion

Telesales real estate requires strategies, patience, and (sometimes) even a bit of luck. We cannot guarantee you will nail it every single time with our tips, but we do hope these pointers make things at least a bit easier for you. If you're still feeling stuck, drop us a line!