Prospecting is a tough game, especially when people’s minds are over-saturated with advertisements in and outside of their homes. Receiving a cold call for a product or service that they have never heard of or never requested information about often ends with a negative experience. Now, what if we told you there is a way to get past this?
To stand out from the crowd, you need relevancy. Consumers’ expectations have been rising over the last decade and they demand brands and businesses to know what they like and what they want. The era of personalisation is here and is not going anywhere, in fact, brands and businesses are working harder to develop hyper-personalised experiences.
In the real estate industry, we are quite lucky because our CRM database has information about our past sellers and buyers, including their residential address. Yes, we know where they live and that information, combined with market data of which properties are sold, listed or for lease, will make any agent’s call relevant. Here’s our 3-step guide to starting valuable conversations with prospects.
- Know who is in your CRM database
Your CRM has gold in it and if you enhance it with other data, magic will happen.
Let’s create a segment in your CRM that only shows people who live in a certain area and haven’t been engaged for 12 months.
- Find relevant discussion topics
Combine your list of contacts with market data from realestate.com.au, Domain or Pricefinder. You are basically matching your contacts with a discussion topic that is of relevance to them i.e. someone has sold a house nearby, a new property has just been listed.
This step is manual and time-consuming if you don’t have the right tools in place. RiTA, the digital assistant, enhances your CRM data with market and other third party data, and automatically handpicks contacts and topics of relevance.
- Follow Tom Panos’ Telephone Framework
You have a list of people to talk to and relevant discussion topics based on where they live. It’s now time to pick up the phone. Let’s get straight to it and follow Australia’s no.1 Real Estate Coach Tom Panos’ best prospecting practices.
The last step of this 3-step guide can be modified to suit you and your contact’s communication preferences. Here, we shared an amazing technique for phone calls but you can also start conversations via email or SMS and personalise the whole experience. Contact us to find out more about our AI and automation solutions for real estate agents.