Secrets Of A Real Estate Appointment Setter

Melissa Anderson
March 1, 2018

Hands up: who hates making phone calls?

You’re not alone. Why is that, do you think? Is it because you never know what will happen? You can’t control the conversation the way you can an email or text?

We all know that meeting in person is the best way to connect, but we don’t actually do it.

Much of blame can be put on the life of a real estate agent. Everyone is  busier than ever before -- and that goes doubly so for agents. Thanks to automation, we can ‘do’ more in a day than ever before.

More work. More play. But fewer one-on-one interactions. As a result, we’ve lost something very important: the ability to maintain, and sometimes even create, personal relationships. It takes a real human being to relate to another human being and create a true sense of empathy. When it comes to building relationships, automation is not the answer.

‍When it comes to building relationships, automation is not the answer.

If you’re a real estate agent, you undoubtedly have a rockstar personality. And your business depends on it! Home buyers and sellers work with people they like, and, most importantly, people they trust. Above all, they want and need to trust their agent. Buying or selling a home is one of the most important events in a person’s life. And one of the most expensive. If you’re not making buyers and sellers feel special, someone else will.

According to the NAR, there are about 2 million active agents today. So what’s the best way to stay connected? An automated drip email campaign that lives in spam? A postcard that gets thrown away?

Take it from me, when it comes to making calls, you need to work smarter not harder. When I was waitressing in college, I interacted with hundreds of different personalities while making great money. It was incredible sales training! Typically, I had less than an hour to impress someone using only my personality. It may sound crazy when you look at it from this perspective, but that’s all it was.  

Fast forward years later, and I started my career as an inside sales associate, or an ISA. I was making over 100 cold calls a day and trying to convince myself that I loved it. Some days I did love it, but most days I hated it. Often, I was greeted with anger and truly negative responses to my cold calls.

After a short time, I realized that it wasn’t the calls I hated, but rather the lack of empathy and humanism. But think about your own experience when salespeople call your home. It’s invasive. It’s impersonal. And it’s self-serving to them.

So I decided to change my approach.

I started targeting consumers that I knew I could instantly connect and build rapport with. My personality and empathy made me a successful sales rep. Had I not realized that and adjusted my approach, that would have ended my sales career right then and there.

‍In getting to know each client and understanding their unique situation, I’m able to set appointments that meet their schedule and yours.

How is this going to help you build relationships and win more listings?

Building relationships is the key to sales. When I was a waitress, the relationship I built within that short hour earned me the win. As a busy agent you don’t have the time to call everyone in your SOI. Even if you did, most of you wouldn’t. Because you hate making phone calls, remember? Making phone calls stresses people out.

What if you call and they don’t remember you?

What if they are busy?

What if they hang up on you?

What if they cuss you out?

I have experienced all of those more times than I would like to admit. 100,000 calls later and I’ve finally learned that people appreciate being treated like a real person. That’s the secret to successful sales calls.

Unlike cold calling sales leads, building and maintaining relationships within in your sphere of influence takes time. Time spent researching potential leads and making them feel special and appreciated. Time spent setting meetings and getting coffee. Time that you may not always have.

My direct, confident, and honest approach to calls reduces client anxiety. And the responses from calling your sphere are night and day from those on a cold lead list. Here are just a few of the responses I’ve heard:

"Oh, I'd love to chat with her!"

"Wow, she must be doing well to have an assistant!"

"This is perfect timing. Yes, let's meet up!"

In getting to know each client and understanding their unique situation, I’m able to set appointments that meet their schedule and yours.

Need more time in your day to grow and maintain client relationships? Appointments from First gives you the opportunity to have an expert deal with that anxiety, stress, and most importantly the time, that comes with calling your SOI. Our platform predicts who will be selling their home within the next year. Then we set up time for you to connect. All you have to do is win their listing.

‍Appointments from First gives you the opportunity to have an expert deal with that anxiety, stress, and most importantly the time, that comes with calling your SOI.

I call prospective clients on your behalf and set up a meeting for you to catch up over coffee, lunch, or even cocktails.  

Meeting face to face with your contacts builds relationships. How do you get a face to face meeting with someone you don’t talk to often? Let me call for you and schedule a meeting at the coffee shop around the corner.

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