The best hooks and arguments for real estate prospecting
It's often said that there are three key elements to success: the right deal, the right timing and the right hook.
Real estate prospecting is no exception to this rule, so here are some tips to help you convince homeowners to sell their properties.
What to say when you call or visit? Here are the best catchphrases to use!
Find the right arguments to convince the client.
Selling your property is a crucial step in real estate prospecting. Indeed, if you succeed in convincing him, it means that you have found the right business!
However, you should not forget that you are not the only one trying to convince him and that other real estate agencies will do everything in their power to win him over.
This is why it is important to be well prepared and not to hesitate to put all the chances on your side.
Here are a few tips to help you do this:
Put yourself in the owner's shoes and try to understand what would lead him to sell his property. Indeed, the owners often have personal reasons which push them to sell and it is important to know them before starting the negotiation.
Once you have understood what motivates the owner, you can start working on the arguments that will lead him to choose your agency. To do this, don't hesitate to highlight your agency's strengths and to emphasize what makes you different from others.
Finally, it is important not to forget that the owner often has doubts and fears when he thinks of selling his property. That's why it's important to reassure the client and show them that you are listening to them.
Knowing how to use the right hooks for each customer profile.
It is important to remember that each client is different and that, consequently, you must know how to adapt to each situation. Here are a few tips on how to choose the right hooks for each customer profile:
If the owner is in a hurry to sell, emphasize the speed and efficiency of your agency.
If the owner is hesitant to sell, you must reassure him and show him that you are listening to him.
If the owner is skeptical, you must show him that you have the best arguments and that you are sure of your approach.
Adapt your speech according to the client's objections.
It is important to be prepared for any objections the client may have. Indeed, if you are well prepared, you will be able to answer the client's objections and convince him to sell his property. Here are a few tips on how to handle client objections:
If the client tells you that he is not interested, do not get discouraged and continue to argue by emphasizing the assets of your agency.
If the client tells you that they already have an agency, don't stop and keep arguing, emphasizing the strengths of your agency.
If the client tells you that they don't have the time, don't stop and continue to argue by emphasizing the speed and efficiency of your agency.
In conclusion, it is important to be well prepared before starting real estate prospecting. Indeed, it is a difficult but crucial exercise to succeed in selling a property. It is therefore important to choose the right arguments and hooks according to the client's profile.
Use a demonstration in the form of a simulation.
One of the best ways to convince a client is to show him what you can do for him. This is why it is important to use a simulation demonstration.
This will allow the customer to see what you can do for them and it will be easier to convince them. Here are some tips on how to use a simulation demonstration:
First of all, it is important to prepare the simulation well. You need to take the time to think through what you are going to do and how you are going to do it.
Then, it is important to be clear and concise in your explanation. Indeed, you must explain to the client what you are doing and why you are doing it.
Finally, it is important to manage the client's emotions. Indeed, it is possible that the customer is skeptical or even a little worried during the simulation. It is therefore important to reassure them and show them that you are listening to them.
In conclusion, it is important to use a demonstration in the form of a simulation to convince the customer. It is a very powerful tool that will allow the customer to see concretely what you can do for him. It is therefore important to prepare the simulation well and to be clear and concise in your explanation.
Catchphrases for your e-mails.
Emails are an excellent tool for real estate prospecting. Indeed, they allow you to reach a large audience and to target owners who have properties for sale.
Unlike physical canvassing, e-mail prospecting is easier. The reason? The recipients are not in direct contact with you.
If you are targeting individuals, then before contacting them, we recommend that you read the ad and focus on what it says. For example, if someone's home ad says they want more space because of the size of their family, congratulate them!
This allows you to connect directly with your prospects, setting you apart from your competitors. The prospect then feels valued, as this email is written specifically for them.
Focusing solely on individual customer needs puts us ahead of other sellers who don't take this approach, which will result in better customer relations and faster sales.
Similarly, select examples of properties sold by your agency that are similar in characteristics to your prospect's. This will allow you to better advise them and help them make the right choice. This will allow you to better advise them and find them a property more quickly.
For example, let's say you're targeting the seller of a home that needs renovations, so you'd look for homes with work that have been sold recently.
Make sure you also focus your email on services dedicated only to this type of home (2D drawings / construction simulations).
However, there is another way to use emails for real estate prospecting, namely by using tools such as Mailchimp or Sendinblue.
These tools allow you to create professional newsletters and send emails to multiple recipients at the same time. This approach is especially useful if you have a list of prospects to contact.
Catchphrase to use in physical prospecting.
Physical prospecting is an excellent way to stand out from your competitors. It allows you to get in direct contact with homeowners and introduce them to your real estate agency.
The art of physical prospecting is a complicated one. You are in public and have to gain people's trust before talking business, which requires complimenting properties or cars (something visible from a distance).
This may seem like an easy task, but it requires careful planning so as not to appear too pushy!
However, it is important to prepare your prospecting well. Indeed, you must take the time to think carefully about what you are going to say and how you are going to say it.
For example, it is important to be clear and concise in your explanation. Indeed, you must explain to the client what you do and why you do it.
It is also important to manage the client's emotions. Indeed, it is possible that the client is suspicious or even a little worried during the simulation. It is therefore important to reassure them and show them that you are listening to them.
It's not only about convincing your prospect that he should buy from you, but also why. You're going to tell him a story and the more incredible it sounds, the better!
You're going to tell them a story and your story needs to be real. Explain how 'so-and-so' sold his house in 2 weeks thanks to your services for example.
We advise you to use open-ended questions. Because canvassing is like tennis. If the opponent does not return the ball, it is impossible to play. Open-ended questions avoid firm 'no's' that you can't bounce back on.
For example, change 'Can we make an appointment?' to 'What is your availability to set up an appointment?' This will turn you into the Roger Federer of real estate prospecting.
Catchphrase for your phone calls.
Phone prospecting is an excellent way to contact homeowners and introduce them to your real estate agency. However, it is important to prepare your call well so as not to appear insistent or ill-informed.
First of all, you must target your call. Indeed, you can't call just anyone at any time. You need to target homeowners who have a home to sell and who are likely to be interested in your services.
You know that selling by phone is one of the most difficult forms of selling. After all, you only have 20 seconds to convince your prospect and engage them in an exchange with you! That's why we recommend you add some arguments to your presentation (like experience or modernity).
Pay attention not only to the words that come out when you speak, but also to the number of times they are said. This will make it easier for both parties during their time together, as there won't be as much chatter - and hopefully more conversions too!
Following your presentation, ask for a little more time. This will allow you to engage with prospects and give you an extra interval to convince them.
So ask for short extensions (90 seconds). You can then present what sets you apart while getting a sense of their situation: Does it sell? And if so, under what circumstances?
Catchphrase for your flyers and social networks
Using the communication tools at our disposal is important. Holidays and special occasions allow for original phrases in advertising campaigns, such as Halloween where you could create a flyer representing an old man hanging on his house with this introduction: 'With the real estate agency, your sale will not make old bones'.
Real estate price information can also be a smart strategy.
Not only will you offer unique data to your prospects, but by expertly providing this information, in addition to being able to share statistics on the subject, you could acquire new customers who are interested and ready to be converted from within!
You can even direct these prospects to parties that would better suit their needs based on personal events such as weddings or promotions. Because social networks are a bank of information. We can target our posts to certain events and even interests.
If you are interested in advertising on social networks, know that can manage your campaigns on social networks.
Make customers come back.
It is important to keep your customers coming back to you when they need to buy or sell a property. The best way to do this is to create an exceptional customer experience.
This starts with a strong first impression when you first contact your agency. The team should be warm and welcoming, and the office should be clean and well organized.
The experience should continue throughout the process, all the way to the finalization of the transaction. Clients should always feel informed and safe.
Finally, it is important to stay in touch with customers after the transaction. By sending them relevant real estate information from time to time, you will show that you are still there for them and that you are committed to a long-term relationship.
By following these tips, you'll be able to create a great customer experience that will keep your clients loyal and coming back to you when they need to buy or sell a property.
It is important to stand out when prospecting for real estate. Potential clients are often solicited by several agencies and it is therefore crucial to convince them that your agency is the best.
To do this, you need to work on your hook and your arguments. The best hooks are those that reflect the values of your agency.
By following our advice, you will be able to create effective hooks and arguments for your real estate prospecting.
Don't hesitate to contact MAKRIA Agency if you need help managing your advertising campaigns or if you would like to know more about our services.
We will be delighted to help you!
See you soon,
The MAKRIA Agency team.
Put your real estate prospecting in good hands.