Whether you have been in real estate investments for a year or fifteen years, chances are you have had to perform at least one method of skip trace outreach marketing campaigns with prospects. Skip trace outreach marketing campaigns can vary depending on resources, but more than likely you have generated leads with either cold calling and texting out to prospects. If not, you are missing out on an inexpensive lead generating tool that can help level up your business.
Skip Force’ Experience
Cold calling is by far OUR largest lead generator and has produced the best Return On Investment (ROI) for our investment deals. However, most business owners we consult with continue to repeat similar mistakes and revert to bad habits due to a lack of knowledge or impatience.
Our recommendation to you is this, hire a great Inside Sales Agent (ISA) that is relentless in their drive and detailed in their note taking. Let’s assume that you have already vetted an ISA and their personality profile is aligned with your organization. How do you begin scaling your next “Cold Call Lead Generation Machine?”
As we work together to improve your process, Skip Force has outlined the top 5 best practices in aiding your cold call lead generation machine. It’s time to roll your sleeves up and get dirty!
Before we begin, it is vital to brainstorm your ideas prior to moving forward and executing. We understand how unappealing it is for most investors to begin the mapping out process, nonetheless it is important to remember that your end goals tie directly into the process. You want to ask yourself,
- How do I engage my prospect?
- Am I properly listening to my prospect?
- Have I positioned the benefits of my solutions appropriately?
- Am I the right business to partner with?
Going into this phase and outlining your intentions is a HUGE part of the formula that adds grit and substance to your program. Taking the insights you have applied early in the development of your process will set you up for success. As we begin to ponder these questions the answers become clear and execution of these principles will occur naturally.
1. How do I engage my prospect?
People do business with people that are like them. Upon introduction the #1 objective is to match the prospects tone and cadence. If a prospect speaks fast, you speak fast. Prospect speaks slow, you speak slow. If they use informal language then you mirror them. That is the quickest way to build rapport.
2. Am I properly listening to my prospect?
Think back on your last visit to a doctor’s office. Did the doctor ask you a series of questions to better diagnose your situation so that he/she can formulate the perfect recommendation for your needs? Unbeknownst to the patient, they always follow a script dependent on the symptoms that leads to more in depth questions. The difference is that the script is not static but rather dynamic because each patient’s needs and conversations are different. Although they follow a script, it doesn’t feel that way to the patient.
The ISA must approach the conversation in a similar fashion. Your ISA should be given a script and then they should forget about it. They should have it memorized and intuitively know the follow up question sequence so that the conversation is fluid.
The most important initial task is to build rapport, and nothing kills rapport quicker than asking a question that is completely irrelevant to what the prospect was saying.
– Cultivate Active Listening
Active listening is vital to a successful sales call. The prospect will leave clues of their real motivation or intention but most ISA’s are so focused on the next question that they miss it entirely.
This is why memorizing your script sequence is so important. It frees the mind from worrying about the next question and focuses only on the prospect.
3.Labeling and Mirroring
are great techniques that will get the prospect talking. They seem easy but very difficult to implement fluidly.
4. Do I upsell the benefits of my solution?
While benefits are great for specific types of sales, in the real estate market it goes without saying that you do not want to persist upon benefits. Matter of fact to be very good at buying houses you have to go in the opposite direction. Never sell benefits, your mentality must be the reluctant buyer.
5. Am I the right business to partner with?
Go for the “NO” early and often! After uncovering the prospect’s motivation through mirroring and labeling techniques you should always slightly push them away with a pattern interrupt like a discount statement.
For example…Mr. Seller, sounds like you are looking for top dollar for your home, you should repair the damage and list it with a realtor. You will always make the most money that way. We bring value to homeowners that cannot afford the repair and/or need to sell the home fast. Should we continue or would it be a waste of your time?
What you are looking for are 2 things:
Is the prospect just fishing for an offer and has zero interest in selling at a discount? Your goal is eliminating any additional time spent on a prospect that was never a quality fit.
The prospect that leans in slightly by asking for more information. This is your target!
The Wrap Up
Remember, the Skip Force Team was created by investors seeking answers to the same questions you have. Our years of experience have allowed us to help individuals and business owners alike discover new opportunities, reach prospects on their terms and improve the data they have received at the most affordable price.
Generating better leads should not be difficult but you must follow the methods outlined below in order to see the best ROI. Following the 5 Tips to Help Your Cold Caller Generate More Leads is one Standard Operating Procedure that the team at Skip Force Employs. It’s Stupid Easy!
- Memorize The Scripts and Forget It!
- Cultivate Active Listening
- Label and Mirror Prospects
- Stop Selling Benefits!
- Go For The “No” Early and Often
To further expand on these ideas, we have created an e-guide that you can download. Take this publication and perform the exercise with your team everyday to improve the effectiveness of your skip trace outreach marketing campaign program and cold call lead generating machine.