Thank you for joining us for another episode of Brilliant Talks, our free coaching program for real estate agents.

Let’s talk about scripting. Now that interest rates are lower, we see more buyers coming back into the market, and business opportunities are on the rise. But those opportunities will remain just that—opportunities—unless we pick up the phone and actually reach out and grab those opportunities.

So, what are some tips we can learn from Mark and Jacob, two of our top agents, when it comes to reaching out to people, whether they be online leads, expireds, or past clients/sphere?

Watch the video replay if you missed this session to follow along, or continue reading to get the meat of it.

Online leads

Before contacting an online lead that just came through in your CRM, look for as much information as you can in the backend to get an overview of who the client is, what they need, and how far along they are in their real estate journey.

This includes the area they are looking in, what type of property they check out, where they are from, whether they are planning to sell before buying, et cetera.

The more you know about them, the more naturally your conversation will flow once you call them.

Always keep in mind that online leads are typically just beginning to look at houses and get a sense of the market.

The common misconception among agents who are calling online leads is that they have to go directly for the close. That’s not the case. The goal is to find out more about how you can serve them. What are they looking for? What are their specific real estate needs? How can you help meet those needs?

You want to build trust and let them know that you are eager to help and take care of their real estate needs. You do that by showing up, letting them know that you are a pro, showing your expertise, and demonstrating that you know your market.

Be proactive in offering solutions to the things that they might need, such as contacts to lending officers, market insights that can help them get favorable deals that fit their budget, or connections to agents in their area (if they are looking to relocate from a different area and would want to sell their home before buying).

The goal of the call is to figure out those specific needs so that you can take care of them.

Gain their trust first, and you are more likely to get that close as you go along.

Past clients

A lot of us find it awkward to connect with our past clients because we don’t know what to say.  This is the part that we often overthink. Unlike online leads and other types of leads, you already have an established relationship with your past clients through previous real estate transactions. 

All you have to do is maintain that connection and go deeper with that person—build a friendship that will make them trust you more.

There are many ways to connect with past clients.

Events are the most obvious. It doesn’t matter if it is an event you set up for past clients, or if it is a birthday, anniversary, or holiday. Greeting them, wishing them well, inviting them, and letting them know that you think of them is a good starting point.

Contacts for services and maintenance are also a great starting point. As someone who helped them get the home they currently live in, you probably have an idea what areas are most likely to need fixing. Even if there are no issues, as long as anyone owns a house, at some point they will need services, and having a lineup of connections at the ready is a great thing.

It can even be as simple as catching up with them or asking how they are. Invite them for coffee or lunch, or to play a game or sport they might like. Ask about their recent social media posts. Check in with the kids. Ask them how they are liking their new place so far.

A past client connection can be that simple.

The important thing here is to be genuine and to actually show up. Picking up the phone and stuttering as you ask them how they are doing is better than not reaching out to them at all.

There’s no “right” way to follow up with your past clients—think of it as catching up with a friend and offering a helping hand in case they need it, before they even ask.

It doesn’t have to always be about business. You can just reach out as one person wondering after another person. Don’t overthink it.

If you are looking for some coaching on how to level up your prospecting and follow-up, we have one-on-one and group coaching services that can be tailored to your specific needs. Feel free to check that out and reach out to me for any questions or concerns. I always love hearing from you.

Have an awesome day!