Prospecting Immobilière and Pige: focus on making appointments

Are you a real estate negotiator, advisor or agent and you have a ball to sell to the idea of doing real estate freelance?follow the leader.

Real estate freezing is difficult

Real estate freelance is to take the phone and canvass sellers in order to meet them in order to obtain a mandate.This prospecting methode often the ball in the stomach since it aims to canvass sellers who want to sell between individuals.

Another difficulty, you only have our voice to convince the prospect, gold ....80 % of communication goes through the non -verbal.To overcome this problem, optimize your voice by pigery standing, smiling on the phone and synchronizing our voice with that of our interlocutor.

Real estate freezing finally requires work on self -esteem.The fear of being thrown by the seller can generate anxiety, a drop in self -esteem and negative beliefs that can literally paralyze you.Most of the beliefs I find in coaching are: "I'm going to get a walk, the seller will tell me that he does not want an agency etc ...".

Which is paradoxical because 70 % of the sellers who are on the web have mandated at least one agency.

The objective of the real estate freelance, to obtain an appointment

Real estate freezing is used to obtain an appointment.Many negotiators do the freelance and lose a monstrous time by trying to sell their services and some will even offer a mandate.At this point, the seller does not know you and does not trust you.Remember that real estate freelance is used to get an appointment.The meeting that will follow will of course be prepared and the seller's confidence can be done at this time.Pige is also a good way to monitor your sector offer and market prices.

Errors to avoid

In order not to reduce your chances to nothing and therefore make a call that may last 15 seconds, here is a non -exhaustive list of errors that I correct in coaching:

3 dimensions to work for a successful real estate freelance

In order for your real estate freezing to be effective, I suggest you work on three dimensions.They are interconnected and the three are to be taken into account for a good appointment.

Personal development dimension

If you are one of the people who find it difficult to catch the phone because you have the ball at the sale, you tell yourself that you will systematically get a walk, you always find a good excuse not to do your real estate etc ...You will be very important.

Given that doing pige is sometimes unpleasant, that we can come across hostile and sometimes nasty people, the anxiety of rejection is present and some people can be literally paralyzed just at the idea of catching the phone.

This anxiety can refer to self -esteem problems, negative beliefs, which will be manifested by an abstention or mediocre results.

You could then fall into a vicious circle where you would only focus on other real estate prospecting techniques because anxiety maintains anxiety and failures will keep you in the negative spiral.

Here is a non -exhaustive list of tips that you could set up to help you catch the phone:

My sweet'immo services

.Trust

.Tell yourself that a no is only definitive

.Made of relaxation 10 min before your real estate freelance

.Tell yourself that you are not necessarily going to be thrown away

.Work on harmful beliefs and negative expectations

The organizational dimension

This aspect is also very important because working on everything that revolves around the call will allow you to optimize your real estate freelance.Get the principle that getting ready before your call and continues well after.In addition, doing real estate freezing can be very time -consuming and ask you for a lot of energy.This is why, you must optimize certain fundamentals to focus on your prospect and pass for a real professional.Here is a non-exhaustive list :

Furthermore, and I insist on this point, if you get a refusal, set up follow -up rules and restart your prospects.You have no idea the turnover you will do with the recovery.

The technical dimension

We are now entering the nerve of war, the course of the telephone call.What I call the technical dimension.This is the most important since this is where you confront with your prospect.The idea of the methodology will be to close all the doors, to make your prospect say "yes" throughout the call and end up making appointments.I offer you a standard course, to be adapted to your audience.Free to you thereafter to adapt it.

Step 1: Adaptation.First of all, I suggest you not present the first 15 seconds.You will ask 1 or 2 questions to the prospect in order to put it back in its sale.Indeed, when you call it it will not necessarily be available.Ask him, for example, if his property is still available?This phase should not last more than 15 seconds because you must introduce yourself and if you do it tropong after, your prospect may feel wrong.

Step 2: Presentation and reason of the call.Once your prospect is given in its sale, you can present and explain the reason for the call.You are free to find a credible scenario or to invoke a legitimate reason.You have to be interested in your prospect, ask him a lot of questions and show that you are there to help him and make him want to receive you.Do not forget that you must make your prospect understand that you are not there to sell, that the mandate of you is not interested and that you are right there to make an appointment.Your prospect must feel free as the air.

Step 3: You offer an appointment.Once you have enough info on the property and your seller, you will offer an appointment.You can make your prospect understand that you think you can satisfy his need but that you need to discover his project as a whole.Offer him two time slots: "Are you available Thursday 2 p.m. or Friday 3 p.m.?""You limit the chances of hearing yourself say" I have to talk to my wife "...

Step 4: Treatment of objections.Treating objections in real estate freelance is very classic.And as it is always the same objections that come back, you will have to adapt:

Real estate freezing as a game

Consider real estate freelance as a game whose rules are enough to learn.You can also consider it as a play, cinema which should be put in your prospect inside.Anyway, real estate freelance is learning as much as possible on the field, practicing and confronting you with the reality of your real estate market.