Do you struggle with prospecting calls and turn into a different person when you pick up the phone? Let's put an end to those crazy phone calls! Our private coaching client 'Sally' experienced the same issue until we showed her the secrets to giving good phone. In this blog, we share the tips and tricks to improve your phone skills, including the reasons why prospects might hang-up on you, and how you can let your personality shine through your calls. Learn from our expertise and get ready to boost your sales and get more listings today!

So How Do You Give Good Phone?
Yeah, I know what you're thinking! it's not that kind of phone! It's in a professional way, but today I wanted to create a little bit of fun and have fun along with you guys. Let's get into some tips today.

Watch the video below for a good laugh!

Unleashing Your Inner Sales Pro: Overcoming Phone Anxiety and Finding Your Voice

Recently, I was training an agent during a private coaching session.  She was having trouble with her calling.  I asked her what the problem was. She said to me that every time she picked up the phone she turned into a whole different person?

It’s like an alien had invaded her body and turned her into this crazy phone lady!!

LOL. 

We got into a role-play and I got her to follow a script on ringing her past appraisals. 

This is an easy one to start with as you have already met them. 

Now we weren’t doing this LIVE to a client, we were just practicing. 

The first thing I noticed was that she turned into what can best be described as a ‘radio announcer’.

She starts speeding through the script so fast and sounding like a used car salesman!

OMG!!! I was thinking to myself. 

I couldn’t help but laugh as she was so nervous and it was coming across in her voice.  It was speedy gonzalez mixed with a radio announcer! Can you even imagine???

Her tone was off and she certainly wasn’t being her beautiful, bubbly self.  The worst thing is she kept losing business over this one key thing!

Breathing Matters

So, I got her to take a few centered breaths. 

The other key thing I got her to do before she made the call was to walk away from me and go into another room.  

The Power Of Role Play

It is so important to practice your calls before you phone a prospect. Find someone in your office to role-play with or find a Facebook group with other agents that you can reach out to and find someone to practice with.

Another thing to try is recording yourself and listening to your calls and hearing how you sound. You can then hear the tone of your voice and how it is projecting and then practice and fix it.

Pro Tip: Your prospects can’t see you, so when you role play, go into another room as it is a lot more natural when you are not looking at the other person!! 

Voice Pacing

Then I got her to slow her pace down and to visualise the other person as a close friend that she was talking to. 

You will never guess what happened next?

Hint: She became her beautiful, bubbly self...She learned the secret on how to give good phone. 

She calls me a week later...super excited!

"Chanelle, guess what?!!! You wont believe this! I got 2 new listings this week from your script and the practice we did. I'm soooo happy!" 

Set An Intention Before Your Call

Before making a call, establish an intention by asking yourself:

• What is the goal of this call?

• Who is the intended recipient?

• And why am I making this call?

• It's not productive to make random calls without any purpose.

If you're planning on making a series of prospecting calls, such as cold calls, prepare yourself beforehand. Raise your energy levels, get into a positive mindset, and build up momentum to ensure that you're in the best possible state when you make the call.

Pro Tip: I suggest listening to some really upbeat music or watching your favourite comedian or something that's going to set you on fire and get you really revved up before making calls.

When you're on the phone to someone, it is so important that your voice reflects what we're going to be talking about. And I'm going to get into that right now.

Examples Of Not What To Do ( Best to Watch the video Here)

Here are some humorous examples of how real estate agents may behave when contacting their prospects.

Pushy Salesman Sally

Scenario: Sally is calling a private Sale.

Agent: "Oh, Hi mate. Yeah. I'm just wondering if you, you thought about listing your house?

Prospect: "Uh who is it?"

Agent: "Oh yeah, yeah mate. Sorry about that. It's, it's, it's Sally from XYZ real estate. Yeah. Yeah. I was told that you're thinking of listing your house."

Prospect: "Not right now, we're not."

Agent: "Oh, right, not right now you think?. Ohhh. Yeah. Okay. No worries. No worries mate. Talk to you later. Bye."

Chanelle's Commentary: Ahh No! For example they haven't introduced who they are, the purpose of their call and instead just trying to list their home. In my opinion, it's important to maintain a level of professionalism when communicating with others, and that includes properly introducing yourself and stating the purpose of the call before getting into personal matters.

Miss Meek & Mild

Here's another example of not what to do when calling a private sale. I call this "Miss Meek & Mild".

Agent: "Oh Hi, my name's Sally and I'm from XYZ real estate. I was just, just wondering, I saw a 'For sale' sign outside your property."

Prospect: "Yeah."

Agent: "And I was just wondering if you were thinking of selling and if I could come around and see you this afternoon."

Prospect: "We're not looking to sell with an agent."

Agent: "Oh, ohhhh, you're not looking at selling with an agent. Ok. Uhh good luck with the sale of the home. Thanks. Bye."

Chanelle's Commentary: So, here's the thing about Sally - she doesn't really know how to captivate someone and get them interested in meeting with her. Her voice is really high-pitched, and she doesn't seem to have much confidence. But, the thing is, when you're dealing with a private sale, you're dealing with a whole different kettle of fish.

The Radio Announcer

Agent: "Oh, Hi. Yes, it's Sally from XYZ real estate. How are you today?"

Prospect: "Oh yeah, yeah good thanks."

Agent: "Yeah, yeah. Uh just noticed that you'd listed your house for sale and um yeah, I'd really like to come round and appraise it."

Prospect: "We've got an agent already".

Agent: "Oh yeah, yeah, yeah, yeah. Um well, no. Okay.

Oh, Oh, I see you have another agent in already. Right. Okay. Okay. Well, mmm give me a call back if you change your mind and would like that appraisal.

Yeah, that'd be great.

Okay.

Cheerio."

Chanelle's Commentary: The radio announcer. So, here's the thing - when the agent goes into "radio announcer mode," you can totally tell they're speaking really fast. But the thing is, that mode isn't always the most effective way to communicate with people.

People respond to calm, collected, and professional.

Chanelle's Call To A Past Appraisal

So let's try this again.

I want you to see how I would call someone with the tone of voice that reflects professional but happy.

Smile Before You Dial

Before I make the call, I always smile before I dial, as cheesy as it sounds and I put energy into my voice.

So here's what I would say if I'm ringing a past appraisal.

For example, you've met them, you've been through the home, and this is something that I would do as a follow up call.

Follow Up Call For A Past Appraisal Script

Prospect: "Hello".

Agent: "Hi, Is John there please?"

Prospect: "Yup, its him".

Agent: "Hi John, it's Chanelle from XYZ real estate. How are you?"

Prospect: "I'm good thanks, how are you?"

Agent: "I'm good, thank you. Look the reason for my call is I was driving past your house the other day and I noticed the flowers are looking gorgeous and your renovations are looking fantastic."

Prospect: "Yes, we've done a lot to the property since you last were here."

Agent: "Yeah, I can see that. It looks so, so good. So it's been about what, six months since I popped through.

Yeah, and how are the renovations going?"

Prospect: "Great, we've done a lot since you were here last."

Agent: "Fantastic. Look it'd be great to see you guys again. See what progress you've done.

When are you looking at selling?"

Prospect: "In about 2 months time".

Agent: "Fantastic! Well, can I pop through and see you at 4:00 PM today? Or, I've got 11am tomorrow?"

Prospect: "We can do 11am tomorrow".

Agent: Excellent. Yeah, it'll be really great to see you and Mary again. Yeah, looking forward to it. Talk soon. Bye".

Chanelle's Commentary: Okay, you can see my last call was to a past appraisal. It was someone that I had already met, I already had a relationship with.

Now this isn't a scripts and dialogues blog. What I want you to take away from the four calls that you've just heard/read, the three previous calls where I'm impersonating Sally and all different personality types is just simply a playful way to show you the difference in tonality, and how I'm presenting to different people in different scenarios.

So, we've had a private sale. We've had basically someone saying a referral that the property is for sale and then someone's seen an agent's sign outside and thought that they would give them a call.

Now with my past appraisal, the difference is that my tonality is a lot friendlier. I'm a lot more confident on the phone. I'm relaxed, I'm talking to them as if they're a person, which of course they are. But I'm not going into 'radio announcer mode' or 'Miss meek and mild'. I am simply going into my own natural way of talking to someone that is approachable.

Okay, so hopefully you can see the difference between the four calls and to take away not the specifics of what I'm saying, but to look at the tone and how I am delivering the actual words to the prospect.

Lastly, smile before you dial. I know I mentioned it before and it is super cheesy, but smiling actually brings happiness into your voice. As strange as it may feel, it comes across in your voice.

You're wanting to appear approachable over the phone.

People may not be able to see your face, but they can hear your energy through the phone. So raise that energy before you're making your cold calls or your prospecting calls, your followup calls, and open home callbacks.

Follow up with happiness in your voice. Because your voice reflects what you're feeling. So change your state through your breath. Smile before you dial. And that's all I have for you today.

I hope you've enjoyed today's video and blog post and a little bit of comedy to go with it.

Please comment below on your favourite tip and what you've learned and what your style is. I'd love to know if any of those styles work for you and you're already doing them, and how you can take what I've taught you today and put it into your own business.

Are You Looking For More Help?

Join our Facebook Group Leading Ladies In Real Estate

Join our community of 'Leading Ladies In Real Estate' by joining our free Facebook group. Whether you're a new or experienced female real estate agent, we aim to help you elevate your game and receive support from a like-minded community. Our discussions will cover a wide range of topics such as personal branding, social media, lead generation, mindset, and more. Don't miss out on this opportunity to connect with fellow professionals and enhance your skills.

In this comprehensive course, you will learn everything from:

• Creating your ideal week

• Crafting your own Freedom metric so you can hit your financial goals every month and breathe easy.

• Mastering productivity and time management with our ninja productivity tools

• Creating your vision for your life to create more work/life balance

• Creating a 90 day action plan so you can Breeze through life with ease and efficiency

As a bonus, you will receive our 'High Performance Productivity Planner' which will help you to create more time for what's important, like spending more quality time with your family and achieving a better work-life balance.

With these tools, you will be able to take control of your schedule and eliminate distractions that have been holding you back from closing that next big deal. Plus, you'll finally have time for a glass of wine or two at the end of the day without feeling guilty.

Don't wait any longer to start reaching your goals, and let's be real, making more money. Sign up for Success Foundations today and take the first step towards becoming the ultimate boss lady in the real estate game while also having a great balance in your personal life. Make the decision to invest in yourself and your future, and watch as you close more deals than you ever thought possible, while also enjoying a fulfilling personal life. So, let's get ready to make some money honey, and have some fun along the way.

Check it out HERE