Real Estate Lead Calling Script: First Call To A New Lead

I’ve mentioned before how important it is to keep on-top of your leads, in terms of follow up. Don’t expect any lead to come back to your website on their own. Here is a real estate lead calling script you can use for the first call to a real estate lea to learn their needs and set expectations.

If a lead is seeking for further information on a property, it is easy for them to do a quick Google search for, “How much is the home for sale on 123 Main Street?”

This search, likely, won’t bring them back to your website. Chances are, they will end up on Zillow, Realtor.com or one of the other portals. This is not good.

It is; therefore, imperative to learn the lead’s expectations on the first call. Also, you need to SELL your website to them, and let them know ALL the listings they will ever need on your website.

You’re website, and marketing automation systems should back up the promises you made in this “sale,” and deliver them every bit of information they are ever going to need about real estate in the local market, and life in the community.

The First Call to A New Real Estate Buyer Lead

Here is a real estate lead calling script you can use for the first call to a real estate lead. If you follow this script, you’ll learn their situation and set their expectations for long-term follow up:

Agent: I totally understand your timing and that you are not ready and in the process of educating yourself on the market. What information is most important for you to know in the meantime?

Lead: I'm just checking right now.

Agent: In order to see what you're able to get for your money, and start eliminating properties based on what is on the market, I'll set up a genral search so you get the best idea of what's going on. This will update you on new homes as they come on the market, then we can work on the specifics of what would work for you, over time, while you're studying the market. How does that sound to you?

Lead: That would be helpful, thanks.
Agent: I have your email address as hello@chem.digital, is that the best email? Would you like me to send to your partner/husband/wife too?

Lead: Yes that's great. You can just send them to me for now.

Agent: Ok, awesome, You'll get an email from me as soon as I set it up. Just check your spam folder if you haven't seen it in the next couple of hours; then, I'll touch base with you in a week or so and make sure you are receiving my emails, and if we should be making any changes to the search criteria, so you're seeing the right properties.

Lead: Ok, great!
Agent: If I see anything that comes on my radar that you might not have seen, then I'll reach out to make sure you're one of the first to see it.

And, Just before I let you go, Is there anything else I could currently be doing to make sure we communicate when you are ready? Do you need and mortgage finance or other resources, or people I can put you in contact with?

Conclusion

Keep in mind most of the time, the lead will have no idea of what their needs are.

Merely setting the expectation of follow-up sets you apart and builds your value proposition. Just remember to set a reminder in your CRM to do exactly what you said on the day you said you’d do it.

Always Remember
This lead is your future business. Treat them like they are your only lead!