Know Your Audience Demographic
Real estate contact centers' success depends on targeting the correct audience demographic for cold calling. In the real estate industry, cold calling can be directed toward several kinds of audiences.
One example includes targeting expired listings, which may indicate individuals who need a new realtor for their listing. Another target audience for your cold calling is owners of listings posted as For Sale By Owner (FSBO) or For Rent By Owner (FRBO). If these listings are not attracting success, they may be interested in your real estate services.
You may also wish to target a specific geographic area or neighborhood when cold calling. In addition, you may want to target homes under pre-foreclosure to help attract leads. Effective cold calling for real estate call centers starts with identifying and targeting the correct audience demographic.
5 Important Factors in Real Estate Contact Centers
In the real estate industry, cold calling is a primary practice to contact potential buyers and sellers. While cold calling may be simplistic, there are many important factors for real estate contact centers to consider. Check out these five essential factors to help you improve your contact center success.
1. Dial Accurate Numbers
Part of your success as a real estate contact center is to get ahold of the intended party! To help your agents save time, be sure you're dialing accurate numbers. To do this, start by scrubbing your phone number lists of any numbers on the Do Not Call Registry, also known as DNC. Also, scrub your lists of any numbers on your internal opt-out list.
The FCC has created a dedicated database to track phone numbers that have been reassigned. Scrubbing your call list against the Reassign Number Database helps eliminate call confusion and time wasted on inaccurate numbers. In turn, you'll have a more efficient real estate contact center.
2. Use CRMs to Update Customer Records
Using a Customer Relationship Management (CRM) tool helps prepare your contact center agents with the needed materials. Integrating a good CRM will equip your agents with accurate data on the leads they dial.
In the competitive real estate industry, using a CRM platform is crucial to stay in the running with your competitors. CRM platforms help you track data about the client relationship, which can be especially useful in curating unique conversations.
3. Prepare Effective Scripts
Real estate contact centers should also be mindful of their agents' scripts. An effective call center script goes a long way in making cold calling more effective. Contact centers should engage in proper agent training before making calls to take things a step further.
A great script provides a baseline for new or inexperienced agents to follow. However, more experienced agents can create personalized scripts that go the extra mile. Personalized scripts can help real estate contact centers close bigger deals with a unique and individualized approach. Agents should be trained to use the script as guidance only.
4. Preview Dialers for Relationship Building
Building trust with customers is an essential part of creating a relationship in any industry. In real estate, trust is especially important! Using a preview dialer in this industry can be helpful for real estate contact centers to gather essential important.
With a preview dialer, agents can build more trust with clients by reviewing their details before the call. Agents then enter the phone call with the tools necessary to succeed. Customers can tell when a contact center's employees are prepared.
5. Caller ID Accuracy Is Essential
Another critical component of real estate contact centers is caller ID. If your caller ID information is not accurate, contact rates will surely suffer. Your caller ID must display accurate information to ensure success. Rich call data can show your business name, logo, and even the department calling. This helps to enhance your results in cold calling.
Real estate contact centers should scan phone numbers for flags and audit rich call data. Dialing with a clean caller ID will help ensure your cold calls don't result in failed attempts. Caller ID Reputation can help you scan your number daily. In addition, our Device Cloud service allows business owners to audit their phone numbers' rich call data on real devices and networks.
Optimizing Your Cold Calling
Owners and call center managers of real estate contact centers must consider these five factors to enhance the success of cold calling. After determining your target audience, prepare the tools necessary for your success. This includes scrubbing numbers for accurate dialing and using CRM software to keep customer records up to date.
Furthermore, prepare effective call scripts for agents to use and a preview dialer service. In addition, real estate contact centers can significantly benefit from using a caller ID monitoring tools such as Caller ID Reputation. Create a free account to get started with your trial today!