5 Tips for Phone Solicitors Who Farm Activerain

By
Real Estate Agent with Long & Foster Real Estate, Inc., Crofton, MD 21114

My first thought of a title for this post was "Phone Solicitors Stalk Activerain Members."  However, I decided to play nice and take a more positive approach to the problem we all experience.

Angry man

If I were selling real estate leads or websites or SEO training or any other product used by real estate professionals, Activerain would probably look to me like a GREAT source of prospects. That's understandable, and I "get" why so many of them email or call us.

Spam received through Activerain is annoying, but we can delete it or even get a few points for reporting it to Activerain. The phone calls are another story because most phone solicitors who farm Activerain members are relentless to the point of being obnoxious.   Hard as I try to be courteous and upbeat, the majority of them push to the point that it's obvious the call will never end unless I just hang up on them.

While I certainly do NOT wish to encourage anyone to farm Activerain, I know it's inevitable and I prefer they do it well.  Who knows... they may have a product I would consider if I weren't spending so much energy being angry at how inconvenient and/or ineffective their call is.

 

This post is for the phone solicitors who farm Activerain for profit.

1. Know your audience.  Most Activerain members are highly trained sales people... they did not just fall off a turnip truck and lay by the side of the road to await your call.  They know how to do what you're doing - i.e., prospect for customers and clients - and they expect you to practice the same skills they use in their business.  Bring your "A" game!

Phone solicitor

2. If you're going to use Activerain in your introduction, at least get your information right.  If you say, "I see you're one of the top agents in your community" to someone who is #1 or #2 in their state, you just devalued their hard-fought journey to the top.  If you say, "I see you're one of the top Activerain agents with over 200 points" (but they have 500 points), you just insulted them.  Make this mistake and they won't hear another word you say.

3.  Accept rejection and move on without arguing. The purpose of prospecting is to identify leads. You might have to accept rejection from 97 prospects to identify 3 leads.  Don't waste your time or mine if I tell you I'm not interested because you need to make more calls and find those leads, those flowers among the weeds. 

If you're a real pro, you'll send a very short note or email to everyone who rejects you to thank them for their courtesy and time and give them your contact info.  That's much more likely to convert them into a lead than arguing over the phone that their website sucks and they need you to save their dismal career.

4.  Assume that anyone you call is on the DO NOT CALL registry, or at least check the list.  Use the typical work-arounds like conducting a survey or giving something away, and pretend you're not selling anything.  There's plenty of time for that in a follow-up call, when you can make the case that you're already doing business with them (as a participant in your survey or the recipient of your free trial).  Remember, Activerain members are sales pros and we know better than most how this works... we expect you to know, as well.

5.  Ask if this is a good time to talk, and LISTEN to the answer.  If the Activerain member says, "I'm on my way out the door for an appointment, but I can hold the phone and walk at the same time if you make it quick" - then you've got about 30-60 seconds.  Chances are they live in a state where it's illegal to talk on the cell phone while driving, so end your call quickly and ask permission to call back later.  That second call will then be a warm call, and not a cold call. 

On the other hand, if they say "Sure, fire away!", you probably have time for your usual script.  But please, practice your script in advance, and try to make it sound conversational.  We do that, and we expect you to do the same before you call us.

 

If you find these tips to be helpful, you can thank the many phone solicitors who called me last week.  I didn't get their names or companies because their sales scripts were uninspiring.  In fact, the only thing they inspired was this list of suggestions for telephone solicitors who farm Activerain.  :)

Posted by

Margaret Woda, Long & Foster Real Estate, Inc.
Military Residential Specialist (MilRES®)
(410) 451-6245    mwoda@mris.com

Margaret Woda

 

Search for homes and explore the pages of MargaretWoda.com at your own pace and convenience for more information about homes, communities, and the home buying or selling process in Maryland.

 

Information contained in this blog post is reliable on the date of publication, but it is subject to change without notice.

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Re-Bloggged 5 times:

Re-Blogged By Re-Blogged At
  1. Karen Kruschka 07/28/2010 09:16 AM
  2. Tony Marriott 07/28/2010 09:38 AM
  3. Nestor & Katerina Gasset 07/28/2010 11:23 AM
  4. Vick Pacheco / Luxury Homes & Lifestyles 07/28/2010 01:53 PM
  5. Roland Woodworth 07/29/2010 01:47 AM
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Comments 146 New Comment

Ambassador
874,831
Margaret Woda
Maryland Real Estate & Military Relocation
Long & Foster Real Estate, Inc., Crofton, MD 21114

Clint - Welcome aboard!

Pamela - Enough is enough!  Hi-jacking other people's Activerain posts through lengthy comments is surely against the Activerain guidelines, although I don't have time to look them up right now.  I have deleted your most recent comment and your earlier 2nd comment, and I will delete any other comments you add to this thread.  It is EXACTLY this relentless behavior which makes telephone solicitors come across as obnoxious, and you have proven the point MUCH better than I ever could or than anyone else has in their comments on this thread.

David - You're right, it can be, but a good telephone solicitor can make some sales and actually save a buyer time and money.  My son has taken professional sales from cold calling to a six-figure income building revenue through initial sales for start-ups - it can be done right.

July 30, 2010 12:14 PM
Ambassador
2,267,576
Patricia Kennedy
For Your Home in the Capital
Evers & Company Real Estate, Inc.

Margaret, also, probably not a good idea to farm Rainers with the old "So, do you want to be Number One on Google?" 

July 31, 2010 10:41 AM
Ambassador
874,831
Margaret Woda
Maryland Real Estate & Military Relocation
Long & Foster Real Estate, Inc., Crofton, MD 21114

Pat - Isn't that the truth!  Whenever they bring up that point and I tell them "thanks, but no thanks - I'm already there" they don't believe it.  LOL.  Frankly, most of them drive me to hanging up.

July 31, 2010 02:15 PM
Rainmaker
894,875
Tony Marriott
Associate Broker, REALTOR
Haven Express @ Keller Williams Arizona Realty

Now that the vigorous debate over the disappearance of the rankings followed by the emergence of the new leaderboard has settled down, our opinion is that the new leaderboard is a significant improvement!

November 06, 2010 09:32 AM
Ambassador
874,831
Margaret Woda
Maryland Real Estate & Military Relocation
Long & Foster Real Estate, Inc., Crofton, MD 21114

I haven't even gone looking for the new leaderboard, Tony and Suzanne.  Where the heck is it?

November 06, 2010 08:40 PM
Ambassador
874,831

Margaret Woda

Maryland Real Estate & Military Relocation
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Additional Information

Real Estate and community information for home buyers and sellers, military transferees, and rookie agents in the greater Crofton area, including Annapolis, Bowie, Davidsonville, Fort Meade, Gambrills, Joint Base Andrews, Millersville, Odenton, and the U.S. Naval Academy.

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Margaret Woda