In real estate, we all know that “no” doesn’t always mean “never.” But how do you get a foot in the door with a prospect who’s not interested in moving right now? A recent example of a real estate cold call sheds light on the power of a skillful opener and a subtle follow-up.
Here’s how the call played out:
Agent: “Hi, this is Sam, I’m a real estate agent here in Austin. Do you still own the property on Cedar Avenue?”
Prospect: “Yes, I do.”
Sam: “I don’t suppose you’re thinking of selling it?”
Prospect: “Not at the moment. I like the place.”
And right here is where most calls end. But Sam, in this example, took it one step further, without being pushy.
Sam: “Sounds like that’s your forever home.”
This small comment triggered the prospect’s desire to clarify.
Prospect: “Well, maybe not forever…”
Sam used this small opening to plant a seed:
Sam: “Once a quarter, I send out an email with updates on what homes in East Austin are selling for. If you’d like, I can add you to the list.”
The result? The prospect said yes, allowing Sam to stay on their radar without overstepping.
Lessons for Building Rapport and Staying Top of Mind
1. Acknowledge Reality
It’s a fact: most people aren’t thinking about selling at any given moment. Acknowledging this, instead of pushing past it, can be disarming for your prospect. When Sam said, “Sounds like that’s your forever home,” it was a gentle acknowledgment of reality, showing understanding rather than insistence.
2. Ask Permission, Don’t Assume
By framing his follow-up as a “Would you like?” rather than an assumption that they want more information, Sam gave the prospect control over the conversation. This approach can make the difference between being remembered positively or dismissed as just another sales call.
3. Become a Familiar Name
Quarterly updates on neighborhood pricing is a non-intrusive, value-added approach. By staying top of mind through these updates, Sam ensures that when the prospect does consider selling, his name is the one they think of first.
Phrases to Create Subtle Openings
If you’re a real estate agent, or in any field where repeat interactions matter, here are a few lines to try:
- “Sounds like it’s perfect for you right now.”
- “Seems like it’s ticking all the boxes.”
- “Out of curiosity, are there any situations where you might consider other options?”
The Takeaway: Be a Better Opener, Not Just a Closer
If you want to close more deals down the road, focus on being a good opener today. When the timing is right, your prospect will remember your professionalism and gentle persistence, making it more likely they’ll reach out to you.
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