Introduction

Regularly calling your contacts is an effective way to remain connected with prospective clients — particularly in a competitive local market. If your competitors are also utilising email drip campaigns and property alerts, one of the most effective ways to stand out is to ensure you have both a clear strategy and a reliable tool that enables you to contact your contacts consistently, maintain communication, and build lasting relationships.

Summary

• Deciding Whom To Call
• Deciding When To Call
• Suggested Call Frequency
• Call Script Preparation

Deciding Whom To Call

Cold Calling / Prospecting

If you have contact lists like FSBO or expired contacts, make sure to import them into LoftyWorks and then organise them by segments/tags (see Contact Organisation with Segments or Contact Organisation with Tags). You can use Smart Call Lists or Standard Call Lists (link)to access these contacts on a regular basis. 

Standard Call List feature can be set up using Segments. For example, if you imported all FSBO/Expired Contacts into LoftyWorks and put them into the tag/segment of "FSBO" or "Expired", you can then create two standard call lists: one for Expired Contacts and one for FSBO. Remember to give a clear and specific name to the call list so that you can identify it easily.

Example of Segments:

Example of adding call lists based on Segments: 

Once you have created these two call lists, you can start dialling by clicking the green call button. 

When cold calling, you may encounter contacts who ask you to never call them again. 

Smart Call Lists (link)are based on your LoftyWorks tasks that are either scheduled for today, or are overdue. To ensure these lists are populated, you must have tasks linked to contacts — either by assigning them manually or by using a Smart Plan that automates this process.

For instance, if you're working with Expired Contacts, you could create a Smart Plan tailored specifically to this contact type — or consider using one of the pre-built plans available in the library. Further details on setting up a Smart Plan can be found here: Smart Plans. If you want to do this quickly and easily, you could simply make the Smart Plan 1-3 call tasks. Make sure that these are set as call tasks, as only these will trigger entries in the Smart Call Lists.

Additionally, make sure to configure the triggering criteria so that the Smart Plan is applied automatically (if desired), or so that you're able to apply it manually when needed.

Once tasks are associated with contacts and are either due today or overdue, these contacts will be added automatically to the Smart Call Lists that you can access regularly:

Deciding When To Call

According to one study by Inman, making calls between 10:00 a.m. and 2:00 p.m. tends to yield the highest connection rates. However, this may vary depending on your region, client preferences, and the individual contact. Where possible, keep a record of the optimal times to reach each contact. Categorise your contacts accordingly so that you can tailor future calls appropriately, and easily refer to previous notes before making a phone call. Ultimately, it’s important to find what works best for both you and your clients.

Suggested Call Frequency

The number of calls you should make in a day depends largely on your goals and the type of contacts you are contacting. One Inman study found that it took approximately 208 calls to secure a single appointment or referral — equivalent to roughly six hours of calling. You can set your goals based on this study. Also bear in mind that your calling strategy should be adapted to your relationship with each contact. 

Call Script Preparation

Avoid using a script if you cannot deliver it naturally. As with most things, the key to sounding natural rather than robotic is practice. Memorise the basics of the script and rehearse it until your delivery feels natural and confident. You might practise with another agent, your spouse, children, etc.

Don’t hesitate to adapt a script so that it better reflects your personality and allows for a more natural interaction with the contact.

Click here for just one example of cold-calling scripts that you may refer to. You can always search online for more scripts that suit your needs or style.

Questions?

If you have any questions about this topic or anything else, please get in touch with our Support Team. You can email us at <Support@LoftyWorks.com> or call us on +44 330 321 3500.