A Step-By-Step Call Sequence When Calling Clients

By Jason Baker

Jason is a full time agent who enjoys training his agents on how to think big and live an incredible life, while providing the best experience for their clients.

What’s the secret of having a network that keeps coming back for you? It’s all about providing value and building authentic relationships that last for years. I’ve always believed in the value of giving, whether it’s sharing my knowledge through training, offering free resources, or simply sharing tips and tricks you can apply to your business.

But sometimes, I also need a little something in return, and now, I want to ask a little favor, and I hope you can help me. Right now, we’re currently looking for:

• An agent or broker in the Bozeman market

• Representatives in Great Falls

• Partners in Plains and Superior

• A supervising broker near Missoula for statewide operations

We receive three to five referrals monthly from our network in Bozeman, but we haven’t found anyone there we feel comfortable working with yet. In Great Falls, while referrals are being handled well, we’d benefit from having one or two agents or brokers there.

Now, for my monthly deposit of real estate wisdom, let’s talk about building strong relationships in real estate.

Have you ever noticed how hard it is to reach out to people you know? It’s the same for me: I’d rather call someone I don’t know than someone I know, especially when I was still starting; there were times when I thought,

“I don’t want to bother them with a sales pitch.” This is normal. But it’s not always about you helping them. Often, it’s about them helping you by connecting you with people they know.

When agents join us, they typically handle 2 to 6 transactions yearly, working with their network. And we’ve helped them grow their network by using our system. It starts by asking everyone this question:

“Who do you rely on for your real estate needs?” Everybody knows an agent, but it’s a good question leading to your second question, “May I send you market reports/listing alerts/newsletters?” This will give you a chance to get their email and phone number.

What do you do now that you have their contact information? Call them. My agents ask me all the time what to say during a sales call, and here’s our simple 90-day call sequence and follow-up:

1. Check-in call. Reach out to your contacts every 90 days. Genuinely ask about how they’re doing and their family. Confirm if they’re receiving your market updates and newsletter. This is also a great time to ask them if they have any questions about their real estate needs. Don’t forget to get their updated contact details.

2. Event invite. Invite them to client events, like a pie giveaway, a baseball game, or an appreciation party, as a way to connect with them in a relaxed setting. Follow up by sending an event reminder via multiple platforms.

3. Second check-in. During the ninth-month mark, keep on building rapport by talking about what they’re doing. You can gently ask if they’ve heard of anyone looking to buy, sell, or invest, even if it’s out of state. If yes, tell them that you can refer someone, and then wait for the answer. If they say no, you can continue with your conversation. As the call ends, ask them if they have plans to buy, sell, or invest.

4. Second client event. Invite them to another client event, give them a giveaway, or give them something valuable. Stay in touch, sharing valuable information and inviting them to future events. Always check whether they’re receiving your emails. It’s a verbal reminder that they’re getting the stuff you’re sending and to make sure you’re providing them with the services and value they need from you and not from somewhere else.

We made some great deposits this year. We hosted a Paddleheads baseball game with 200 attendees. We also gave away 200 to 250 pies. We’re sending weekly market reports, postcards twice a year, and bi-monthly newsletters.

Our clients hear from us nearly 100 times a year, which helps them generate more deals from their sphere of influence. Relying solely on phone calls from your sphere is ineffective, especially in a crowded office, and waiting around in real estate can lead to failure.

I hope you find this helpful. Remember that relationships should be mutually beneficial. If you need anything, please don’t hesitate to call. You can reach me at (406) 552-7548 or jason@jasonbakerteam.com. I look forward to talking with you.