Call Opening and First Impression
The first 5–10 seconds of a call should establish this immediately.
What is credibility?
It’s the ability to come across as confident, professional, and knowledgeable right away so the person feels comfortable listening to you instead of trying to end the call.
A homeowner whose property didn’t sell and may be frustrated.
What is an expired lead?
The 3 most important things to uncover before setting an appointment.
What are motivation, timeline, and working with another agent?
Pausing before asking a question allows this in conversation.
What is giving the lead space to respond / active listening?
Who wrote the play "Romeo and Juliet"?
What is William Shakespeare?
Saying the lead’s name and mention details from notes, past conversations, or their inquiry
What is personalization?
It’s tailoring the conversation to the individual so they feel recognized and understood not like just another random call.
Calling neighbors to find sellers using a nearby sale.
What is circle prospecting?
"What has you considering selling?” uncovers this..
What is motivation?
STARTING a call with too much information can cause this.
What is overwhelming the lead / lower engagement?
This ISA can’t resist moving to the rhythm and is always ready to dance some bachata!
Who is Graciela?
The best opening avoids sounding like this.
What is a telemarketer, robotic or scripty?
More focused on a script rather than a real, natural conversation.
This type of lead is a homeowner at risk of losing their property due to missed mortgage payments.
What is a pre-foreclosure / foreclosure lead?
“When would you ideally like to move?” identifies this.
What is timeline?
Closing without confirming understanding of the lead’s needs can cause this.
What is misalignment / missed appointments?
This ISA is known to be able to tear a cow apart!
Who is Gaby?
Asking “Did I catch you at a bad time?” can sometimes cause this.
What is loss of control / easy objection?
It’s when your question hands control of the conversation to the other person too early, giving them a simple exit like “yes” or “I’m busy,” without engaging at all.
A property being sold due to the owner’s passing, often handled by family.
What is a probate lead?
Asking about updates, repairs, or upgrades helps determine this.
What is property condition?
Reviewing call recordings regularly helps improve this.
What is script refinement / performance improvement?
How many teeth does an adult human have?
What is most adults have 32?
A strong opening should answer “who you are” and this.
What is why you’re calling?
It’s the reason for your call so the person understands the purpose and is more likely to stay engaged.
It’s an owner who lives elsewhere while the property is rented, vacant, or managed from a distance often leading to higher motivation depending on their situation.
What is an absentee owner?
"If the right home came up tomorrow, what would stop you from moving forward?” is an example of this type of question.
What is a hypothetical question?
You notice the lead is multitasking and distracted. Adjusting your script here helps achieve this.
What is regaining attention / maintaining engagement?
The one, the only, unstoppable, ultimate legend, motivation machine, goal-crushing rockstar, mentorship, kind, and sweet superstar coach who inspires every ISA to greatness is…
GRACE!!!!!
Just kidding, team! Every single coach at PowerISA is the best and brings out the absolute best in their teams