First Impression
What should you establish within the first 10 seconds of every call?
What is trust and credibility?
A homeowner whose listing expired without selling.
What is an Expired Listing?
What are the three most important things to uncover before setting an appointment?
"We're not interested." What should you do first?
What is acknowledge the objection and ask a follow-up question?
How many calls should an ISA generally make per day?
Approximately 250–400 dials per day (depending on the campaign).
Using the homeowner's name and mentioning your previous conversation helps build this.
What is rapport?
You call homeowners around a recent sale to find more sellers. What lead type is this?
What is motivation?
"What has you considering selling?" uncovers what?
What is motivation?
"We're waiting for interest rates to drop." What should you explore before ending the call?
What is their motivation and whether rates are the only thing stopping them?
What does ISA stand for?
What is Inside Sales Agent?
A strong opening should sound like this instead of a telemarketer.
What is natural and conversational?
A homeowner behind on mortgage payments is considered this lead type.
What is Pre-Foreclosure?
"If everything worked out perfectly, when would you like to move?" uncovers what?
What is the timeline?
Why is agreeing with a prospect before asking another question effective?
What is it lowers defenses because people feel understood?
What CRM does PowerISA commonly use?
What is Lofty? (or your team's CRM)
Why should you ask permission before taking too much of someone's time?
What is it lowers resistance and shows respect for their time?
A property being sold after someone passed away is called what?
What is a Probate lead?
Why do we ask about updates or remodeling?
What is property condition and potential value?
What's the difference between a brush-off and a real objection?
What is:
What does D.A.R.T. stand for?
Discover
Ask
Relate
Transition
What are the four parts of a great call opening?
An absentee owner who rents their property is also known as what?
Name five qualification questions every ISA should ask.
Role-play: A homeowner says, "Call me next year." What would you say?
"I completely understand. A lot can change over the next year. Just out of curiosity, what do you think might need to happen before you'd consider making a move?"
Name the four pillars of a successful ISA.