On most days, salespeople make hundreds of calls and face rejections a lot of the time. They still get up, wipe off the dust, and keep moving ahead. Some may give up after a few follow-ups or deals that went south, but seasoned salespeople keep persevering, and the unique trait that sets them apart is discipline.

In a LeadSquared survey, we found out that 11% of salespeople feel that they’re somewhat disciplined but could improve their sales process. Making discipline a part of their sales has helped salespeople close deals faster and increase their incentives over time.

What difference has discipline made in your sales process?

Recently, we invited Kevin John, an ex-Army Major and Regional Head at SIP Abacus, and Prashant Singh, a marathon champion and COO at LeadSquared, for a webinar to share their experiences with us. They both brought discipline from their personal lives to their sales process, which helped them excel in sales. You can watch the recording of the webinar, Discipline: The key to consistent sales success, here:  

Most of the salespeople who are new to the trade focus on just cracking the one big deal. However, over time, they learn that the mark of a seasoned salesperson is a consistent success.  

Consistent sales success can be defined for every individual and the overall team as well. For an individual, a month-to-month improvement can be evaluated using a metric such as sales productivity or revenues. For a team, it’s the capability to complement one another.  

As Prashant mentions, “Sales consistency means that the team begins to improve its win ratio over time. But more importantly, the team needs to have the magic to get its collective productivity to be more than the sum of individual productivities. The team members must collaborate on their strengths and weaknesses to achieve sales success for their team.” 

Kevin, having trained in the Army himself, believes that discipline is the backbone of the Army. Similarly, in sales, self-discipline should be one’s religion. Each team member must identify their targets and plan accordingly to become a positive contributor to their teams.  

In the webinar, Kevin and Prashant shared a framework of discipline for sales teams with five pillars: Regimentation, Leading by example, Sales as a team play, Training and measuring, and Unflinching optimism. Let’s look at these in detail.

Regimentation 

A process that has been set up to carry out all tasks can help the team members bring discipline to their day. Taking inspiration from the army, here are a few ways in which you can improve regimentation in your sales process.

1. A driving force

A well-defined process and strict regimentation give each team member a clear sense of purpose. Since the team consists of people of different experience levels, regimentation can help them become accountable and keep them motivated. 

“The process of going out to practice every day differentiates a marathoner from a rookie runner. Putting your shoes on and going out to run, whether it’s one, two, five, or ten kilometers, and doing it every single day is the regimentation that I try to bring to my work too,” says Prashant.

2. Clarity and responsibility

To manage the new leads entering the system, all sales team members must know the protocol. Sales leaders must define the next steps, and every individual must follow them meticulously. Creating a detailed plan is essential in bringing regimentation to your sales process, as stated by 45% of the sales leaders.  

What can leaders do to discipline their sales teams?

3. Improving sales productivity

 Improving the process will ensure that the team achieves their weekly and monthly targets. A well-defined sales process also serves as a guide to avoid conflicts over leads and prevent multiple salespeople from contacting the same lead. Once the clarity has been established, salespeople know which leads and activities they must focus on. It will decrease confusion and increase productivity. 53% of sales leaders also believe that prioritizing important tasks increases team productivity.

What makes your sales teams more productive?

Leading by Example  

“As a leader, your team members look up to you and the way you act in crucial and stressful situations. In the Army, everyone knows that the leader will pound the pavement for them. The sales leader carries the biggest quota and handles the most difficult situations in the corporate scenario,” says Kevin.

He also mentions that sales teams are like wolf packs, where the leader is always behind the entire pack and ensures that no one is left behind and the team keeps moving ahead. Here are a few practical tips for sales team leaders to put to use:

1. A chain of leadership

Each person looks up to their supervisor and managers for guidance and a benchmark to learn from. The VP follows the CEO, the managers follow the VP, and so on. So, leadership and a standard for discipline must be set at every level.

2. Mentoring

For managers or supervisors, it is important to get into their subordinates’ shoes and understand their problems. The leaders can do something as simple as participating in team meetings and have one-on-one discussions with the team members. This helps the leaders identify any setbacks early on.

Sales as a Teamplay  

“The whole is greater than the sum of its parts.” – Aristotle  

This statement is true in sales teams when the members begin collaborating and contributing in capacities exceeding their roles. In sales teams, the collaboration between different departments like field sales, sales development, and negotiators is necessary to deliver superior results. The leader must step in to remove any friction between teams and align everyone to a common goal. 

“A leader can mold their team and ensure that every individual’s contribution is valued. It is also important for teams to think of ways to collaborate and build a cohesive team,” mentioned Kevin while sharing a story about his days in the Army.

Training and Measuring

“The more you sweat in practice, the lesser you bleed in combat.” 

Kevin shared an interesting theory, 10,000 hours of practice, by Malcolm Gladwell. It states that ten thousand hours of practice can help you improve your results, as proven by sportspeople who have improved their performance by 26%. He believes that the same kind of practice and training can be highly beneficial in sales. For example, 60% of the salespeople find follow-ups and prospecting to be the most challenging aspects of sales, and leaders can help their team by providing appropriate training for the same.  

The hardest tasks for salespeople

Here are the ways to streamline sales training. 

1. Structured training

It ensures that all the team members are equipped for the roles they will be taking up. It also creates a channel for communication between the trainees and the leader, which they can utilize to gain clarity on the product and the process.

2. Short- and long-term skills

In a fast-growing company, it’s important to learn and unlearn a few skills every quarter. Tactical skills are usually short-term, while skills like communication and negotiation need to be honed for the long haul in sales. Leaders must also ensure that the entire sales team has an in-depth knowledge of the product, which can take place through rigorous training or frequent certification tests.  

3. Auditing and measuring

After all the training, when salespeople begin to make the first few calls, the leaders need to ensure that everything is going according to plan. One can either set precise metrics to gauge performance using reports, or as we do it at LeadSquared, an auditing team can be set up. Leaders can investigate the calls and follow-ups being carried out and give actionable advice to the salespeople, which helps them improve their performance in the future.

Unflinching Optimism  

Discipline gets you through the process, but optimism is what gets you to take the first step. Believing in your leader, the process, your team, and yourself is crucial in sales.  
 

“Whenever we are in a difficult situation, I never say it won’t happen. Everything will happen. It has worked out in the past, and it will work out in the future.” Kevin shares this mantra that he and his team believe in.  

Visualizing the goal

When you believe that you can achieve it, your goal appears to be just one or two tasks away. Optimism helps you get rid of a chunk of fear, and it gives you the strength to keep carrying out the functions despite any setback in your path. Each team member needs to be confident and keep delivering until they achieve the milestone they have set for themselves. Optimism also becomes a crucial differentiator between the winning and losing mindset.

While most companies use sales automation platforms, such as LeadSquared, to automate workflows and streamline their sales processes, consistent sales can only be achieved with the salesperson’s intrinsic discipline. Process automation is just a boost up, so every salesperson should use discipline as the driving force to perform better and contribute to their sales teams.  

Questions from the audience: 

We aren’t getting the desired results despite having all the processes in place and following them consistently. What can we do to bring about a change? 

If all your processes are right, re-evaluate your goals. If the goal is correct, you might need to optimize a certain step in the process or focus on providing a different kind of training to your team. Talking to the customers to understand how they perceive the product or service can also be beneficial.

What are the key points to consider while building a new sales team and hiring new sales executives?  

Apart from technical skills, knowledge about a certain industry or product is always beneficial. They should have the long-term skills needed for salespeople, such as clarity of thought and communication. As a salesperson, they should also know how to make the right judgements and should be able to empathize with the client. 

Sometimes the line between moving forward and leaving no man behind is very blurred. How can we strike a balance between the two? 

It’s a very fine balance, and you can’t keep on doing it the entire year if your targets are not met. As a leader, you can attribute the sales to your team members before taking any credit. You must also ensure that everyone in the team can meet their sales quotas. Your sales team must keep delivering and moving forward despite all obstacles. 

How frequently should a sales team lead review the performance of the team? Daily, weekly, or monthly? 

Ideally, the performance review should take place daily. Based on your team size, the sales performance evaluation with the manager can occur monthly. The team lead should organise a daily stand-up meeting to talk to the team and track sales. 

Out of attitude and aptitude, what is more important for a salesperson? 

Attitude is fundamental when compared with aptitude. Someone having high aptitude but no attitude can have a negative impact on your sales. With the right training, aptitude can be developed, but not attitude.  

How do we retain key salespeople? 

Assuming that the product and work culture is good, retaining key salespeople drills down to creating the right compensation plans. Set ambitious yet achievable targets and give handsome incentives to those who accomplish their targets. Appreciating your sales teams and giving them the right recognition also keeps them motivated to perform better.  

Ask any insurance agent about their least favorite part of their job and they are bound to say, “cold calling.”

Making one call after another using the same old, tired script quickly gets boring. What’s worse? Producing zero decent leads after a long day of calling.

If you’re tired of prospects not answering your team’s calls—or getting hung-up on—consider Facebook ads. They have the potential to be a game changer.

In this article, we’ll examine how insurance agents are cashing-in on Facebook ads, provide a step-by-step plan for creating effective Facebook ad campaigns, and give you some great examples of Facebook ads that produce results.

biBERK gets right to the point with a call-to-action (CTA) headline.

What is Facebook advertising for insurance agents?

Surely, you’ve browsed around Facebook when suddenly an ad caught your eye. Facebook ads for insurance agents are paid ads that businesses like yours display on Facebook.

Did you notice the ad promoted the kind of product you’re normally interested in? That’s no accident. Facebook has an automated Ad Manager that allows advertisers to set parameters, so ads only display for people with a propensity to take interest.

If you offer a product that appeals to married people who are homeowners and own cars, you can specifically target the audience with Facebook ads. If you have a life insurance product for a specific demographic of people, Facebook ads for insurance agents will sniff-out qualified leads for you. 

10 reasons why Facebook ads produce leads

Lots of ads pop up every time you pull up your Facebook page because advertisers are getting results. If you’re searching around for any kind of insurance product, you’re apt to start seeing ads for the same insurance product on Facebook. See, tiny bits of code track the websites you visit.

I’ve collected data to show you how prominent Facebook is and why ads on the channel for insurance agents are so effective:

  1. Facebook is the world’s largest social media network.
  2. Around 2.89 billion people spend time on Facebook daily.
  3. All 2.89 billion people need some type of insurance, and you have the potential to reach them.
  4. 56% of the people who visit Facebook are on the hunt for information.
  5. Mobile ads generated 94% of ad revenue in Q2 in 2019.
  6. As of Q3, 2020, Facebook had over 20 million advertisers.
  7. Facebook ads for insurance agents deliver a good value for your marketing dollars.
  8. Facebook ads provide the highest ROI of all paid ad channels.
  9. Your future customers are also on Facebook, as the platform has an annual growth rate of 57%.
  10. Facebook ad campaigns are measurable.

You don’t need a marketing expert to create your first Facebook ads campaign. Setting up a Facebook ad campaign is easy.

10 steps for creating effective Facebook advertising for insurance leads

Facebook designed its Facebook Ads Manager platform to be user-friendly. Even if you don’t consider yourself tech-savvy, the following step-by-step approach can help you quickly create an effective Facebook Ads campaign.

  1. Set up a Facebook Ads Manager account

    Your Ads Mangager account is your hub where you’ll manage all your ads and campaigns. It’s also where you’ll find analytics to monitor your metrics so you can track performance, assess your results, and adjust your campaigns.

    Be aware that you will not be able to access your Ads Manager account through your personal Facebook page. You can only access it through your business Facebook page. If you do not have a business Facebook page, you will need to set one up first.

2. Create a new Facebook Ad campaign

A dashboard appears when you log into your Ads Manager account. You’ll see a snapshot of all your ad campaigns and individual ads. You can even create sets of ads and get data for them. Just choose the tab for a new ad campaign, ad set, or ad, and click the green button marked “create.”

3. Choose the objective

The Ads Manager will allow you to choose from the following 11 objectives:

  • Brand
  • Conversions
  • Catalog sales
  • Engagement
  • App installs
  • Video views
  • Lead generation
  • Messages
  • Store traffic
  • Reach
  • Traffic

Choose objectives aligned with your business and marketing goals. Bear in mind the Facebook Ads platform will charge you per action for conversion-related objectives such as sales. You will get charged separately for the number of impressions you get for exposure-related objectives such as views or traffic.

4. Give your campaign a name

This is an important step because you can easily set up A/B testing, and by naming each campaign, you will know which ads are performing better. At this point, you can also set up A/B testing by clicking on the “create A/B test” field.

After you create campaign A, you simply create a duplicate version of the first campaign to create a B version. You’ll also need to name your ad set.

5. Establish an ad budget and schedule your campaign

Facebook helps you manage your budget by allowing you to set a daily limit on ad spend. They will pace your ads to display throughout the day. Alternatively, you can set a lifetime budget for a longer period, and Facebook will pace your ad spend over that timeframe.

6. Create a target audience or a lookalike audience

To start, you may want to create a custom audience. Click on “create new” and select from choices such as Facebook users in your company’s contact database, those who use your platform, or those who visited a page on your site.

You can also segment your audience by age, gender, and language. You can include or exclude cities by size. Once you make your selections, the Ads Manager will give you a ballpark of your audience size. Finally, you can narrow your audience by checking various demographics and by who they already know on Facebook.

7. Decide where you want your ads to appear

Until you get more familiar with the platform, it’s generally best to select “automatic placements.” Facebook will simplify the task by placing your ads on their various media properties including Facebook, Instagram, Messenger, and the audience network. Once you get more comfortable with ad campaigns, you can toy around with manual placements that give you more control.

8. Design your Facebook ad

The platform will ask you to input text, headlines, ­­­­colors, images, media, and other specifics. You can create an entertaining video or slideshow. The preview tool will give you a look at your final design. When you are finished creating your ad, simply click on “publish” to launch your ad.

9. Monitor your ad campaigns using your dashboard

Facebook suggests you monitor the following metrics:

  • Performance
  • Engagement
  • Videos
  • Website
  • Apps
  • Events
  • Clicks
  • Other settings (start date, objective, delivery, bid, etc.)

Start with the most relevant metrics to get the scope of your ad performance.

10. Set up reporting for customized reports

To create custom reports and access them through your email, follow these steps:

  • Click on “Analyze and Report” on the main menu.
  • Click on “Ads Reporting” and then “Create Custom Report.”
  • Select a report and open it.
  • Select “Save As”, name your report, and check “Schedule Email.”
  • Continue following the prompts to change or confirm your reporting preferences.

Congratulations! You have successfully created Facebook ads for insurance agents bound to generates leads

How to design effective Facebook Insurance ads

Think about your primary goal.

  • What do you hope to accomplish?
  • Are you looking for more leads and sales?
  • Do you want to keep your brand visible so current clients will keep coming back and refer others?
  • Are you launching a new product?
  • Do you have a promotion?
  • Are you hosting a special event?

Next, think about how you can deliver a value-based message. You will want make it ultra-clear how your product helps.

Finally, consider how you can give your ad impact using negative space, provocative content, and compelling images. Concise, short text work best. 

Want to understand the specs? Facebook has ad specs for image ads, video ads, carousel ads, slideshow ads, and collection ads you need to be mindful of.

Examples of eye-catching Facebook insurance ads

Let’s look at examples of eye-catching Facebook Ads…

The most glaring thing about this ad its use of white space. Nothing distracts you from the company branding or the message. The ad caters to SMBs and the company offers all forms of business insurance.

Trusted Choice decided to tell their story in a photo. At a glance, consumers learn that the company offers boat insurance, and they do not want customers to miss a day on the lake. A clickable CTA would make this ad perfect.

The correlation this ad draws between covering your property and your livelihood is visionary. One look at this ad and it is easy to envision having a secure covering over you that provides with safety and security. The CTA is prominently placed in the center of the ad.

This ad features an attention-grabbing message. It also sends a message to young people that now is the time to buy life insurance.

Whether it’s Kevin’s experience as a Major in the Indian Army or Prashant’s motivation to wake up early in the morning for a run, discipline is a way of life for both of our speakers. Now, as a sales professional and the COO of LeadSquared, respectively, they bring the same discipline to their work. This has also helped their sales teams improve their performance and increase their productivity.

Key Discussion Points:

  1. The power of regimentation: Bringing order to your sales processes
  2. Leading by example: Becoming a better sales leader 
  3. Leaving no man behind: Being empathetic towards your team and the prospect
  4. Sales as a team play: Using your strengths towards a collective goal

Speaker

kevin-John

Kevin John
Ex-Army Major and Regional Head, SIP Abacus

A recipient of the “Excellence in service operations”, Major in the Indian Army, a corporate guru, and a proficient salesperson, Kevin has donned many hats over the years, and now at SIP Abacus, he leads his teams with the discipline and the values from his days in the Army. He specializes in banking and finance, human resource management, skill-building, vocational training, and transnational education. Kevin has over 18 years of experience across prestigious organizations like ICICI Bank, Pearson Education, and Rustomjee Group. He also enjoys trekking and is an endurance specialist.  


Prashant-Singh

Prashant Singh
Co-Founder and Chief Operating Officer, LeadSquared

Prashant is the co-founder and Chief Operating Officer of LeadSquared. He heads all post-sales Customer-Centric operations and is responsible for business retention, growth, and expansion. Prior to LeadSquared, Prashant was the co-founder of Proteans, and he served as the COO. Post Symphony Teleca acquisition of Proteans, he served as the Vice President and P&L Head for the business unit of Energy, Healthcare, and Media verticals. Prashant is an alumnus of IIT Delhi with a degree in Mathematics and Computer.  


With the admission session knocking on the door, educational institutions are on the lookout for a tool that helps them gain data-driven insights into their admission operations. In this webinar, Rakesh Kumar, Head, Marketing & Admissions, will cover the best ways to gain a microscopic view into the enrollment funnel and student application/post-application process. We will also touch upon:

​Discussion Points:

  1. Evolving post-Covid admission trends
  2. Enabling higher efficiency for admission counselors
  3. Enabling admissions on the go with a virtual application/post-application process
  4. Best strategies to boost conversion rates in Higher-Ed

Speakers



Rakesh Kumar ​
Head, Marketing, Admissions, IMT-CDL, Ghaziabad

Rakesh is a versatile professional with 16 years of high growth experience in Marketing Communication, Demand Generation, Product Management & Customer Success, in diverse sectors, including Education, Software Solutions, E-Commerce & FMCG.


Murali Krishna
Director – Business Operations, LeadSquared

Murali is the Director of Business Operations at LeadSquared. He has over 8 years of experience in sales and has led several teams during this time. Of late, he has been extensively working with the education sector, helping schools, colleges, universities, and EdTech businesses, fill more seats faster!


Will the sales rookie you just hired start to perform from day one?

Well, they just might. But, in most cases, that’s not the right expectation.

To get them acquainted with your product/service, culture, people, and processes, you need to coach them right and give them time and direction.

This is where a good sales onboarding process plays a role. So,

What is sales onboarding?

Sales onboarding is the process of inducting, training, and providing resources to new hires to equip them with the skills and knowledge required to perform in their newly assigned role.

In this article, we will talk about how to onboard a new sales rep. We will also discuss tips and best practices to improve your sales onboarding process.

Let’s get started.

Table of contents

How to design an effective sales onboarding process
>>The 30-60-90-day sales onboarding plan template
>>Editable sales onboarding pdf checklist

The importance of a well-defined sales onboarding program

Best practices

How to design an effective sales onboarding process

Every good sales onboarding process has a few common objectives:

  1. Producing confident sales reps who fulfill organizational goals
  2. Increase sales reps’ levels of engagement with the company as well as its staff.

Expecting your new entrant to learn everything over a two-day orientation program can be overwhelming for everyone. Sales onboarding is a process and not an event. When you know what your sales reps ought to achieve over a timeline, you will be able to draw a plan in advance. Staggering goals will also let you measure their learning curve accurately. Here’s where having a plan is a good idea.

A 30-60-90-day sales onboarding plan draws out a road map spread over the first three months of the employee’s joining. The subsequent section describes the nitty-gritty of this plan, along with a quick checklist.

The 30-60-90-day onboarding plan

The first 30 days

A little hand-holding will go a long way in acquainting the new rep with the company’s culture, vision, and mission. Help them break the ice through their many firsts and find their footing. This stage will involve answering a lot of questions for them and introducing them to new people and processes.

Begin with the basics- company history & structure, product information, existing and potential buyers, and sales cycles. Get them familiar with the managers and their peers and initiate meetings for team building.

Something as simple as a pizza party brings the team together. Sales is competitive, which can drive team members apart, but we’re all in the same boat, so being supportive can help every individual perform better,” says Arjun Mathur, Associate Director, Emeritus.

A few questions you ought to be asking at the end of the first 30 days:

1. Do they have a fair idea of the company?

2. Are they interacting?

3. Are they comfortable with the CRM

4. Do they understand the company’s expectations?

5. Are they familiar with the product and services?

6. Do they have a complete understanding of the target market and competition?

The next 30 days

It’s now time to get hands-on for everything they have learned in the first 30 days. Now is a good time to learn about aligning performance with personal growth.

A few questions you ought to be asking now:

1. Are they confident enough to meet clients?

2. Are they motivated to learn more?

3. Are they participating in meetings?

4. Are they taking feedback?

5. How is mentoring working out?

The last 30 days

At this point, your reps should be raring to go. By now, they should have a clear understanding of their customers, should be able to make independent sales calls, and should have built a solid network.

A few questions you ought to be asking now:

1. Are we able to measure progress?

2. Are they meeting targets?

3. Have they assimilated the company’s culture?

4. What is the market’s feedback?

A 30-60-90-day plan should match the company’s objectives. It should be measurable and should be able to identify task completion. Above all, it should be flexible to include new parameters based on needs. Here’s a sample checklist for a 30-60-90-day plan.

sales onboarding checklist - 30-60-90-day plan

You can bookmark this page or download this editable pdf checklist to share with your team.

Why do you need a well-defined sales onboarding program?

Devising new ways to nurture prospects has always been the focus of almost every organization. But they often forget that their sales reps need nurturing too. In a likely event where you would look at onboarding as a time-consuming process, you would instead let your sales reps learn on the job. However, investing time and resources in your reps pays off in terms of productivity and retention. For instance, 69 percent of employees are more likely to stay with a company for three years had they experienced great onboarding. 

Inspire them to stay.

Quitting of sales reps is not just expensive, but it affects teams and productivity.  An effective sales onboarding program will help you in retaining the talent that you have recruited. Here’s how.

A good training program and a curriculum will produce knowledgeable salespeople who will be great at their job. Doing their job well will bring tangible results from the very start. More sales, an increasing client base, good customer feedback, and appreciation from managers will produce highly engaged employees. And motivated employees will have no reasons to jump ship.

Imagine yourself in the shoes of a new rep being drowned in a lot of theory on your first day in an event they called the Orientation Program.  Remember that judging and evaluating is a two-way street, and chances are your new rep won’t be impressed on their first day. A sales rep who expected fun and knowledgeable joining experience might be severely disappointed. They might build notions about your organization that aren’t necessarily true and likely to affect their tenure at your company. All because of a poorly planned onboarding process.

Now, if you have just recruited yourself a talented new rep, you probably cannot wait to channel all your training energy. A little planning and empathy will go a long way in providing the best onboarding experience for your new rep.  

Benefits of a well-defined sales onboarding program

Speaking of productivity, organizations with a standard onboarding process see 50% higher productivity from new hires and increased employee engagement.

A sales-ramp-up period is the amount of time it takes for a new sales rep to be market-ready and reach their full productivity level that meets your organization’s goals. The ramp-up time will, of course, vary across industries, but the objective remains the same. That is, to minimize ramp-up time. However, it’s important to remember that an amateur rep can not only jeopardize sales pitches with their half-baked knowledge but will also be difficult to retain owing to their lack of motivation. An onboarding program will get them up to speed much quicker, thus enhancing their overall productivity.

At the same time, an onboarding process needs to have the right balance. A process that declares a sales rep ready much before they actually are can impair productivity. And a process that goes overboard can exhaust a new employee and waste valuable resources. The key to creating an effective onboarding process lies in taking one step at a time.

Sales onboarding best practices

Here are a few best practices to keep in mind while drawing out your onboarding plan:

Material & Resources

All onboarding materials should be accessible and available at a sales reps’ fingertips. Create resources that are informative and easy to absorb. Videos rather than slide shows, story formats, games, and quizzes are great ways to document information. An automated dashboard containing available phone scripts, email templates, FAQs, etc., is a great way to assist them in the field. Depending on which stage of the 30-60-90 day plan a sales rep is in, you can layout content accordingly.

“One way to standardize training for a sales team is to share the list of common objections and practice cold calls with new recruits,” says Anil Kumar, Director – Sales, LeadSquared.

Goals & Numbers

Realistic targets can be smooth gear shifters from learning to doing. Give them tangible goals to which they can contribute. Besides company goals, individual milestones, numbers of deals to be closed, and when to be closed are some figures that can help keep reps on track.

Shadowing & Mentoring

The age-old tactic of mentoring is a tried and tested training technique. Shadowing a seasoned sales rep prepares new ones for future leadership. It allows them to learn on the job and ask questions. However, choose your mentors carefully to get the best results. The best performer may not be the best teacher.

Feedback & Evaluation

The onboarding process should be responsive. It’s essential to learn about the sales reps’ experience by encouraging feedback. This will help to identify pain points and to find solutions. You can alternately measure the effectiveness of the process by tracking KPIs such as conversion rates per rep, pipeline, average ramp to productivity time, rep’s scorecard, training, and certifications.

For instance, you can use LeadSquared Sales Execution CRM to track KPIs and individual reps’ performances.

Team Performance Reports - CRM for stock brokerage firms

In conclusion

Sales onboarding is a continuous process that needs customization and optimization. Optimization is fuelled by a host of factors and, most importantly, by effort and intent. The company’s objectives, quality of sales reps, the introduction of new technology determine the type of process you want to choose for the company.

First impressions are important and especially so for major life events such as starting a new job. A good onboarding experience sets sales reps on the right track to adapt to their new work environment and learn new systems. It also shows that besides company profits, you are also invested in their career enhancement. A good onboarding process can provide the solid foundation from which confident salespeople will stem. It will build the next sales leaders. For what it’s worth, a good onboarding process can also act as a magnet to attract the best talent in the market.

Cold calling, when done right, can help you set up those appointments you need.

But you must remember the following ground rules for effective phone calls. 

  1. Research about your prospects, their needs, and preferences. Your prospects must feel that you understand their requirements. 
  2. Practice cold calling scripts beforehand. It will give you the confidence to talk effectively with the prospects.
  3. Show enthusiasm to sell the property. Buying a home is a lifetime event for many. Also, selling a property is a one-time deal for some. They must feel that you’re as enthusiastic as they are to make their dream come true. 

To help you get started, here are highly effective real estate cold calling scripts for different situations that will help you engage with your prospects.

You can also download the pdf to share with your friends or refer to it later. 

15 Cold calling scripts for realtors

1. Script to introduce yourself as a realtor

Here’s a script for interacting with someone with whom you have never talked before. It will help you understand the level of interest by getting your foot in the door. If the prospect does not respond, you can move on to the next one or engage further to understand their interests.

You: Hi, I am [Name] working with [Organization]. It’s really good to finally reach you. Is this a good time to talk?

At this point, you need to wait for a response. They may be driving or maybe having a few busy days. Regardless of what their answer is, empathize with the situation. You can use one of the following scripts to reply.

You: I completely understand that you are busy. It’s [Prospect’s Name], right?

or

You: Sure [Prospect’s Name], I understand your frustration. Do you mind if we talk later?

or

You: Yes [Prospect’s Name], I understand you’re short on time, so I’ll get to the point.

With this cold calling script, you can understand the prospect’s interest in buying/selling a property. And this information will help you in follow-up phone calls.

2. Pitching your services as a realtor

You need to understand why someone would sell their property.

For instance, homeowners usually sell their homes because of financial reasons. Therefore, they try to get the most they can out of their property. Often, they avoid real-estate agents as they may have prior negative experiences or assumptions that contacting a real estate agent would cost them money.

As a real estate agent, your task here is to convince them that you can save them more money or help them get a better deal. Here is a script that can help you engage with a prospect by empathizing with them.

You: Hi, I just came across your listing on [Website], and I have a few questions regarding the home you have for sale. Are you the homeowner?

Prospect: Yes

You: I am [Name], and I am working with [Organization]. I called you because I know a few clients looking for properties like the one you’re selling. Would you mind sharing your ask price?

Prospect: [Shares their price]

You: That’s great. Are you working with any real estate agent right now?

Prospect: [Answers yes or no]

If the answer is yes, you can ask them to call you back if required. Otherwise, if the answer is no, that is, they have not connected with any realtor, you can continue with the following script.

You: Okay. May I ask you why?

Prospect: I don’t feel like they can help me. I have had a few negative experiences in the past. So I have not contacted any real-estate agent for selling this house. 

You: Okay. I would not want you to go through the same experiences you went through before. I am not asking you to hire me, but I would like to give you some information that will help you get a better deal. It is something you want, right?

Prospect: Yes.

You: Alright. Let’s connect over a coffee. Does [Proposed Date] work for you?

The idea here is to understand why the prospect is not interested in a real estate agent. So, you will have to convince them that working with you will surely benefit them. They will not lose out on any money. After they are convinced to talk to you, you can tackle other issues in follow-up meetings.

You can also download the pdf to share with your friends or refer to it later. 

3. The circle prospecting call script

Circle prospecting works based on your area of influence. You make a sale, and then you reach out to others who live in the vicinity. Since you have location-specific information, you now have a formal excuse to call people. Circle prospecting can help you with referrals and lead generation. However, it is a challenge to know what your prospect is up to – are they buying, selling, or moving out. This issue makes circle prospecting scripts variable.

Donna Stott at Your Coaching Matters puts it this way:

Scripts should be nothing but conversation starters and enders. The juice is in the middle, which cannot be scripted. That’s where you build rapport and connect.”

So, here is a script that can help you with circle prospecting.

You: Hi, I am [Name], working with [Organization]. I recently sold a house in your area, and we still have a few interested buyers left. We are looking for new listings in your area right now. Are you aware of anyone who may be interested in selling?
If you are interested in selling, what would be the best price for your property?

4. Leveraging a recent sale you made

If you made an exceptional sale, you could call up others in the area to know if they are interested in selling their property. It is similar to circle prospecting. But here, you are advertising the sale you made instead of looking for references. This way, anyone wants to sell their property will know that you are the right person to get in touch with.

The script for such a cold call is quite simple.

You: Hi, I am [Name] from [Organization]. Am I talking to the homeowner?

Prospect: Yes

You: Just contacting you to let you know that I sold a property at [Address] for [Amount]. Presently, there is a lot of interest in properties like yours. Are you interested in selling your property?

The above statement should trigger their thinking. You already know from your research that this person was thinking about selling their property. Now they know that a property like theirs sold for a handsome amount. So, the right move from them would be to reach out to you. If the prospect shows interest, then you can provide them with more information regarding the sale that would paint you in a good light.

This script serves two functions: It makes the prospect think and positions yourself as a viable option.

5. Becoming a community champion

If you have worked in an area for a long time, you can leverage that expertise. By positioning yourself as an expert in property sales in that region, you can win the trust of locals. Use the following script to show that you’re the go-to option for sellers in that locality. 

You: Hi, I am [Name] from [Organization], and I have been a resident of [Location] for over twenty years. As a real estate agent, I have helped numerous homeowners find buyers in this area. If you are looking forward to selling your home in the next thirty days, would you be open to a discussion?

The above call script directly gets to the point. The prospect may say yes or no. But even if the seller says no, they will know that you live in the area and will contact you if they need anything in the future. They may even refer you to friends and family members who are looking forward to selling their property.

You can also download the pdf to share with your friends or refer to it later. 

6. Using the FOMO technique

FOMO or Fear-Of-Missing-Out creates a sense of urgency amongst people. Salespeople often resort to guilt manipulation, pushing, or making empty promises, and often, these malpractices make customers avoid real-estate agents. So, avoid those tactics. However, if you are making an aggressive sales pitch, you can use FOMO. Here’s the script to get started.

You: Hi, I’m [Name], and I work at [Organization]. I wanted to share a quick update regarding the real estate market in [Location]. Almost [Number] homes have been sold in the last [Number] days, and I have recently sold a house owned by [Customer’s Name] for [Amount] near your location. Do you know them?

Prospect: Yes

You: So, where were you before you moved here?

Prospect: [Response]

You: And if you are planning to move again, where would you want to go?

Prospect: [Response]

You: Great! And when are you planning to move?

Now, depending on their response, you can propose a follow-up meeting if they are interested. You can let them know that you have helped many people in that area sell their properties, and you can help them if they are willing to make the sale in a month or so. The idea is to create a sense of urgency. Your prospect will feel that without you, they may lose an attractive deal.

7. Real estate cold calling script for expired listings

The expired listing shows that there has been some issue with the sales process. However, as a real estate agent, you should not try to find faults of the owner or the previous agent. At this point, the clients are generally emotional because the sale did not happen. Plus, a lot of real estates agents are already contacting them. So, talk to the client, give them free information and build trust before you schedule a meet. You can have short exchanges and get some information.

You: Hi, I am looking for [Prospect’s Name]. I am [Name], working with [Organization]. You know that your home came up as an expired listing. I was wondering if you’d like to interview the right agent for selling your home.

Prospect: No, I don’t have any plans. / Yes, maybe I’ll start after a little. 

You: If you sold this home, where would you move?

Prospect: [Place]

You: Oh, that’s great. How soon do you have to be there?

Prospect: [Response]

You: So, what stopped you from selling the house? 

Prospect: [Response]

You: How did you get in touch with the previous agent? 

Prospect: [Response]

You: What do you like the best about your earlier agent?

Prospect: [Response]

You: What do you feel they could have done better to sell the house?

Prospect: [Response]

You: What do you expect from the next agent you will be working with?

Prospect: [Response]

You: Have you already chosen someone to sell your home?

Prospect: No

You: I would like to apply for the job of selling the home. I use [Technique] to sell homes. What would be the best time to give you a demo? 

Prospect: [Possible Meeting Time]

According to Dale Archedkin, the founder of Smart Inside Sales

The best scripts are mostly composed of questions, with very little telling on the agent’s part. Agents should understand WHY they are asking questions and which questions are the best to ask.

My favorite technique is asking really great questions and keeping the prospect doing the talking. The more the prospect talks, the more they like you, and the more likely it is they will do business with you. The more the agent does the talking, the less a prospect likes you and the less likely they are to do business with you.” 

8. Script for engaging internet leads

With internet leads, you generally have more information about the prospect. It is because you know what listings attracted their attention and how long they spend on each website. You can call them and converse according to the following script.

You: Hi, I am [Name], working with [Organization]. I was going through my notes, and I do not see that you purchased a home you were looking for. Did you make a purchase recently? I wanted to update my notes. 

At this point, you can go quiet and let the prospect do the talking. Interested clients will talk about what they were looking for and why they did not get the property. You can even use the following three open-ended questions to turn a prospect into a customer.

1. When would you like to see the property?

2. What else would you like to see?

3. What do you find interesting about this property?

You can also use Real Estate CRM software to track the lead activities, and call them when they’re still on your website.

Automate agent notifications - real estate crm software - real estate cold calling

You can also download the pdf to share with your friends or refer to it later. 

9. Scripts for generating leads from open house events

Hosting open house events may not lead to sales directly, but they are great for numerous other tasks. They can help uncover potential listings in the area. They can help you find potential buyers, get new referrals, and more. Also, they can be a great way to know more about the area and the people who live there.

There are numerous ways to get contacts. You can host contests or visit homes in the neighborhood. Here are a few scripts to capture leads during the event.

You: Hi, I would like to keep you updated if any properties you may be interested in comes up on the market. It’s hard to stay updated on the market right now since it’s so hot. But if you share your contact, I’ll let you know if I come across anything relevant.

or

You: I am going to select a lucky winner for a contest. And I will contact them over email. Make sure you sign up so that you don’t miss out!

or

You: Thank you for coming over to this event. I met a couple of homeowners today who I’ll be visiting to know the neighborhood better. Those who are interested in listing their homes on the market can leave their contact with me. I’ll make sure that you’re the first to know as soon as I get any updates on the market.

10. Voice mail script for property sales

Often, your calls will go to voice mail. It may feel like a missed opportunity. However, since this is your first contact with the homeowner, you can leave an engaging message. The message should sound as if it is from someone familiar. You can even tailor your pitch according to the prospect or area. Here is an example.

You: Hi, I am [Name] working with [Organization]. We have just listed a home in your area, and if you know anyone looking to move, just let me know. Thanks!

11. The elevator pitch

Every realtor must have a script that introduces themselves without appearing robotic. They must sound natural and convincing. Here is an example.

You: Hi, I am [Name]. Last week I sold a property in this area for a price significantly higher than the asking price. I understand you have a tight deadline for selling your property. I do have some plans to get your property moving on the market. Let me know when we can set up a meet.

Objections are common in an elevator pitch. You should always show empathy but also ask for details.

12. Phone call script for someone you already know

When you already know someone, you can get a head start on other agents. Since you already know the prospect, you can build up a conversation and then make the pitch. An example script would look like this:

You: Hi [Prospect’s Name], this is [Name]! We met at [Event], remember? How have you been?

You can keep this conversation going without mentioning that you are a real estate agent. However, be honest and let them know why you got in touch with them.

You: As [Reference] might have told you, I am a real estate agent working for [Organization]. I am getting in touch with friends and family to know where they are with their properties and if they are planning to move. Have you considered anything regarding your property?

If you are having this conversation with someone you know, it will be easy to build trust and keep the conversation real. Even if they say no, you can still have a productive yet casual conversation and gather information.

You can also download the pdf to share with your friends or refer to it later. 

13. To-the-point cold calling script

Cold calling can consume your entire schedule. So, for some prospects, you should keep a short pitch. Here is an example.

You: Hi, I am [Name], working with [Organization]. My agency has some buyers who are interested in properties in your area. Are you looking forward to selling a home now or shortly?

Here, you will get a yes or no answer. If it’s a no, you can update the record in your CRM as “not interested” and move on. Otherwise, you can use your next pitching technique.

14. A script for the property owner who is already selling

People with prior negative experiences with realtors often try to sell their homes privately. These people often struggle and feel defeated. Here is how you can help them out.

Note that if the seller is already in touch with another agent, do not use this script.

You: Hi, is this [Prospect’s Name]? I am [Name] from [Organization]. I suddenly came across your house listed privately. Have you had any success?

Prospect: No

You: Yes, the market is a little slow right now. How long have you been on the market?

Prospect: [Response]

You: Have buyers approached you yet? What sort of response did you get?

Prospect: [Response]

You: Where are most of your buyers coming from? Are you solely relying on the Facebook post you made?

Prospect: [Response]

You: Thanks a lot for sharing this information. I just wanted to know where you are with the sale. If there is anything I could do to help you, then let me know. We have a few buyers who may be interested in the property.

This script may lead to a few objections, but you need to assure the prospect that they are in control of the sale. However, if they want to change their mind, you can ask them about the property price.

You can also download the pdf to share with your friends or refer to it later. 

15. A script to stop talking about commissions

When talking about selling a property, a lot of clients are stubborn about the commission rates. Getting locked into a conversation about commissions can get ugly. The best way to manage this situation is to suppress it early on in the conversation.

Prospect: I do not want to pay more than a [X%] commission for this sale.

You: I understand. I am making a note that you do not want to pay more than [X%]. Let me know when you are free to meet. Is tomorrow a good day, or should we meet on the weekend?

Acknowledge the terms that the prospect is putting. However, you do not need to agree immediately. It will give you some room to negotiate later. If you disagree and the prospect does not provide any room for negotiation, there is no point in going ahead with that call.

Real estate cold calling best practices and tips to get over your fears

Some sales reps like talking to people, and therefore they like the cold calling activity as well. But many salespeople, especially when they’re new to the business, find cold calling challenging. Nonetheless, just a cold call cannot guarantee a sale. It also matters how effective your pitch is and if you were able to impress them. 

Cold calling requires practice and patience. Here are the tips to improve the success rates of your cold calls.

1. Role-play

Real estate agents have to deliver impeccable speeches in a noticeably brief time. You cannot fumble even once. You need to start a conversation and get relevant information over a phone call. It is a skill that needs practice. You can practice role-play and rehearse with friends to see noticeable improvements in your pitch.

2. Stand up

The next time you get into a complex conversation, stand up. You will notice how the energy shifts at once. You will feel more authoritative and energetic when compared to slouching on the chair. Have a look at the increasing popularity of standing desks, and you will understand.

3. Use scripts

Real estate cold calling scripts are a terrific way to get started with calling prospects. You will know exactly what to say when you pick up the phone. Navigating conversations becomes much easier with scripts. However, having scripts ready is not enough. When you’re a newbie, you’ll need a lot of practice. Hence, once again, role-playing is important.

4. Lead with questions

It is always good to let the prospect do the talking. Their way of talking will allow you to gauge their interest. The more the prospect talks to you, the more likely they are to trust you.

5. Approve. Confirm

When someone makes a statement, repeat it to show that you heard them. Then approve it to show that you acknowledge it completely. Next, by confirming, you condition them to say a yes. Here is an example.

Client: I am not really interested in selling my home right now.

You: I get it. You don’t want to sell your home right now. 

Client: Yes, that’s correct.

You: Alright. That’s great. I see that your listing is 3 months old. If it sold during that time, where would you move?

Client: California. 

You: California? That’s great! So, why would you be moving there?

Client: To be closer to my family.

You: Oh, that’s fantastic. So, you want to live close to your family?

Client: Yes

It will not be this perfect during a real conversation, but this script should give you some idea.

You can also download the pdf to share with your friends or refer to it later. 

6. Use CRM software to recall context during follow-ups

While it’s easy to miss follow-ups, keeping track of the buyers/sellers’ responses, making notes, and revisiting them from time to time can also be a daunting task. Therefore, you must consider a solution that automates these tasks. Take, for instance, LeadSquared Real Estate CRM software. Using this, you can automate task reminders, schedule follow-up emails, and more. It also integrates with RingCentralCallTrackingMetrics, and other telephony/cloud calling solutions to enable one-touch calls from the CRM portal itself.

Smart views for agents - real estate CRM software

Book a quick demo to see how it makes your real estate sales process more efficient. 


More in the series:

Email templates for real estate businesses