What Does a Real Estate Appointment Setting Service Actually Do?

What Does a Real Estate Appointment Setting Service Actually Do?

With so many buzz words flying around the real estate lead generation space, it’s a wonder anyone has time to explore anything at all. But if you’re reading this post, then you’re obviously trying to stay on top of the approaches best suited to your business. Good on you. So let’s get to it.

What does a real estate appointment setting service actually do? Well, of course, it books you appointments. But how a company like Ignite Connections actually gets to the end result is the true “secret sauce.” But at Ignite we believe in giving away the secret sauce to those who want to take action on their business with or without our help. So let’s break down the steps. They’ll be broken down as follows:

1. Strategic Data Collection,

2. Script Tailoring,

3. Call Scheduling,

4. Calling.

Let’s break these down.

Strategic Data Collection

A successful cold calling campaign starts with having good data. The best caller in the world isn’t going to generate anything on a list of bad data. So what does good data look like? Well, besides the obvious good contact information (i.e. the correct phone number, the correct contact information etc), a good appointment setting service is going to dive deeper than that and look for high intent sellers. At Ignite Connections, we aren’t relying on AI technology to tell us the highest seller score. We rely first and foremost on what we call Leading Indicators. Leading Indicators are things that indicate to us, statistically, what makes someone more likely to sell? We start with turnover rate. Turnover rate in real estate is going to be how often people move. If someone buys a home today in your market, how long do they typically live there before they sell and move again? That’s your turnover rate. For instance, if the turnover rate is 10 years in your market (i.e. the average person stays in their home for 10 years), we’ll narrow down your market to people who have owned their home for at least 10 years. But we want to be more targeted than just that. The next layer we’ll typically add to our data pull is equity. We’ve found that people under 30% equity in their home typically aren’t in any position to sell. As a third layer, we’ve found the average seller we successfully convert is 55+. So right there, without any area-specific qualifications, we have a strategically filtered list.

Script Tailoring

A good appointment setting service will become familiar with your market. They;ll get an understanding of who they’re representing and, most importantly, who they’re calling. This is where an overseas ISA falls short: being offshore they can’t possibly be familiar with the nuances of North American geography the way on-shore can. A good script will be catered towards the type of prospect your ISA is targeting.