Prospecting work book
For every
10
Applicants current addresses collected
6
Properties are in your area
When we call
When leaving a message only leave your name and number. You’ll increase your call backs up to 95%.
You don’t need to leave the company name, “curiosity killed the cat” and it is the same when you are left a message.
So when you call them, they will ask
1. Who is calling me?
2. Why are they calling me?
3. What does it have to do with me?
They will need to know the answers to this AND answer it. People are attracted to urgency and emergency, so start with “really quick courtesy call”
Prospecting scripts for obtaining applicant previous addresses
Applicant call
“Hi XXX, thank you for enquiring about properties to rent through Pinnacle Letting Agents. I just wanted to check…
Which property are you enquiring about or what size property are you looking for?
What’s the maximum rent you can afford?
What’s the best number to contact you on?
Can I just take your postcode & first line of your address please?
Are you looking to stay in the area that you currently live?
When are you looking to move; is there any particular reason why you are moving?”
Prospecting scripts for landlords
Before First Call
Know what applicants you have waiting for properties so that you can give examples of people you have on your books.
Landlord call
“Hi Hannah, it’s Glyn calling from Pinnacle letting Agents. This is just a quick courtesy call.
Just checking are you the landlord of 10 Downing Street? Is this property vacant at the moment or is due to become vacant?
We have applicants on our books that would be interested in your property, what would it take for you to give us a go? We’d love the opportunity.”
If the landlord says the property is tenanted and sounds like he/she doesn’t have any idea that the tenants are considering moving out. Pop a reminder in your diary to call back in 2 or 3 weeks’ time to see if the situation has changed.