Jacqueline Kyo Thomas
Are you an introverted real estate agent looking for lead generation tips? This post is for you.
You can absolutely succeed in real estate as an introvert. As a matter of fact, being introverted gives you a set of superpowers that others may not have. Many introverts are skilled problem solvers who think before they speak. Also, many introverts are naturally empathetic and seek to connect with others on a deeper and more meaningful level.
If you’re an introvert, you may be good at listening and reading between the lines. You also have the ability to focus on a task without needing constant validation from others, and you may exude a calm professionalism that your clients will appreciate.
However, if we're being completely honest, there are challenges you'll face as an introvert trying to generate sales for your real estate business. Unlike your extroverted counterparts, you hate small talk and tend to feel less confident when pitching services to others.
But a lot of lead generation requires you to put yourself out there, in extroverted fashion, and forge quick connections with prospective clients.
So how do you do that when you hate the idea of being the center of attention or going up to people and introducing yourself?
In this post, we have a few (mostly pain-free) ideas that can help you generate new leads as an introverted real estate agent.
Let’s get started.
Cold Call But Be Prepared
First, let’s rip off the bandage and address cold calling. No one, whether they’re introverted or extroverted, likes the idea of cold calling. But cold calling is one of the quickest ways to succeed in the real estate business.
And while it’s not mandatory, cold calling will improve your lead generation efforts.
Here’s how to cold call as an introvert:
Research
Before reaching out to your prospective clients, spend a few minutes researching them on social media. Practically everyone has a profile on some social media platform (whether it’s Facebook, Instagram, Twitter, LinkedIn, etc.). This gives you the opportunity to find out who you’ll be connecting with. You can learn more about them and find natural connections that exist between the two of you. This will help you when “breaking the ice” during the small talk portion of your cold call.
Prepare Your Approach
As an introvert, you probably aren’t great at speaking without preparation. No shame in that. Instead of fumbling over your words, be prepared. After your social media recon, you now know something about your prospective client, so use that knowledge to prepare a customized set of talking points for your cold call. If the prospect doesn’t answer, you can also record this information in your CRM for future follow ups.
Check out this related post: How to Maximize Your Real Estate CRM to Get More Business
Create a Script
Another way to prepare for cold calls is to create unique scripts for each type of conversation/ prospective client. If you’re cold calling FSBOs, you can create a script to address their set of concerns and hesitations which are sure to be different from that of a first time buyer.
If creating a script is too strict or robotic for you, you can also develop an outline of talking points. This way, you can go into every cold call with a level of confidence, knowing that you have a loose script or outline from which to work.
When creating your script, prepare your answers to frequent hesitations.
Your script/outline will keep the conversation on track and moving along.
Perfect Your Pitch
After you’ve created your script or outline, perfect your pitch by practicing it a few times. Do this before you begin cold calling. Repeat as many times as you need to so that you can get comfortable with what you need to say.
Practice your pitch with another agent, family member, friend, or even into the mirror. You’d be surprised at how listening to yourself can correct awkwardness.
Practice Small Talk
When you’re connecting with prospective clients, you’ll have to engage in small talk. There’s no way around it. So, let’s discuss how to do it successfully.
Fortunately, small talk is a social skill that you can learn. Here's what you can do to get better at small talk:
- Assume that people want to talk to you.
- Ask questions, but don't just ask yes or no – ask specific and open-ended questions to learn more. People love talking about themselves.
- Ask follow up questions.
- Be interested in their answers.
And remember that the more you “small” talk, the better you’ll get at it.
Rinse and Repeat
Prepare to spend at least one hour each day cold calling, especially when you’re first starting out. That block of time may sound huge, but it’s really not when you consider this: Three out of every 4 calls will go unanswered. So, you need to make a lot of calls to generate a meaningful amount of leads each day.
Also remember that most people will shoot you down on your first call. It takes, on average, between 4 to 8 calls before a person is ready to meet with you. Most agents give up after that first “no, not interested.” Don’t be defeated. Instead, get their permission to contact them in the future, and always follow up.
Use Social Media
Another way for introverts to generate real estate leads is through social media. Social media was made for introverts. It’s the perfect platform for connecting with people without actually talking to them in person.
Here are a few ideas on how introverts can use social media to generate real estate leads:
- Post virtual, video tours of your listings
- Offer free advice to home buyers or sellers
- Run a referral contest to attract more leads
- Do a neighborhood tour
- Partner with other businesses such as builders and photographers and shout them out on social media (chances are, they’ll do the same for you, which will earn you more exposure from their followers)
When on social media, take advantage of video. Video gives you the chance to connect with prospects on a human level without awkwardness.
And all of these activities are great for introverts because they won’t drain you as much as in-person prospecting will.
Follow Up
We mentioned this before, but it should be mentioned again—follow up with your prospective clients. Fortunately, there are multiple ways to follow up. So if you hate the idea of following up through phone calls, you can also use non-invasive follow up methods, such as:
- Sending a personal text
- Shooting out an email
- Celebrating a holiday or special event with a greeting card
- Direct messaging them on social media
Following up is crucial, but don't bombard the prospect with constant communication. Space out your follow ups over the course of days, weeks, or even months, but don't give up. If the prospect is still engaging with you, there is hope that they'll eventually schedule a meeting with you.
Recharge at the End of the Day
Last, but certainly not least, take time to recharge at the end of every day. If you’re an introvert who works directly with people, your energy will be drained by day’s end. It’s crucial that you restore yourself.
You’ll do this by first setting boundaries with your clients and with yourself. Clients should not have unfettered access to you 24 hours a day. Have a cut off time when you stop answering calls or emails. And during this time, give yourself a chance to do what nourishes you—in solitude.
As an introvert, you’ll recharge by being alone, so make sure that you spend time alone everyday, even if you can only eke out 30 minutes before bed. Doing so will protect against burnout from working with people all day.
Final Thoughts
You don't need to be extroverted to generate leads effectively for your real estate business. As an introvert, you have natural skills that will help you succeed. Lean into those skills. Even if you’re not a “people person,” you can still be in a people-oriented industry, as long as you prepare ahead of time and follow the tips that we’ve listed above.
Before you go, check out this related post: Can You Be a Rockstar Real Estate Agent and an Introvert?