Target Acquired: 11 Strategies to Schedule an Appointment with Elusive Leads

It seems as though people are busier than ever these days, with limited time to respond to cold calls and unsolicited emails. That means they’re choosy about where they spend their extra time and energy — and even if they’ve shown an interest in asking for real estate help, your voice is just one of many in their ears trying to be heard. So how can you nail down a meeting time with leads who are cagey about taking your call or listening to what you have to say?

Use these 11 strategies to help schedule an appointment with elusive leads.

1. Have a plan

Before you call a lead, know what approach you’ll take with each one, including how you’ll guide the conversation and make an effective request to meet.

2. Prepare them

Send an information packet ahead of time so they know a little more about who you are, the benefits you offer clients and what you’re like to work with.

3. Call at an appropriate time

An ideal time to call might be on Friday morning when they’re happy about the end of the workweek and they haven’t filled up next week’s schedule yet.

4. Keep it short

Assume their time is as valuable as yours and that you’ll have less than a minute to make your request for an appointment. Have your 30-second pitch polished and ready to go, and save the more extensive details about your value proposition for when you meet in-person.

5. Make it convenient

Propose a 30-minute meeting and a few options for dates and times to show you’re flexible in making it easier for them to get together with you.

6. Be genuine

Do your homework on the lead and then touch on what you can bring to their specific experience. Demonstrate that you truly care about their real estate needs.

7. Stay human

Most people don’t respond to faceless emails asking for their time or business. The more you put your face and personality out there as a real person, the less likely leads will reject your request to meet.

8. Don’t be a stranger

Mention who referred you to them. Even better, ask the referrer to make the introduction for you.

9. Go old-school

Never underestimate the power of a handwritten note. Leads want to feel as though you selected them personally and aren’t part of a cookie-cutter campaign or just another email address.

10. Always be pleasant and gracious

No matter the result of your outreach efforts, it always pays to stay approachable and professional. When you finally connect with a lead, don’t be petty about how challenging it might have been to nail them down. Copping an attitude makes it easy for the lead to conclude that they owe you exactly nothing.

11. Don’t give up

Your tenacity and flexibility gives leads insight into what you might be like when you’re negotiating on your clients’ behalf.

What you have to offer leads is expertise and guidance on their real estate journey, and you know that if you can just get some time with them, they would realize it for themselves. Though it’s sometimes a challenge to schedule an appointment with a busy lead, it’s always worth the effort — whether you land them as a client or simply make a great impression on them for a future conversation.