When reaching out to potential clients, one question that inevitably comes up is, “how did you get my number?” It’s important to be honest in your response. 

In a recent coaching conversation, a POWER AGENT® asked, “What’s the best way to respond to the question ‘How did you get my number’ when a prospect asks?” There really is only one way to answer: “Honesty is always the best policy.” Be upfront with your potential client and tell them you obtained the phone number through a service such as Geo Leads from RedX.  

We also understand that you might not want to say, “I’m cold-calling to find new business.” This can come across as impersonal and even a little selfish because it’s about you. However, explaining to homeowners that you got their number from a company like RedX or Cole Directory, this gives you the opportunity to explain that you use this service as a means to reach out to offer your expertise and knowledge of the markets, extend invitations to “Neighbors Only” Open Houses, invite them to your next homeowner workshop, and connect with other members of your community, it becomes a means to build rapport so you can coach, not close; serve, not sell. After all, you got into this business to help people! 

Of course, some people may still get upset or feel uncomfortable with the idea of their personal information being accessed this way, particularly because they might feel like they didn’t give permission, but don’t take this personally. The homeowner may have other issues or frustrations that have nothing to do with you. Instead, use it as a moment to listen and understand where the homeowner is coming from. We have two ears and one mouth, so we should listen twice as much as we talk. This can also help you understand where this potential client is at and what they are committed to. 

In the end, we want to be honest and upfront about how we got their number but frame our answer so that our commitment to serving the homeowner becomes the focal point of the conversation. This is how you can build trust with potential clients and establish yourself as a reputable professional in your industry. 

Related reading: Have No Fear: Prospecting Tips for Agents 

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