Even movie stars need scripts, heck the president needs prompts. What makes Realtors believe they are above either? I have always had the gift of gab and am a natural when it comes to communications. It's not a gift but a talent. A talent that you must master...
it takes practice....lots of practice!
When it comes to effective communications, sometimes there are moments you just have to write it down.
Screening leads is another form of communication.
If you can carry a conversation with anyone, you can effectively screen a lead.
You just have to have the GUTS to ask the key questions and in most cases get out of your comfort zone to reveal the truth.
A lead sheet is your script to use on every buyer and seller prospect. Now a lead sheet does not guarantee a sale but it is the vital information to determine whether you are actually dealing with a ready, willing and able buyer or seller.
"The best way to describe it is like this...You have two people playing tennis, the object of the game is to keep the ball moving back and forth, with each party returning the ball. To me the ground is silence on the phone. Once that happens, if you don't pick up the ball and serve again. Your conversation will end. So the 1st player should be the lead, they call in and ask a question...your serve.....you answer and ask another question...they answer...you respond and with another question. Now if the players are good this could go on all day. Get the message....as long as you ask..most people will continue to respond. One thing about talking the more you say the more you reveal the truth. The truth is what you are looking for."
What should be on a lead sheet? What kind of questions should we ask?
OK, you need to get the obvious from the get go: Contact info in case you get disconnected! Name, best number to contact.... Beds/ Baths, Area, Condo, House or Villa.. I think you know the basic information...now let's rock!
- In case we get disconnected can I get your name and a number to call you back?
- Ask the potential customer if they are currently working with a real estate professional?
- Have you been through the buying or selling process before?
- When?
- When do you need to move by?
- And if it does not occur what will happen?
- Are you currently a homeowner?
- If so, how many homes do you have and where?
- Do you Need to Sell before you buy?
- Is your home currently on the market?
- Is it listed with a Realtor?
- Are you currently in a lease?
- How do you pay your rent cash, money order or check?
- Is there a release clause in your lease if you purchase a home?
- Will you be paying cash or obtaining financing?
- Are you currently working with a mortgage broker?
- Will you share their contact info?
- Can you bring your mortgage letter of approval when we meet?
- Will you be purchasing the home yourself?
- What kind of monthly payment are you looking for?
- Have you seen any properties yet or have you subscribed to any real estate related websites?
- If so, how long have you been looking? With who?
- Why didn't you commit to any of those properties?
- Are schools important?
- Home owner's Association? Condo Association?
- Do you own a boat, motorcycle or truck and do you have any pets?
- If we found your dream home today are you prepared to make a financial commitment today?
- Did you know we all have the same access to the MLS?
- Did you know that I can show you any FSBO, New Construction or Resale that is available in the area?
Keep in mind you have to use good judgement in regards to the questions, timing is extremely important! If you are seasoned at prospecting you will know but if not that is where practice comes in.
If a customer becomes offended due to questions, either you have not built enough rapport just yet or they are not a ready, willing and able buyer.
Don't make the judgement too soon sometimes bad timing in asking the questions or you haven't probed enough will cause the customer not to open up.
I would rather have a customer hang up on me then work with them for months to find out they cannot buy.
If you practice your script or read your prompts you will be a star at the end.
It takes 2 people to communicate, that means usually one speaks the other answers.
Practice listening...patience...and your words.
Screening Leads has a huge benefit, it's our end result that we are looking for. Think of this as an art, an art you must master, be a real estate star! Wouldn't you like an autograph on a sales contract today?
Midori Miller-Daytona Beach Florida Real Estate Trainer
Great list, thanks !!