That Caller Has Your Money In Their Pocket. Here's How To Get It!
I found this post by Broker Bryant today very interesting...especially how he handled his responses. I thought to myself that this may be a great post for the "newbies" or even not so new. I wanted to re-blog in case some didn't catch it & have hit some of these road blocks.
Hi Folks. Most of us spend a lot of time and money to make the phone ring. When it does we need to do our best to make that phone call payoff. I always try to remember that the person on the other end of the call "Has my money in their pocket" :)
There is a sequence of events that needs to happen in order to be a successful salesperson.
This post is about making the appointment. I can't count how many times I have had folks call me, that started out with attitudes, that ended up being long time customer/clients. In fact, it's been my experience that the most difficult people turn out to be the best customer/clients. It's certainly worth your time to meet with them.
Trust me when I say they will remember you and send you business even if you aren't able to help them out right away. What difference does it make if they don't use your services until 5 years later? Are you going some where? Is real estate just a temporary job or are you in it to build a lasting business? Goodwill goes along way my friends. And all it costs is a little time and some common courtesy.
So next time your phone rings try this:
"Can you come over and tell us how much our house is worth? We won't be hiring a rea-la-tor but we need this information."
"How much do you charge? We're not paying more than y%."
"I'm not listing with you tomorrow. We have 2 other agents coming over before we decide if we want to use a agent."
"Our last agent never called and never returned our calls. All you rea-la-tors care about is making money! I'm not signing anything for more than 30 days!!!"
I could go on and on but I'm sure you get my point. Make the appointment.
Here's another tip. Make the appointment then hang up. Call back to qualify the property and the prospect. You can always cancel the appointment if you feel it's not going to work. You do this because your only initial goal is to make the appointment. You don't want to get them off track by asking too many qualifying questions before you have a commitment to meet. Make sense?
Of course, if you have business out the ying yang already, then by all means, do what works for you. Me.....I think I'll help them. How about you?
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