That Buyer Phone Call....We Must All Plan For Them or Risk Losing Them

John Q, one of my favorite bloggers and friends wrote a wonderful featured post about meeting a prospective buyer at a home without qualifying them ahead of time. It is something we all grabble with when we get that call yet John has a plan that works for him quite well whether we agree with it or not

I must say I have done the same as John many times. Do I know they are qualified to buy a home? Many times I do not, but I do have my own plan for making that Buyer Phone Call work for me.

I have a checklist plan. Yes I am a big checklist person. I use them for everything including incoming calls. I know you must be saying but I do not always have the checklist right in front of me. Well neither do I and that is when I say, 'Would you mind holding for a minute while I get to a place to give you my full attention?' The answer is always 'no problem' and I find that the caller is always appreciative of me doing so.

So what is on my Checklist? Ahhh. it is very simple and yet tells me a lot about the caller. Actually I could ask the questions without the checklist but by taking the time to get it in front of me 1- relaxes the buyer, 2-allows me a consistent place to put their info and 3- sets the tone for the call. Here are the questions

• So tell me, what attracted you to this home that prompted the call to me?

• Have you been looking long?

• Tell me a little about yourself. (This always seems to lead to their motivation for buying.)

• I must ask if you are working with a Realtor as I do not want to step on any toes.

From here, if they are not working with a Realtor, we make an appointment to see the home. While showing the home I work towards making an appointment for them to come into my office for a free buyer consultation. 9 times out of 10 they agree and the relationship is on it's way.

It doesn't hurt to wait a bit for the pre-qualifying steps of a buyer and it doesn't hurt to get your first face to face contact on the road for success. Do all work out? Of course not, but enough do that it makes it well worth my time as I begin the journey with a plan.  

Whatever plan works for you, your market, your clientele is all that matters. All we each need to do is

 

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About the Author- Martha Brown is a Certified Residential Specialist (CRS) whose passion is homes in the Annapolis MD area and surrounding communities. As a 3rd generation Annapolitan she writes about her experiences in and out of the real estate market. Martha has been a local Realtor(R) since 1992 of which all have been associated with Long & Foster Real Estate, Inc., the largest independently owned real estate company in the Mid Atlantic.

Martha would love to hear from you so give her a call any time. Sharing her Annapolis MD area expertise is her passion.  You can reach Martha at 410-440-7839 (cell) or 410-260-2800 (ofc)

 Martha@TheRealEstate-Lady.com

 

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