IS THE PERSON CALLING FOR REAL ESTATE INFORMATION A BUYER OR SELLER, Or, will the call result in you telling the caller . . . . .
"Ask your friend (relative, neighbor, co-worker) call me. I'll see if I can help."
This post inspired by Carie Shapiro in And I Shaved My Legs For This?
The old adage "Don't call me, I'll call you", doesn't work for real estate brokerage unless you're prepared for rejection. Also, if that owner is on the FTC "Do Not Call" list, you really don't want to call them.
Sure, we're in business to sell real estate services. However, not every caller is a viable real estate customer. Once you've succeeded in becoming very productive in Google SERP for real estate web sites, you'll be receiving calls from folks who may be callin for information for others. However, there is only so far you can/should go.
A clear example of PUSH vs. PULL promotion. A consumer calls you asking about a real estate matter and, without mentioning that they are not the subject of the call, describes a real estate owner in need of advice.
If a parent is calling for a child, is the child really interested in purchasing real estate?
If a person calls about a neighbor, how much do they really know about that neighbor's real estate needs?
You don't really know whether or not there is the remotest possibility of a real estate transaction in the future until you speak with the prospective buyer or seller. Mom or Dad may believe that buying a home while in college may be a great idea but most students are not ready for that responsibility.
You listen. You ask questions. You speak with the person for 5-10 minutes and develop an interest in the scenario described, believing that your experience is just what this owner needs to solve their real estate problem.
So, believing that it's time to get to take the matter to the next step, you offer to meet the caller at the property to see and discuss in person how you can help.
"Oh, I'm not the owner. I'm calling for a friend (relative, neighbor, co-worker) and I think that IF YOU CALL HER/HIM. . . . . "
STOP!!!
"Have your friend (relative, neighbor, co-worker) call me and I'll see if I can help."
Of course, if they DO call, you may have a viable buyer/seller with whom you can have a successful real estate transaction.
TOTOH, if they do NOT call, . . . . life goes on and you can devote your marketing time to real prospects.
Courtesy, Lenn Harley, Broker, Homefinders.com, 800-711-7988. Serving home buyers and sellers in Maryland and Northern Virginia.
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