It never fails that every Friday I get a call or email from someone who is on their way and wants to see property this weekend.  Well, that is great.  However, most agents will have plans already.  This creates a problem.  So, what to do?

I try to coach the customers that I work with to contact me ahead of their trip.  That way I can get the right agent for them.  But when I get that last minute call it is my duty to find an agent with an open schedule.  I usually have to make several calls but I eventually get an agent with some time for these folks.  I have all the information I need from these folks before I make the call and I will be honest with the agent about the qualification to this client.

But, if you the agent gets a call from a client on short notice what do you ?  It depends.  How strong of a lead do you feel these people are?  Have you qualified them before making a commitment of your time (remember your list of questions?)?  Are you willing to rearrange your schedule?  If this is the first time you have dealt with this client are they willing to meet you at the office first (if not this is a huge warning sign!)?  If the answer to these questions has you second guessing putting off that weekend fishing trip then there is a way to generate business even if you decide to not work with these last minutes lookers.

It is really simple.  Refer them to an agent in your office.  The best agents to do this with are the new ones.  They will be eager to get the business and chances are they have a wide open schedule.  You should have all of the important information to pass on to them.  If things pan out then at least you get a referral fee.  Not only that but you also have a new friend!  You will want to agree to a referral fee beforehand and you had better get it in writing.

It is up to you on what to do with this type of call.  Depending on how your year is going you may want to take them out yourself.