When a client sees an appealing ad in the paper and decides to call the real estate office for more information, they have several questions in mind.  They have pre-planned their pattern of inquiry.  They fear of the unknown voice who will answer the telephone.  That's YOU!  Many times such a caller has conjured up an unflattering mental picture of the Realtor.  Keep this in mind when you answer they telephone and make every effort to project a warm, pleasing personality to the caller soon to be Your Client.

Be Cheerful- Many people blessed with naturally friendly personalities become awesome creatures of dull wit and curt conversations when they pick up a telephone.  Be cheerful on the telephone.  Let the caller know you are smiling while you are talking to them.  Let them know you are pleased they called you. 

The client who calls you on a newspaper ad seldom buys the property they call on.  Every reader will picture an advertised home differently.

Experience shows and demonstrates that it requires several calls before someone calling buys the home that is advertised.  We place ads in the newspaper to secure buying prospects, not to sell specific homes.  The exception to this rule is the unique property for which an advertisement would be necessary to bring it to the attention of the public this ad is generally much different than your common Saturday Real Estate Section copy ad.

When you are the floor agent, consider the sales call as being a person who wants to buy a house, but not necessarily the property advertised.  You have to get them in to  the office, that is your job.

Everyone is looking for a bargain.  Many times I have taken calls on ads listings that for an 80/20 loan would require $50,000 to $100,000 down only to find that the person calling needs 100% financing and qualifies for a lot less house.  They have simply called out of curiosity.  The ad has done the job in finding a client.  Finding the specific property for this new client is my job.