Coaching Corner
Is properly handling inbound calls a metric to your success as an agent? You bet it is. How many of you have had this call:
" Would you give me the address to a home listed in the Real Estate book. We don't need any help - we are just beginning to look."
And was your reply:
" Sure, it is at 115 Ivy Lane. If you would like me to show it to you, my name is Brad - just give me a call."
Missed opportunity. The say their is a sale made with every prospect. Either you sell the prospect or the prospect will sell you. Try one or more of these techniques the next time you take an inbound call:
- I will be happy to. Are you on your cell phone now? If so I can text you some specifics on the property.
- Sure. The adress is 115 Ivy Lane. If you will give me your e-mail address I can send some interior photos and specifics on the home for you to review when you get home.
- I have a few additional listings that aren't in the real estate book yet. Are you looking to move into that neighborhood or just for a home of that size? Great, let me get you e-mail address and I will send you the other homes that may be priced better and other people haven't seen listed yet.
Not only are you moving closer to building a relationship but you have gained a critical piece of information such as an e-mail address or cell number to keep in contact with the prospect.
Great Selling!
Selling Logistics is an ecosystem created to keep brokers and agents informed of the latest Web 2.0 applications, business tools and social networking opportunities for the Real Estate industry.
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