Coaching Tip September 3, 2010

Education & Training with Century 21 United Realty Inc. RECO #4724381




When you get that incoming buyer call, they are full of questions and just want answers.

How do you gain control of an incoming call?  Is it by providing answers or when you ask questions? Just find out what the buyers needs are, then deliver based on those wants and needs.

Here are a couple typical mistakes I see when a buyer calls in.  The agent goes into sell mode, the agent provides all the information; the buyer graciously accepts the information and hangs up but the needs go un-serviced and the agent doesn't get an appointment.  Who is the biggest loser?

The second mistake that I see is the agent preparing their response for the buyer before the buyer completes what they are saying.  Basically it's an agent that doesn't listen.

Here's the solution:  Listen very closely, restate what the buyer has communicated to you and base your next question on their response or question.

Next tip I will discuss the initial appointment. Until then I wish you all continued success.

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It's Your Career - I'm Here to Support YOU!

Constantine Isslamow

Broker of Record / Mortgage Broker

CENTURY 21 United Realty Inc. Brokerage.

Independently Owned & Operated

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

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