Working Seller Prospects By Phone.... Get Ready BEFORE You Call!
The floodgates are always open when you work online prospects. You deal with bad emails addresses, teenagers, nosy neighbors, tire-kickers, ex-husbands and even co-workers. You never know what your gonna get. The smart thing to do is treat ALL online prospects the same. Cherry picking can cost you. Most online sellers are interested for more than just the heck of it.
The floodgates are always open when you work online prospects. You deal with bad emails addresses, teenagers, nosy neighbors, tire-kickers, ex-husbands and even co-workers. You never know what your gonna get. The smart thing to do is treat ALL online prospects the same. Cherry picking can cost you. Most online sellers are interested for more than just the heck of it.
Since 2004 I've probably provided over 3,000 online market evaluations. Each one takes about 6 minutes to perform. Look at the square footage, bedroom number, pool or no pool, and of course make sure you're comparing apples to apples. This initial valuation is just a sample... and not a full blown analysis. Obviously the latter takes more time. The initial offering provides an opportunity to put myself in front of the seller all while giving them a taste of how I do what I do.
It's important when you call a prospect that you have both the active and comparable sales on your screen. With this, have their home in the cross-hairs of Google Earth. ALWAYS use their name repeatedly throughout the conversation. Don't use scripts word for word. Nobody wants to chit-chat with a robotic sales clown. Be confident, quick, smart and prepared. You only have seconds to capture interest.
Nobody cares about your awards! Leave the chest thumping out in that initial call. Instead, provide the information very quickly, almost like chasing a moving train and saying goodbye to a loved one.
Many people that answer the phone will associate you to a "telemarketer."
Of all the thousands of calls I've made I can only think of 2 maybe 3 times where I've been hung up on. I've been cussed out, yelled at, and told..... "did my ex-wife put you upt to this?" But I've mostly been successful with taking that online prospect from first to second base.
Always remind the prospect HOW and WHY you are calling them.
"Hi this is Greg with RE/MAX, I'm calling you because you came to our website XXXXX and asked for additional information about your home on 1234 Awesome Listing Street.
That initial sentence explains who and WHY you're calling.
Remember... if real estate was easy, we'd all be rich!
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The information contained in this blog is believed to be reliable and while every effort is made to assure that the information is as accurate as possible, the author of this blog, and its comments disclaim any implied warranty or representation about it's accuracy, completeness or appropriateness for any particular purpose. All information is copywritten and the property of Greg Nino.
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