How many of you have met with a prospect, begin to work with them either
to either Sell or make a purchase only to have them disappear somewhere along the line prior to writing an offer or listing agreement? Sure ...This is going to happen from time to time …even to the best and most seasoned agents. Here is a tip to make this event occur less frequently.
Pre-Education during the initial consultation phase of the relationship is the key.
Very few REALTORS I coach realize the importance of the initial consultation you have with a prospect. It may be the most important …get it wrong and it may very well be your last appointment with the prospect!
Quick Story: While training to be a Police Officer my team was tasked with searching an empty building for B&E suspects. The building was huge with many hiding places for the “bad guys” to lay in wait. Without any knowledge other than a smashed window my partner and I boldly (and pumped full of Testosterone) entered into the dark pitch black building …and within minutes we were sniped …both of us lay “dead” on the cold concrete floor …droplets of red dripping from our bodies.
After we caught our breaths and recovered from our “wounds” ... the SWAT team leader came and asked if we were ready to try again (after being hit with 7 strategically placed paint ball rounds we wanted to say no) but we quickly rose to the challenge with a new plan to get the bad guys this time.
The difference was this time we had a plan …the team leader gave us copies of the building floor plan, night vision goggles, the location of the electrical panels for the lights, access to the buildings security cameras and, OH Yeah …12 back-up SWAT officers to include 2 Canine Units (very snarly Dobermans might I add) to help us complete the search. Needless to say the bad guys gave up very quickly with no one getting “killed” this time.
Compare this to a prospect who may be very unfamiliar with the process of real estate. Do you see how having a pre-planned initial consultation to walk through every step of the process might take some of the fear out of buying or selling …just like in the above scenario …we had so much more confidence after we were educated and knew “the plan” …and of course the Doberman’s helped too!
Here are a few tips to help you get and keep the client:
1. Always have them meet you at the office …this will show you their interest level and commitment, plus it is a place to put technology to work for you to make the process more professional.
2. Have a pre-planned initial consultation presentation customized for the individual prospect ….you will need a different consultation plan for Sellers, Buyers, Investors, Renters, etc…
3. Make sure they are comfortable and understand each step of the process they are about to enter …ask plenty of open end questions and encourage their feedback on the process …”turn on the lights” for them, let them know you will be there with them every step of the way providing your expertise.
4. During the process when an “issue” arises, talk to them face to face or voice to voice to explain the details and make certain they understand. The meaning and important points can get lost in electronic communications.
Don’t lose another prospect/client due to poor up-front communication during your initial consultations. Do the work up front and avoid getting “sniped” by a client left in the dark. Those paint ball rounds sting …and so does losing a client!
Eddie Brown ©2011
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