Mr.Realtor..How much is that house at 310 Main St.?

Real Estate Agent with Century 21 Sundance Realty

How many times have you answered a call like this ,gave the price,and the caller thanked you and hung up.WRONG!!!! We are in business to sell, not just to give out free information.

I was taught to engage the caller in conversation first...something like this.

310 Main St? Let me look that up fpr you.[even though I was familiar with the property]How many bedrooms are you looking for Mr.Caller.? 3? Good because I know this is a 3 bedroom. As I recall, this also has a split bedroom plan.  Would that work for you? Good. It also has a Family Room and a fenced yard. Does that also fit your criteria? Oh good. By the way, who  am I speaking to? Ok Jim..As I said..this is David Kelso.  JIM, do you have any school age children. You do? Well this house is in the ABC School District.  Is there anything else you're looking for in a home that we haven't mentioned Jim? Oh ok.  And by the way..This has a large fenced yards that the children would love.  The asking price is $........ Is that about where your housing budget falls. Terrific.The folks just got transferred, so its very easy to show. Would you like to see it tommorrow morning or would the afternoon work better.

Doen't always work but beats heck out of giving a price and hanging up.

Thanks to Floyd Wickman


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Comments (7)

Carol Zingone
Berkshire Hathaway Home Services Florida Network Realty - Jacksonville Beach, FL
Global Realtor in Jax Beach, FL - ABR, CRS, CIPS

David - great post, I have had similar situations, and some callers  are easier to engage than others, but i like your approach.

Oct 15, 2007 02:33 AM
David Kelso
Century 21 Sundance Realty - Port Orange, FL
You're right Carol...but we don't know if we dont try. Thanks for the visit.
Oct 15, 2007 02:35 AM
Lori DeLoera
Century 21 Sundance - Port Orange, FL

Your ability to extract information from the customer is very important.  The customer doesn't want to feel as if he's getting the "third Degree".  I'd like to see that house if you have time.

Oct 15, 2007 02:42 AM
Gary L. Waters Broker Associate, Bucci Realty
Bucci Realty, Inc. - Melbourne, FL
Eighteen Years Experience in Brevard County
The key is being able to get the info without the "grilling." Having a natural conversation approach does give you an advantage during these calls.
Oct 15, 2007 03:17 AM
David Kelso
Century 21 Sundance Realty - Port Orange, FL
So true, Gary...Thanks for stopping by
Oct 15, 2007 03:24 AM
Nancy Moeller
Seven Gables Real Estate - Anaheim Hills, CA
Good strategies David. I also like to overload to buy time and then engage them in an unusually question. "Absolutely, let me find you the current price, as well as any special tax assessments, incentives and association dues.  If you had to guess based on the outside features, what would you say it's listed for?"
Oct 16, 2007 01:37 AM
Excellent idea Nancy...Thanks
Oct 16, 2007 04:20 AM