Yes, many of us place a chunk of our eggs in the big Internet Basket. Not necessarily all of them but certainly the bulk of them. When you receive a request to see a listing what do you do and how do you respond?
Can you tell the difference between a "looker" and a "viable prospect?" I wouldn't place a bet against a good prospect simply because they were sparse with their request but...
I would place a bet on the prospect that leaves most ALL the information! Naturally, all the potential leads need "follow-up".
The simple fact is that you cannot judge a book by its cover! If a person takes the time to place a request, whatever it is, then they are entitled to a speedy and thorough response!
The statistic reads that if you respond to the request within 15 minutes, your retention of clients skyrocket into the 90th percentile! If you wait 30 minutes the percentage drops to 35% and then down drastically from there. So, the first Response wins the race. Or, at least stands the largest chance to win.
When a request comes in do not procrastinate! Okay, you're busy. You are either talking to another client or tending to something important.
I absolutely LOVE to get the inquirys while with another client! Now, I qualify this with saying one should judge the timing of the call with COMMON SENSE. Never interrupt a conversation with a client, never return a call or answer a call during a time that would offend your number 1 priority...Your client!
It brings value to myself and my business when the phone rings! If you say a simple, "excuse me" and then respond back with .... "the business is really getting busy" the clients you are with will gain a perceived value of urgency and respect! Go for it. Return the call with COURTESY! Often times they enjoy your conversation!
Make or take that phone call!
Go ahead and qualify the new phone call with all ears listening! Again, it will help to gain respect for your professionalism and will also reinstate the facts to your clients. Either way it is beneficial to hear again. Listening to you with only one ear while showing a house is inspiring and an incredible incentive for your current clients to make a decision as quickly as possible! If you are an agent that believes it's okay to turn off the phone or put off until later what you could do right now, your business will take a hit.
If you're busy...FLAUNT IT~MAKE or TAKE THE PHONE CALL!
Really...
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