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Real Estate Agent with Keller Williams Real Estate RS293271



When you take an incoming buyer call, what are you selling?


Most agents say that they are selling “themselves”. Sorry to burst your bubble, but buyers aren’t looking to buy “you”; they want to buy a home.


So what’s the value proposition you offer to the buyer over the phone?


Believe it or not, it’s the benefit of meeting with you! You must clearly articulate why it would be beneficial for them to meet with you. Your objective is one thing and one thing only, an appointment.


We call it the “Elevator Speech”! You have exactly the time it takes from the 1st floor to the 5th floor to tell them what it is you do, why you are unique and special and why the “Buyer” needs to meet with you! That’s it ... period! Right again, about 20 – 25 seconds.


Comments (6)

David Grbich
Realty One Group - www.FindCARealEstate.com - San Juan Capistrano, CA
Orange County Real Estate - 949-500-0484

This is great advice - objective is to get them to the home they are calling about and meeting them and hopefully building a relationship. It gets tough when the home they are inquiring about is under contract which is often the case. Regards Dave

Mar 17, 2013 03:44 AM
Donna & Larry Johnson
Keller Williams Real Estate - West Chester, PA
Chester & Delaware County

So true Dave! If the house has been on the market more that 4 or 5 days it is under contract.

Mar 17, 2013 03:48 AM
Edward & Celia Maddox
The Celtic Connection Realty - Queen Creek, AZ

You are right on.  Need to convience them in short order why they should go with you.

Mar 17, 2013 04:00 AM
Barbara Altieri
Better Homes and Gardens RE Shore and Country Properties - Shelton, CT
REALTOR-Fairfield County CT Homes/Condos For Sale

Donna & Larry -- You're right. They sure don't want to hear ABOUT me, only what I can do for them and how I will do it.

Jul 11, 2013 11:14 AM
Jane Peters
Home Jane Realty - Los Angeles, CA
Los Angeles real estate concierge services

Ah yes, the old elevator speech.  I am still working on mine :)

Jun 10, 2016 05:43 AM
Kat Palmiotti
eXp Commercial, Referral Divison - Kalispell, MT
Helping your Montana dreams take root

I think the best thing to do on an incoming call is to listen, ask questions, and get an appointment set up! Buyers don't care about us; they just want help in purchasing a home!

Apr 07, 2019 03:13 AM