When The Phone Rings Close for An Appointment Not The Sale

By
Services for Real Estate Pros with RE/MAX Executive Realty 104763
https://activerain.com/droplet/5clN

The main goal of marketing is to make the phone ring.  Once the phone rings, the next step is to learn how to answer the phone. There are too many phone calls that result in no business because the agent who answers that call is not closing for the appointment. 

The main objective of answering the phone is “to close for an appointment.”  Too often the agent will be so enthused about the phone ringing that the agent loses focus on what the next step should be.  The only task that the agent has is to ask for a name, telephone number, address (if it’s a listing) and close for an appointment.

To go beyond that point is risky.  It’s allowing the buyer too much control.  If a buyer is calling and too much information is given about a property, the buyer will eliminate that property and not make an appointment.  All buyers are trying to eliminate properties rather than waste their time making appointments and looking at the homes. 

Making an appointment with the buyer to meet and discuss the buyer’s needs and goals will result in future appointments and eventually a sale.  It’s a control factor.  Too much information over the phone allows the buyer to be in full control.  

Securing that name, number and appointment is the only goal of a first call.  If the buyer does not want to play by those rules, the buyer will not be working with you anyway, so why play his game? 

Just another thought for the moment…..

Posted by

       

Barbara Todaro

Marketing Agent for The Todaro Team

308 W. Central St...suite E

Franklin, MA 02038

508-918-9148

Exclusive Marketing Agent for The Todaro Team

 

             Copyright © 2009 - 2019 Barbara Todaro

                               All Rights Reserved



 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 08/19/2018 01:00 AM
Topic:
Real Estate Sales and Marketing
Groups:
The Art Of Marketing You
Bartender, Make it a Double
Old Farts Club

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Rainmaker
2,189,507
Elizabeth Weintraub Sacramento Realtor Top 1%
RE/MAX Gold - Sacramento, CA
Put 40 years of experience to work for you

I've been with other agents who receive calls from buyers and they say, "Oh, that home is pending," like the caller is big bother to them and there is no money to be made from continuing that conversation. Blows me away.

I've also received pushback from agents when I suggset to them that they use my method of extracting information. They think it's too pushy when it absolutely works. I just say, "Hey, I'm gonnna need your name and phone number" . . . and just like magic they give it to me. (even though I see it on my Caller ID)

May 19, 2018 08:17 AM #20
Rainmaker
4,914,246
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Elizabeth Weintraub Sacramento Real Estate Agent, Top 1% of Lyon Agents you even give them the script and they don't use it.... that means they are so insecure about their ability to work in our profession, they take the lead from the caller not the mentor!!! that agent will be gone soon, if not gone already....

May 19, 2018 09:01 AM #21
Rainmaker
3,274,455
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Barbara - first things first.   Understanding this concept is very important. 

May 19, 2018 04:22 PM #22
Rainmaker
4,914,246
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

face to face is the only way to carve that buyer in stone.... Michael Jacobs ....and your comments are always appreciated....

May 19, 2018 04:26 PM #23
Rainmaker
3,106,481
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Barbara, Once again you should write a book and start selling them with all the great advice you have for realtor, it would be a gold mine.

 

May 20, 2018 08:05 AM #24
Rainmaker
4,914,246
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

I have all I can do to write a post.... I'll focus on that Will Hamm but thanks for the compliment....

May 20, 2018 08:51 AM #25
Rainmaker
1,417,460
Kat Palmiotti
Grand Lux Realty, Monroe NY, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

I agree. This is not something I did when I first started in real estate, but focusing on getting an appointment is what I do now.

May 26, 2018 03:47 AM #26
Ambassador
1,823,062
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Just another smart thought for the moment. Thanks Barbara - it's exactly how we should handle those calls from the blue. ;) 

May 26, 2018 02:14 PM #27
Ambassador
3,940,704
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

And a very good thought it is, Barbara. Some confuse the two.

Jeff

May 26, 2018 05:06 PM #28
Rainmaker
4,914,246
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Thanks, Kat, Debb and Jeff.....

May 26, 2018 05:37 PM #29
Rainmaker
1,655,343
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker and Attorney Licensed in DC, MD, VA,

Good morning - What I love about your posts is that they state the obvious that none of us is focusing on! LOL - I will keep this post in mind when I get that next phone call! 

May 29, 2018 04:03 AM #30
Rainmaker
398,487
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Barbara, I hear so many people say they do not like salespeople.

Yet, many agents present themselves as such every day.

Your advice is priceless. Stop selling and close for an appointment.

I feel most ineffective on the phone, so easy for the consumer to escape. I work at my highest level-face to face.

Thanks for sharing.

May 29, 2018 05:58 AM #31
Rainmaker
4,914,246
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Lise Howe you cannot close anyone over the phone to buy a home or list a home.... you must do that face to face, so focus on making that happen.... I always used alternate of choice wiht making that appointment.... they could be asking about a detail of the home, and I don't share anything that's not already in the ad.... but after I do share a detail, I blend in immediately asking if they'd like to meet today or would tomorrow be better.... the answer to that is not NO.... it's one or the other....and then I pick one time or another.... 

May 29, 2018 06:15 AM #32
Rainmaker
4,914,246
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

John Wiley most are better face to face....that's why networking is so widely used....  close for the appointment to meet.... offer information on other homes or whatever it takes to get them face to face.... always have them sign "buyer agent paperwork".... I never used the words agreement or contract.... always the paperwork...

May 29, 2018 06:17 AM #33
Rainmaker
577,076
Pat Starnes-Front Gate Realty
Front Gate Real Estate - Brandon, MS
601-991-2900 Office; 601-278-4513 Cell

I learned this lesson years ago. You have to get the basics, i.e., an appointment first. Worry about the sale later.

 

May 29, 2018 07:45 AM #34
Rainmaker
4,914,246
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

can't beat the basics, Pat Starnes, Brandon, MS 

May 29, 2018 12:43 PM #35
Ambassador
1,914,804
Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-953-8818

The TMI  approach is what I call this smart move Barbara Todaro  too much information ----- The whole point is to get the caller in the office and find out their wants and needs . Get the buyer pre approved for a mortgage and start showing them houses .I am so glad Carol Williams  featured this post

May 29, 2018 01:29 PM #36
Rainmaker
972,654
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Love this post, as always!  Great point to stay on top of the motivation for the call in the first place and be the gatekeeper of information.  Well done Barbara!

May 30, 2018 02:50 PM #37
Rainmaker
4,914,246
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Hannah Williams you know how it's done...face to face is the way...

Jan Green thanks.... one step at a time....and the first step is face to face....

May 30, 2018 03:04 PM #38
Ambassador
3,982,263
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

That is what I learned at the very beginning. Get the appointment first then you can close on the sale or get the listing. Good post Barbara Todaro. I came over from Roy Kelley reblog of it.

Aug 19, 2018 07:07 PM #39
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