It is crucial that agents are always ready when a floor call comesinto the office. Do not give too much information, and make sure you stay in control of the conversation. When someone calls in and says "I just saw one of your signs in front of a house on Bigpaycheck Avenue, how much is the house? NEVER give them price first!
First, tell them you are happy to help them, and give them your name and say "and your name is?" WRITE IT DOWN
Then ask for a # where they can be called if you are disconnected. WRITE IT DOWN
Look up the home and talk to "your new client". Say "This home is a 3 bedroom, two bath on 1/4 acre. Is that the kind of house you are looking for? Let them answer.
Then say "That house is on the market at 310,000. Is that the price range you are looking to be in? Let them answer. STAY IN CONTROL of the conversation. Always.
How many agents do you know who give the price out and then hang up with a potential hot lead?
Yeah, me too!
i always say "I would like to drop a couple of my business cards in the mail to you, where should I send those? Usually they give their address. If not, I usually reverse look up the number and mail them a card anyway. I always mail a "Nice to meet you" card and send it that day. I include the date and time at the top of the inside of the card.
I also send them an e-mail as well to say how I would like to help them find the perfect home, etc...
What also works to get an appointment is to tell them "My clients have found that spending 30 minutes in the office with me, coming up with a home buying plan, saves them time and money and stress. When do you have 30 minutes to come in?
Comments(6)