It's nice that 2009 is off and running. I know the AR community is experiencing success all around and it's good to see :). I have heard a few agents complain that buyers are just looking for deals or just want to see a few homes and then don't purchase. For some reason these same problems seem to exist in every market. I thought some sharing would be in order to turn those problems into appointments.
We really need buyers to understand the benefit of coming in for an appointment (in fact avoid the word "appointment" at all costs). It would be easier if buyers instantly trusted us, came in for an appointment, pre-approved with our preferred lender, and then bought a home that afternoon just because we told them to do so, but sadly that's not reality. Well it could be reality, if we know what to say to empower our prospects with the right information and lead them to the conclusion that they should arrive at.
Control the call
The first step to helping your buyer prospects "see the light" and realize they need to meet with you before viewing properties comes in the very first phone call. It is essential that you control the call and put yourself in the driver seat. This may sound odd at first because you will feel that you aren't being "helpful" but it really works.
Here are 3 tips to focus on, for that first phone call:
- Understand you won't meet at a property - Seriously, when you pick up the phone you need to have the mindset that you will not rush out to a property to meet them. You are going to get them to come into your office so you can maximize their time and help them to find more than 1 property that could meet their goals. If you understand this before you pick up the phone it's easier to stick to. So on that first call you need to go for the appointment.
- You don't answer questions, you only ask them - First and foremost don't answer their questions. You need to ask them qualifying questions to see if you actually can help them. They ask "what's the price?", you tell them you need to look it up and ask them another question like "Have you just started looking?". Put yourself as the interviewer and you are in the driver seat.
- Provide 2 times to meet - It's easier for a prospect to come in to meet with you if they have options. Since you are going for an appointment give them options that are easy. Don't give an open ended question like "what time works for you?" because they will have to think too much. Give them specific options like "Would a Tuesday at 5pm work better or maybe a Saturday at 10am?". This way they just have to pick one, much easier, and it will dramatically increase their ability to agree.
Honestly following the above 3 tips will lead to more appointments than you can handle. Remember to practice your scripts before the call and the calls will go a whole lot easier. Now, start dialing, control those calls and start booking more appointments. I can't wait to hear how they go.
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