Prospecting – Generating Sales from Floor-Time
Taking floor-time at a busy office can be a great way to prospect for new clients. In many offices, 50% of floor-time calls could lead to a sale or a new listing if they were handled properly. If every other call could lead to thousands of dollars in commission income, you might want to consider using the following script:
- Salutation – Always smile during the entire conversation. It tricks your brain into thinking you’re really happy and this feeling is conveyed to your client.
- Play a Game where the Goal is to get as much information about them as possible – Assume the Prospect will never call you back, even if they’re interested.
- Take Control – After you answer a question, ask a question. Common courtesy dictates that caller will answer your question if you’ve answered their question. Try the following; “I’m happy to get that information for you. Let me just look that up for you.”
- “Are you folks thinking about buying or selling in ______ (that neighborhood)?”
- “Have you seen the home for sale in _________?” (Offer something they can’t find on the MLS.)
- “Does your situation limit you to that price range, or do you have flexibility to go higher?”
- Remove the Sales Pressure – Show them you’re trying to help with good suggestions by delaying the possible purchase.
- “Do you have to have something right away, or could you wait a little while longer?”
- Build Rapport – Whenever possible, ask them questions unrelated to real estate. If you can get them talking about FORBES, you can build instant rapport. For example:
- “Do you live in the area?”
- “How was it that you decided to look at homes in _________?”
- “Are any amenities like schools, or work proximity important to you?”
- Close with a Call to Action – Make sure to have a “Next Step” to continue to build the relationship.
- “Can I e-mail you the information?”
- “Would you like me to email you if I find something that could be an exact fit for your needs?”
- “If there is a dramatic change in the market, like what happen
Most Importantly, Remember to TAKE THE SHOTS BY ASKING AS MANY QUESTIONS AS POSSIBLE!