Many broker owners project that as much as 50% of the calls that come into their offices (excluding agent calls), are from buyers who purchase property locally within the next twelve months. If this is true and the average price of a home is $300,000, it would mean that every other call has the potential to be worth at least $4,500.00!
Are you treating these calls like they’re worth thousands of dollars? You might want to consider using the following tips when handling calls from signs or while on floor:
1. Salutation – Always have a warm greeting. Smile during the entire conversation. It tricks your brain into thinking you’re really happy and this feeling is conveyed to your client.
2. Play a Game where the Goal is to get their Number – Assume the Prospect will never call you back, even if they’re interested. It is imperative that you get their call-back or contact information.
- “Are you on a cell phone? What is your number, just in case we get disconnected?”
3. Take Control – Common courtesy dictates that when you answer a question, you have a right to ask a question and get the answer before you answer another question. Try the following;
- “Are you folks looking to buy in ______ (that neighborhood)?”“Does your situation limit you to that price range, or could you go higher?”
“Have you seen the home for sale in _________?”
- “I’m happy to get that information for you. Let me just look at the data sheet.”
4. Use a Hook – Have something that they want and can’t get elsewhere. Come up with a catchy line or phrase to create interest.
- “Have you seen the recent sales in that area? You won’t believe what’s been happening.”
- “I know of a house you may want to drive by, that hasn’t been listed yet.”
5. 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?”
6. Build Rapport – Whenever possible, ask them questions unrelated to real estate. If you can get them talking about FORBES, you can build instant rapport.
- “Are any amenities like schools, or work proximity important to you?”
- Do you live in the area?
7. Determine Availability– Determine if your client is already in a committed relationship with another realtor.
- “Have you worked with any real estate agents recently?”
- “Was there anything else that you saw that you liked?”
- “Were they able to provide you with good information about the red-hot recent trends and huge market corrections?”
8. Close with a Call to Action– Make sure to have a “Next Step” to continue to build the relationship.
- “Do you have e-mail access on your phone? I would be happy to e-mail you the information.”
- “Would you like me to notify you as soon as the home is listed or comes available?”
- “If there is a dramatic change in the market, like what happened in the stock market and with interest rates, would you like me to notify you?”
- “Have you ever been to our office? It’s one of the most sophisticated and impressive offices in the country.”
And, Most Importantly, TAKE THE SHOTS BY ASKING QUESTIONS!