Hi folks. How do handle a home owner who phones in asking for a price analysis and in the same breath mentions she is NOT going to use a REALTOR®? Do you help them out? Or not?
I know there are many agents who wouldn't. Usually it's because "My time is valuable"
Aren't we in the business of helping people out? Personally I spend a lot of time and money to make the phone ring. In fact, the only reason I advertise is to get folks to contact me. I just don't understand blowing them off when they contact us with out at least taking the time to see if we can help.
Here's a better idea for you.
There is a sequence of events that needs to happen in order to be a successful salesperson.
Get the consumer to contact you.
Make the appointment.
Qualify the prospect.
Meet face to face.
Pitch your product.
Close the deal.
This post is about making the appointment. I can't count how many times I have had folks call me, that started out with attitudes, that ended up being long time customer/clients. In fact, it's been my experience that the most difficult people turn out to be the best customer/clients. It's certainly worth your time to meet with them.
Trust me when I say they will remember you and send you business even if you aren't able to help them out right away. What difference does it make if they don't use your services until 5 years later? Are you going some where? Is real estate just a temporary job or are you in it to build a lasting business? Goodwill goes a long way my friends. And all it costs is a little time and some common courtesy.
So next time your phone rings try this:
"Can you come over and tell us how much our house is worth? We won't be hiring a rea-la-tor but we need this information."
Well sure....I can do that. I'm in your area on Tuesday. Would 10:00 or 2:00 be better?
"How much do you charge? We're not paying more than y%."
I'm not cheap but I'm sure we can work something out. How about I stop by tomorrow at 10:00 to check out your house. We'll talk about my fee then. First, let's see what we need to do to get your house sold. OK? What's better for you 10:00 or 2:00?
"I'm not listing with you tomorrow. We have 2 other agents coming over before we decide if we want to use a agent."
That's excellent! You should get several opinions. I actually have a waiting list of folks wanting to list with me but can squeeze you in on Wednesday at 12:00. Is that OK or would 2:00 Thursday be better for you?
"Our last agent never called and never returned our calls. All you rea-la-tors care about is making money! I'm not signing anything for more than 30 days!!!"
Sounds like you had a bad experience. If it helps I can't get rea-la-tors to return my phone calls either! Anyway...we can't change the past so let's work on the future....getting your house sold. How about tomorrow at 10:00?
I could go on and on but I'm sure you get my point. Make the appointment. Here's another tip. I make the appointment then I hang up. I call back to qualify the property and the prospect. I can always cancel the appointment if I feel it's not going to work. I do this because my only initial goal is to make the appointment. I don't want to get them off track, by asking too many qualifying questions, before I have a commitment to meet. Make sense?
Of course, if you have business out the ying yang already, then by all means, do what works for you. Me.....I think I'll help them. How about you?
Are you facing foreclosure in Florida?
Do NOT be foreclosed on! Avoid foreclosure. Short Sales DO close.
Want to find out more? www.CentralFloridaShortSales.com
***I am NOT an Attorney nor do I play one on TV. Click the button below for my Bio.
Copyright © 2011 http://www.brokerbryant.com/ | All Rights Reserved
Tutas Towne Realty, Inc handles Florida real estate sales, Florida short sales, Florida strategic short sales, Florida pre-foreclosure sales, Florida foreclosures in Kissimmee Florida Short Sales, Davenport Florida Short Sales, Haines City Florida Short Sales, Poinciana Florida Short Sales, Solivita Florida Short Sales, Orlando Florida Short Sales, Celebration Florida Short Sales, Windermere Florida Short Sales. Serving all of Polk, Osceola and Orange Counties Florida. Florida Short Sale Broker. Short Sale Florida.
Copyright © 2017 http://www.brokerbryant.com/ | All Rights Reserved