Metamorphosis Consulting, Inc.

Management Consulting Firm

Prospecting – Generating Sales from Floor-Time

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 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:

  1. 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.
  3. 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.
  5. 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.”
    1. “Are you folks thinking about buying or selling in ______ (that neighborhood)?”
    2. “Have you seen the home for sale in _________?” (Offer something they can’t find on the MLS.)
    3. “Does your situation limit you to that price range, or do you have flexibility to go higher?”
    4.  
  6. Remove the Sales Pressure – Show them you’re trying to help with good suggestions by delaying the possible purchase.
    1. “Do you have to have something right away, or could you wait a little while longer?”
    2.  
  7. 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:
    1. “Do you live in the area?”
    2. “How was it that you decided to look at homes in _________?”
    3. “Are any amenities like schools, or work proximity important to you?”
  8. Close with a Call to Action – Make sure to have a “Next Step” to continue to build the relationship.
    1. “Can I e-mail you the information?”
    2. “Would you like me to email you if I find something that could be an exact fit for your needs?”
    3. “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!