Metamorphosis Consulting, Inc.

Management Consulting Firm

2016 Prospecting: The Right Way to Handle Floor Duty and Sign Calls

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2016 Prospecting:
The Right Way to Handle Floor Duty and Sign Calls

Many Broker/Owners project that as much as 50% of the calls that come into their offices (excluding agent calls), with inquiries about properties, are from Buyer’s who purchase property locally within the next twelve months. If this is true and the average prices of a home is $300,000, It would mean that every other call has the potential worth at least $4,500.00! ($300,000 times 3%, divided by agent split.)

As an agent, 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– Have a warm greeting that makes the Buyer believe you love your life. Always smile during the entire conversation. It tricks your brain into thinking you’re really happy and this feeling is conveyed to your client. (Trust me on this, my way has worked for a long time, your way, maybe not so much…)
  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.
    1. 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; “I’m happy to get that information for you. Let me just look at the data sheet.
    1. -Are you folks looking to buy in ______ (that neighborhood)?
    2. Have you seen the home for sale in _________?
    3. Does your situation limit you to that price range, or would you prefer to be lower?
  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-
    1. Could you consider something a little more expensive? I know of a house you may want to drive by, that hasn’t been listed yet.
    2. Have you seen the recent data for the neighborhood? You won’t believe what’s been happening there.
    3. Are you familiar with the bank-owned properties in that neighborhood? It’s important to know what’s happening with them because they’re having a direct impact on home pricing.
  5. 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?
  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.
    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?
  7. Determine Availability– Determine if your client is already in a committed relationship with another realtor.
    1. Have you worked with any real estate agents recently?
    2. Was there anything else that you saw that you liked?
    3. 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.
    1. Do you have e-mail access on your phone? I would be happy to e-mail you the information.
    2. Would you like me to notify you as soon as the home is listed or comes available?
    3. 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?
    4. 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.

Don’t worry about stumbling through your presentation. If it is rough, you’ll probably never see them anyway!!!