Your moment has arrived: the opportunity to prove your worth as a real estate agent. You have a homebuyer on the phone. You know they want to buy a home and you now have their attention. So, what now? Where do you go from here?
The days of “order taking" real estate agents are long gone. In order to successfully transition a lead into a client, you can no longer just be the agent that asks, “How many bedrooms, bathrooms, and square feet would you like to have?” The home buyers of today are educated and have the ability to find just about everything they need to know online. So, what is the best way to stand out?
Opcity reporting shows us that agents are 5 times more likely to close a deal when they meet face-to-face with a lead as soon as possible, rather than depending solely on a virtual follow up. However, getting to that face-to-face meeting requires building a sense of rapport with the lead while on the phone.
Here are a few tips to building solid rapport:
1) Be Nice.
This seems so obvious, but sometimes this one can slip through the cracks when an agent is busy taking multiple phone calls, replying to emails, showing property, and trying to convert a new lead. A person on the phone can easily gauge that you are rushed, frustrated or not happy about being on that phone at that moment. If you aren’t careful, your tone could cost you a deal. When you answer the phone, be sure to smile, have nice posture, and breathe deeply. These activities will transfer through the phone call as someone who is nice, relaxed, and happy.
2. Be a good listener.
You might feel as if you need to talk about yourself and your qualifications in order to win over a buyer. Generally, people just want someone to listen to them. Ask questions that prompt more than “yes or no” answers from the caller. You might ask, “What brought you to start looking for a home in this area?”
Be sure to take notes and use those topics to create a deeper conversation about family, work and their unique interests. This type of active listening will allow you to gain the buyer’s trust.
3. Be precise.
Everyone’s time is precious and the last thing you want to do is have someone hang up on you. Try to leave most of the details for the face-to-face meeting. The ultimate goal of the phone conversation is to get to the in-person meeting. Find out the specific details of exactly what kind of house the buyer is looking when you meet.
When you ask for the meeting, give 2-3 specific days/times that you are available. People are more likely to choose from defined options and less likely to decline.
We interviewed Julie Kochie from Better Homes and Gardens Southern Branch.
She said, “I like to ask them what their schedule is like and let them know I’m flexible with my schedule as a Realtor (offering multiple days / times that I have available). I also ask if they’d like to meet for coffee or at the office as I’m trying to make it as convenient as possible. This gives them little room to say no and makes them feel more comfortable to say yes!”
Once you have followed this advice and successfully booked the face-to-face meeting, now is a good time to advise them that you can help with purchasing ANY home on the market and that there is no need to reach out to other agents to book other appointments.
It’s a good idea to follow up via text or email with an appointment reminder and to go ahead and set them up on a drip campaign to begin receiving listings from you that are similar to the property in which they originally inquired.
Click here to learn about how you can utilize Opcity at your brokerage to drive prescreened buyer and seller leads to your agents.