Real estate buyer calls are like gold to agents. Getting a real prospect on the phone is the goal of every successful real estate agent. One way to accomplish this is floor time in the office, but there are other methods as well. Real estate agents spend a great deal of time and money with marketing strategies designed to get a prospect to call them.
Most agents realize that a strong online presence complete with a feed of active properties taking directly from their local MLS (Multiple Listing Service) is a minimum requirement. As a result, not only are listing agents receiving calls from yard signs and advertisements, but buyers are also calling based on web searches as well. Regardless of how the call is generated, most agents are still unprepared for how to convert that phone call into a client.
In my new video, “Increasing Your Lead Conversion,” I help real estate agents design a strategy for converting a cold phone call to a warm prospect. By understanding the techniques for answering the questions posed by the buyer, real estate agents can learn how to direct that phone conversation to ensure it ends with an appointment.
Why is the Buyer Calling?
Before you develop a plan to handle the call, it’s important to understand why the potential buyer is calling in the first place. Believe it or not, typically the buyer is not calling to see the property; they are calling with 2 goals in mind:
- To eliminate the property as an option
- To eliminate the agent as a possible representative
Don’t believe it?
It might seem counter-intuitive to bother to call someone with such a negative intent, but it’s true that most buyers call with the hope that they can eliminate a few options. Buyers are busy; they want to cross options off their list as quickly as possible so they can spend their time on homes which actually fit their criteria.
Eliminate the Property
If you pay attention to the questions buyers ask, you can see that they always start with questions designed to eliminate the home.