Download the Conference Call
Today’s relevant market knowledge is the key. You must include solutions and options for your clients specific issues!!
Ask them questions until you create an opening for face to face real estate appointment. Work hard to stay away from YES or NO questions. If you must be sure to always have a follow-up question to keep then talking. You listen!
Get buyers & sellers talking about themselves, their homes, their lives, goals and plans. Just listen - you will learn a ton! Ask them if it is OK if you take notes. (Buyer & seller interviews are a MUST in today’s environment to save time and money for all parties.)
Some good questions –
- May I ask you how you found my number?
- What brought you to this open house or this particular home?
- What caught your interest regarding this home?
- What are your plans when your home sells and closes?
- Are you going to relocate or stay in town?
- Great, where are you relocating too?
- Can you tell me about that experience?
- What are your most important objectives?
- What are your biggest frustrations as it pertains to working with a real estate agent?
- What are some of your questions as it pertains to buying a bank owned property?
- What are your biggest concerns in buying a home today?
- Who is your lender? To increase your chances of buying at the best price possible it is imperative you have an experienced professional lender who can ensure you receive the best financing possible, program and rate. We can help.
REO Service Center in your neighborhood – as an open house
- Provide “Deals of the Century list” – Include recent closings showing price point and price per sq/ft.
- Keep in mind as homes gets smaller the price per sq/ft with most likely rise as you will not see the same price/sq/ft deterioration on a much smaller home.
- Share multiple offer phenomenon – what is happening and how they can take advantage of it. (Remember they can write multiple offers as well)
- Have lender available for all financing and credit questions (Shelter Mortgage will make themselves available.)
- Share why you are different. How you can help them succeed.
Filed under: Business Strategies, Conference Calls, Mindset, Skillset
