THE KEY TO A SUCCESSFUL OPEN FOR INSPECTION FOLLOW UP
You have just finished a great open house. Now, you need to follow up with potential buyers in a really compelling way to clinch a successful sale of the property.
Of course, you’re going to want to start connecting with the people you would consider ‘Hot Buyers’ for the property, that same afternoon.
The problem is, many agents will call a potential buyer for feedback on the property and after a long-winded conversation about the various features that did and did not appeal, will eventually discover that the person is not even in the market to buy!
If you have a large pool of potential buyers to follow up with, how do you manage that process with efficiency and ease? How do you weed out the time-wasters and nosy neighbours as quickly as possible and determine who is actually in the market?
A good Open For Inspection (OFI) follow up process begins with one simple yes or no question.
It goes something like this:
“Hello! I am just calling to check in with you and get some feedback on the property you inspected this morning…Is it what you’re looking for?”
If the answer is “yes”:
Zap! You’ve got a hot buyer! You can now start uncovering their current situation and what it is about the property that suits their needs. You’ll also be able to tap into their other requirements, such as their budget and whether or not they need to sell a property before they can buy this one.
If the answer is “no”:
Ask them: “Are you in the market to buy a property?”
If the answer is “yes”:
Ask the buyer what it was about the property that did not suit their needs so that you can determine if you have another listed property that does. This is also an opportunity to pass on feedback to the owner about what buyers are saying about their property.
If the answer is “no”, they are not in the market to buy a property, then you may simply have a nosy neighbour on your hands! Even still, you can ask them what their current situation is and determine if they will have buyer needs that you can meet in the future.
Regardless of the initial yes or no answer, this line of questioning will quickly lead to a wonderful conversation that will help you uncover what this person’s current situation is, what their property needs are and how you can help to meet them.
An effective OFI follow up process will help you increase the number of phone calls you can make in a shorter timeframe, and importantly, help you to become more effective when it comes to gathering data, managing different buyers and their needs and delivering a successful outcome.
Enjoy putting this into action!