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TURNING EFFECTIVE PHONE QUALIFICATIONS INTO LISTING SUCCESS

TURNING EFFECTIVE PHONE QUALIFICATIONS INTO LISTING SUCCESS

April 18th, 2019 Latest News

Let’s imagine you have received a phone call from someone who is considering listing their property for sale or lease with you as their agent or property manager.

Should you simply greet them, schedule a listing appointment and hang up? Or take the chance to find out as much as possible about the client and their property before you meet with them in person?

The latter, of course — because it’s this initial phone call that can ensure the listing appointment is a successful event. In fact, we’ve said it before: the listing appointment starts here — on the phone.

Using some effective questioning strategies during this call will give you a really great head start at the listing appointment. Then, the face-to-face meeting is your chance to reaffirm that information and make even further progress with your client.

You should always begin this part of the phone call by asking the client for their permission to ask some questions. For example: “Thanks for calling! So I can help you best, do you mind if I ask you a few additional questions?”

Here are some key points you’ll then want to cover in this initial phone call with a potential client:

  1. Source

Unless you met the client at an open home and have been following up with them, you will want to find out the source of how this person came to connect with you.

Ask them: “How did you find me? Was it the sale around the corner? A referral from someone?

If it turns out to be a referral, you then have an opportunity to thank the person that sent them to you.

  1. Reason for selling

What is the client’s motivation for contacting you?

Are they thinking about selling?

Have they already confirmed their decision to sell?

What is their reason for listing their property?

  1. Time Frame

What’s the ideal time frame the person is wanting to list and sell or lease their property?

  1. How long have they lived in or owned the property?

    How long have they called this house their home? What can they share about living there – what have they loved, what will they miss, what are they going to remember the best?

  2. Property features

What are the key features of the property? Has the owner made improvements since they first purchased it?

This information will be useful when you’re searching for other information about the property, including how much the client bought it for.

  1. Price expectations

It’s essential to ask the client their price expectations during this phone call.

“I’d like to do some research before I meet with you in person — roughly where do you see your property sitting in terms of price?”

The owner may of course be looking to you for that advice. In this case, you could give them a price range for properties in their area and ask them where in that range they believe their property fits.

  1. Decision makers

Other than the client is there anyone else involved in the decision-making around this property?

If so, encourage all of those people to be present at the listing appointment so that everyone is on the same page from the start.

After you have asked those questions and started to uncover this information, you can thank the client for their call and tell them you look forward to meeting them.

It’s a good idea to turn all of these key points into a checklist to ensure you have qualified the right information during your initial phone call and will arrive at your listing appointment well prepared, focused and better able to handle any situation!

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