Handling Property Calls

Once you get a call or an e-mail from a buyer prospect, especially one who is calling on a listing, you goal should be to capture the lead. The major mistake at this point is to push for a showing!  If they ask to see the house, of course, you’ll show it.  Prospects who ask to see the home they call on are either close to buying or people who just like to see houses.  But the ones who don’t ask to see the house are in information gathering stage.  With those prospects you want to get their name and contact information.  If you ask directly you will run away most of the prospects because you will come off as a typical salesman.  Using sales techniques is another “turn off” for them.  Instead, try this technique that has worked well for me over the years:

 
Answer all of their questions and don’t hedge when they ask about the price as I’ve heard many “experts” suggest.  Answer it directly, but follow it with the question, “Does that sound like your price range?”  No matter which way they answer, your next question is “If you’d like, why don’t I do some research and send you some information on homes in your price range.”  You don’t have to say it exactly that way.  The key is to offer to do “research” which means you are working hard to get it for them and to send them “information” which is what they want.  You can also offer to send them some information on the home buying process, if you have something to send them that is from you and not your company.

Once you get the contact information, get the initial information out to them quickly and then stay in touch with them until they are ready to buy.  We’ll talk about that in our next article.

 

The author of this article is Linda Grissette.  Some of you may remember her as Linda Grayson.  Linda is a Broker-Associate with River City Real Estate.  She is also the company trainer.  Learn more about how River City Real Estate can help you make more money...even in today's market...browse through this site.

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