How important would it be to be able to convert more lead call into appointments?

Well if the average transaction commission is approximately $10,000 and if you could convert just one more lead call a month into an appointment, and if  50% of those appointments bought or sold a home, that would be an additional $60,000 in commissions a year.

Nothing to sneeze at in my book.  So the question that I know your asking is “How can I do that?” And my answer to you is “have a plan”.   I am amazed with the number of agents that I talk to (and trust me I talk to a lot) that take lead calls as if it were their Aunt Shirley from Sioux Falls calling.  And by that I mean that there is no preparation or plan in place before they say hello. Most agents are under the false impression that they can just wing it, but I am going to suggest that in this buyers market you are going to have to have a specific plan in place and sharpen your skills to a fine edge to place yourself above the competition.

Your ultimate aim of course is to establish rapport. I’ve heard this for 20 years from all of the Real Estate masters and easier said than done, right?  How do you build rapport?  To begin to build that foundation of rapport I’m sure you will agree, you first have to be genuine and confident. Okay, back to the original question, how do you project that? By having a plan, and knowing what to say. Would you feel more confident in knowing exactly what you need to say?  

I’m going to assume the answer to that is a resounding ….yes, so let’s move on to the “plan” part. That means that you are aware that taking lead calls are an important part of your business and you are going to be well prepared before you even answer the phone.  I would recommend that you put together your own personal lead book divided into 3 sections.

      Section One      

 The first section is going to be a printout of all your listings. If you’re so new that you don’t have listings yet but are doing an open house, then a print out of all of the available homes for sale in the area (remember in decending price order) or the homes that are in your farm where you’ve distributed flyer’s, etc.  If your taking “floor calls” always ask the caller if you can call them back within 5 minutes with the information on the subject property-go to the computer and print all available homes in descending price. Because when they ask you what the home is listed for and you say $650,000 (and follow with, “is this the price range you were looking at”?) and they tell you it’s too much,  you will be able to talk about 3 or 4 other homes. You’re also establishing a degree of trust with the caller when you call back when you say you will, placing you above about 60% of the agents out there.

    Section Two

The next section will comprised of blank client interview sheets. Tailor these to suit your needs but make sure you have more than just the basic name and telephone number. This is where you increase your SOI,  so get as much information as possible.

Section Three

The third section is your day-timer. If you’re setting appointments, you’ll need to be organized so always write them down in your day-timer.  I like the pages with the “To Do” on the side where I can write in calls to make. 

You can add to this by customizing with sections you feel are important, it’s your lead book so make it work for you. 

Okay so now your have the props ready, whats next? This is the honing your skills and practice part. Write down the 10 most commonly asked questions that you get on lead calls. If you can’t think of 10, try working with another agent and see if you both can come up with 10.  Then write a script to answer these questions that is comfortable for you. 

Example: “ What is the price of the home?”  Oh, no problem, let me look that up for you, tell me were you just driving around looking at homes or do you live in the neighborhood?

 And then be silent.

When they have answered, then give the price and the accompanying question, “is this the range you were looking for”?  Continue with the question-answer cycle until you feel it’s appropriate to close for the appointment. Why do most agents not get the appointment-because they don’t ask for it! 

If you’d rather use prewritten scripts, one of the best in my book for scripts is Mike Ferry, you can contact him at the following address Support@realestate-byreferral.com
or write me and I will send you the top ten that I teach. And remember…….

PRACTICE, PRACTICE,  PRACTICE