Do You Give Good Phone? Screen Your Leads!

By
Real Estate Agent with Better Homes Realty - BH Referral Associates

 

 

When a transaction goes bad and I get involved, the trainer seems to come out in me!  As a trainer I do pick apart a dead deal to see where we have gone astray. 

In most cases agents simply need to get back to basics to help prevent dead deals. 

In most cases they were never transactions to begin with. 

Certain steps were missed, yes let me say that again, "Certain steps were missed and in most cases the dead deals were never transactions to begin with".

To me the most important step when dealing with the consumer is screening of leads

It's too many times I can be in any real estate office in any given time and I overhear (ok, I listen) a conversation with a realtor and a potential customer.

The value of each lead that calls the office....don't they get it!  If you are going to just give information rather than screen that lead.  Don't Answer the Phone!  

It's better to lose them today rather than 6 months down the road wasting your time, money and expertise on someone who is unable to buy or sell today or ever for that matter.  

Yes, Sweathogs has stuck with me throughout all these years! 

Doesn't matter if you are face to face or over the phone, the bottom line....listen to the consumer...you'll know if they are a true buyer or seller...if you listen..you will learn. 

 

Listen to their words  

  • Need and want are two different things!  "I want a million dollar home but I need a $1000.00 payment because that is all I can afford."  
  • "I am approved for a mortgage." (Have you ever heard of a person who gets approved for a mortgage and they do not want to buy?  They may wait...but they want to buy!)
  • "I have been getting listings in my e-mail for over a year!"  Who sent the listings and why are they still waiting?

Most sales people spend most of the conversation selling their services rather than determining whether they are dealing with a potential customer. 

Most agents lose the customer because they spoke at the customer rather than asking questions and really listening to the customer's needs. 

By listening they will give you hints on whether they have the ABILITY to buy or sell real estate.  

Probe

  • Every-time they ask you a question answer and then respond with a question. It's simple like tennis, let the conversation bounce back and forth.   Allow them to answer and then you ask another question.  You'll get the info you need to determine if they are a ready, willing and able buyer or seller. 
  • Use a lead sheet regardless of how seasoned you are.  A  lead sheet will help the conversation flow and increase the odds of the customer communicating the truth with you.
  • Probe until you get the information you need to get them into the office.  Once in the office you have a better shot in building rapport and creating a bond. 

When you probe you learn.  When you probe you have to listen. The more questions you ask the more open the prospect becomes.  The more open the prospect becomes easier it becomes to be a little more open yourself.  The more open your questions become the more likely the truth will be revealed.  

How long should you screen a lead?  As long as it takes...I would rather spend an hour or two on the phone in advance than spend 6 months in my car to find out they were not buyers.

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Tags:
buy or sell real estate
screen leads
prospecting
customers
services
lead sheet
midori
midori miller
daytona real estate training

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Rainmaker
76,036
Natalie Langford
Winchester, VA Real Estate
Realty Negotiations
Wow, I haven't heard of a lead sheet on how to qualify those calls.  I'm not sure how to develop one, but I'll certainly ask my sales manager!  Thank you!
October 13, 2007 06:56 PM
Rainer
14,663
Pamela Carter
Realtor, SFR - Archdale/Trinity NC Real Estate
Ed Price & Associates
Thanks again Midori for a wonderful post and reminder.  I had gotten a little lazy lately.
October 19, 2007 03:05 PM
Rainmaker
1,365,541
Tom Braatz
Waukesha County Realtor Real Estate agent,Waukesha
Re/Max Realty Center 262-377-1459

Midori,

great post. I am kind of burnt out with talking on cellphones lately. When I get it back I am going to follow some of your guidelines

Thanks

Tom Braatz

October 19, 2007 08:24 PM
Rainmaker
298,489
Heather the Realtor Orlando, Lake Mary
First Time Home Buyers, Bank Owned Homes
LemonTree Realty
Very good post. Like you said I think even us seasoned people should use lead sheets. Sometimes you let those little things go to the way side and that's when I find myself getting upset, because I didnt fully qualify the lead. Thanks for the reminder.
October 28, 2007 06:12 PM
Rainer
24,490
Dawn Coulter
e-PRO, One America
Century 21 Covered Bridges Realty, Inc.

Awesome post!

I think you said what many agents all "know" they're doing wrong.  Either the agent doesn't realize what they're doing, or they just didn't work up the nerve to 'go there'.  I think if we all just "GO THERE" in the beginning, we will weed out those who are serious buyers from those who are wasting our time.

 

 

November 01, 2007 07:50 PM
Anonymous
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Rainmaker
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Midori Miller

Homes In Fort Lauderdale, Real Estate Training - R
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