Prospecting 101: Phone Consultations
Prospecting is a powerful skill for those who can master it, and one essential to success in the real estate industry; the ability to uncover buyer/seller motivations, handle objections, and navigate conversations to build rapport and trust can result in consistent commissions. However, many agents struggle to prospect over the phone, preventing them from moving toward the next stage of the sale: setting appointments or booking discovery meetings. Let’s take a look at some tactics you should be using during phone consultations and an approach that is proven to get you in the door!
Mindset Over Matter
The key to a successful phone appointment is establishing trust. You need to position yourself as a trusted advisor – an expert whose knowledge and experience is going to get your client the best price in the shortest amount of time. This means you should NOT be selling yourself! Instead, consider what is important to the client: what are their values? What is driving them to buy or sell their home?
Focus on keeping the conversation meaningful and about the property. Do your best to leave emotion out of it. Ask effective questions that seek to understand the client’s motivations; this is how you’ll end up overcoming any objections they may have. Your goal is to achieve four things:
- Build Trust and Rapport
- Establish an Emotional Connection
- Show That You Want to Help
- Show Confidence in Your Ability to Do So
If you can accomplish those four things during a phone appointment, you should have no problem setting an in-person appointment or discovery meeting.
Goal: Discovery Meeting
Some homebuyers and sellers are only willing to go so far over the phone and may need an in-person discussion to decide whether or not they’re interested in what you have to offer. We call these “discovery meetings,” as they’re designed to help you discover the motivations and pain points of the client.
When attempting to set a discovery meeting, you should establish upfront that you will not be taking up too much of their time; you simple want to ask a few questions to understand their needs and if it makes sense for the two of you to move forward together. Oftentimes, their questions or objections can be used as a reason to meet in person “once you see the house.” If you’re able to build rapport and create a strong impression of how much you can help them, their curiosity about what you can achieve will be piqued and they’ll want to meet in person.
At this point, you should have all the information you need to sell them on your services; if you paid close attention, they will have (many times unknowingly) have revealed their concerns throughout your conversations. All that’s left to do is practice your scripts to overcome those concerns, and the appointment will be yours. You’re already in the door… it’s time to do what you do best!
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