“How To Convert Sign Calls In Real Estate Into Appointments”
Every Sign Call Is The Opportunity For A New Appointment
Dear real estate professional,
When you take a new listing, do you have a wonderful feeling of excitement? There is the excitement of selling that listing and the benefit of receiving sign calls. Sign calls give you the opporunity to find new buyers who just may purchase your listing.
With all of the opportunity that sign calls present, they also represent one of the more challenging forms of leads in real estate. In order to convert sign calls, it is important to follow two key methods on every call.
Consider Changing the Conversation In Just Seconds
Within the first few seconds of the phone call it is essential to put yourself in control of the call. Sign calls in real estate most commonly ask about price, and if you answer their first question then there is a good chance they will just hang up on you.
I invite you to consider using a stop statement to change the tone of the phone call. A stop statement gives you the opportunity to lead the conversation where you want it to go (to a fresh appointment coming into your office).
When someone asks a question about the property, whether it is price, bedrooms, bathrooms, etc, consider the following statement.
“Thanks for your call, allow me to look up that information that you asked for..”
Using this statement puts you in control and now gives you the chance to ask questions.
Converting Sign Calls Into An Appointments
After using your stop statement, you can proceed immediately to asking questions. Asking questions gives you the opportunity to interview the prospect to see if they will qualify for your services.
It is important to ask questions that will lead the buyer to the goal of wanting to come to your office and meet with you. Asking questions that end up with you having to show them the property will just waste your valuable time.
In order to convert the sign call into an appointment concentrate on the following for your questions and your call:
- Ask interest peaking questions
- Avoid questions that ask about bedrooms or bathrooms
- Ask questions where you will be able to anticipate their answer
- Keep your conversation to less than 3 minutes
When you are armed with simple questions and keep your conversations short it will be easy for the person making the phone call to agree to meet with you!
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- Why asking questions about bedrooms and bathrooms on the phone is a SURE fire way to NOT get a single appointment
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- How simple Yes/No questions are the way to get people knocking on your door for help
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