Here are four tips you should remember to do for all of your appointments.
Today I wanted to talk about setting listing appointments that convert. I have four steps that are built on really simple concepts. They’re really easy to carry out; you just have to make sure you do them:
1. Prequalify your appointments. What is it that makes them want to sell? Let them talk about why, and ask them all of those basic qualifying questions to make sure you’re not wasting time. You don’t want to go out there and learn, for example, that they’re doing a short sale, and you end up having to refer them out because you don’t do short sales.
2. Have a “one of three things” conversation. When you come in the door, you want to be in control of the situation. A good way to do that is to say: “One of three things is going to happen.”
- No. 1 is: “You may decide that what we have here today is not for you, and I want you to be honest about that.”
- No. 2 is: “I may find that I can’t help you, and I want to be honest and tell you that.”
- No. 3 is my own personal touch: “If it makes sense and we both want to work together, let’s sign some paperwork.”
Clients are always very open to this conversation, and it helps to take the pressure off of the rest of the appointment. After this, you can ask them to show you around the house.
“After you’ve gone through the whole appointment, make sure you ask for their business.”
3. Talk about your USP, the stats, and paint the picture. Lots of trainings talk about your unique selling proposition, your USP. What makes you unique as an agent or team? Take some time and write out those things. For the stats, go over both the market stats and your personal stats so that you show some proof of your USP. The last one is to paint the picture; share with them what the whole process will look like before they sign the paperwork. We’ve seen a lot of success when we make sure to paint the picture for our clients.
4. Ask for the business. A great partner of mine always says, “If you don’t ASK, you don’t GET.” After you’ve gone through the whole appointment, make sure you ask for their business. If they say “no,” it’s not the end of the road. There are still some ways you can work through these objections while staying polite. We’ll cover that in my next video.
I hope this helps you better structure those appointments and make them convert into business. If you have any questions about these steps or other real estate topics, feel free to give me a call. I’d love to help.
