ARE YOU THE LISTING AGENT?
Agents
often share feedback that the consumer ask if they are the listing agent. This is talk track that that other agents use
and it typically diffuses the objection:
Do
I have permission to be direct with you? “I am absolutely not the listing agent.
I
would never put you in a situation where you’re working with someone who is
hired to get the most money out of you. My job is the exact opposite. I am here
to try to save you the most money possible and negotiate on your behalf.
“If
you were getting a divorce, would you hire the same attorney that your spouse
hires? That is essentially what you are
doing if you work directly with the listing agent.”
I would practice this out loud a few times for that
dramatic effect. Remember, you
have already “lost” the lead, so feel confident. SALES
is A BROADWAY PLAY performed by a psychiatrist. Have fun with it. You may
fumble once or twice, but once you get the hang of it, you will see more conversions.
EFFECTIVE VOICEMAILS
Best
Practice when Leaving Voice Mails:
Agents
often leave their name and company first, which may cause the buyer to
immediately skip over the message before hearing the complete message – because
the buyer interprets this as an unsolicited call.
SOLUTION: State the property address they inquired about
first, then state your name and company, and then repeat your cell phone #
twice to give them enough time to note it.
For Example: “Hi Grimelda, you inquired about 129th West Plaza on
realtor.com®. I know your buzy, so I will keep this short. This is
Amarosa with XYZZ Realty, please call my cell phone at 888-555-1212 to discuss
this property and your overall needs. Grimelda, my cell phone # is
888-555-1212. Looking forward to your call.”
This reminds the buyer that they inquired about this
property before they delete the message and explains why you are calling so
that you can get more return phone calls.
EFFECTIVE EMAILS
Resist
Pushing the Lead Away.
Email Best Practice: Don’t start the
relationship asking the buyer “When” or “What time” they want to see the
property.
· It adds pressure to the call before you create engagement and
they start to look for the Exit Sign,
· SOLUTION: End your response with the “yes or no” question,
· Hello Tom, that you inquired about………. Not sure if it is a fit
for your needs, but I would love to find out. I would also like to help you
create a home buying strategy. Please call me at 8888-555-1212 and please text
or email me the best phone number to reach you. By the way, is this home
interesting enough for you to want to see and do you feel it will meet your needs?
EFFECTIVE TEXTS
Proven Scripts for Texts
Text Best Practice: Be Different
Seymour
Holmes, I know how people hate to have to check their voicemails, so I thought
I would text you my contact information. Looking forward to speaking with you.
I
also emailed you. Let me know what you
would like to happen next.
Would
you prefer coffee first, so we can develop your home buying strategy?
Heather
Riggo 805-557-7841, XYZZ Properties.