Our guide to Maximizing the First Call includes tips, best practices, scripts and handy acronyms to help you make the most of that initial conversation and be well on your way to finding the buyer their dream home. You’ll learn how to leave the call with an in-person appointment scheduled, as well as all the information you need from the prospect on what they need and want in a home.
The guide covers how to:
- Prioritize a phone conversation
- Schedule an in-person appointment
- Explain your role
- Focus on the person, not the property
- Know how to respond to common objections
- Avoid giving bad news
- Confirm next steps
PREVIEW:
Prioritize a phone conversation
In the very beginning, we strongly encourage phone calls over text and email. It’s an opportunity to gauge the buyer’s needs and wants, build rapport, and gather information that will help you find similar properties.
If you try to reach the prospect by phone and don’t get an answer, follow up with a text message. The goal remains to get them on the phone.
Schedule an in-person appointment
Scheduling a face-to-face appointment is a crucial goal of the first call. That’s because 73% of buyers end up working with the first agent they meet with.1
Start with a strong introduction, including a greeting, your name, and your brokerage. Then, to guide your prospect toward an in-person meeting, we recommend a simple strategy that also leads them to share details about their home-buying needs. We call it the ALM approach, as you’ll be inquiring about the key areas of Appointment, Location, and Motivation:
Appointment: “When would you like to see 130 5th Ave?” If the prospect inquired about a building, ask which apartment in the building caught their eye.
Location: Ask if there are any other buildings or apartments the buyer would like to see. Always strive to show more than one property during the first appointment. This lets them know you’re there not just for one listing, but for their entire home search.
Motivation: Find out the “why” behind the location. “What prompted you to reach out about this building? This apartment? Were there any others that caught your eye?” Getting this information will help you learn more about their wants, needs, and timeline, as well as find other properties to show during the appointment.
