Putting Your For-Sale Signs to WorkAre You Speaking with the Decision Maker?
In any sales setting you find yourself in, make sure you
are working with the decision maker. If you don’t know
who the decision maker is, just ask, “Are you the decision
maker?” If they say no, then ask to speak with that person.
It’s that simple. If you are not speaking with the decision
maker, you’re spinning your wheels. Know whom you
have to win over and find that out as soon as possible.
They Probably Won’t Buy That Home
Buyers rarely buy the home they call in on, as you’ve
seen demonstrated in our last dialogue example. You have
about a 5 percent chance that the buyer who calls you will
be the buyer who buys your property. Make sure you
know the inventory of homes that are for sale around all
of your listings. By questioning the buyer, you should be
able to convert them to a nearby listing that ideally fits
what they’re looking for. Meet them at a property that fits
their needs and start from there. Once you’re face to face
with them, get to know them and set up the next date for
showings.
Don’t Sell the Home Over the Phone
No buyer will be sold on a home over the phone. Keep
this in mind, real estate agents don’t sell property, property
sells property. Over the phone, focus on setting up a time
to meet. Once you get them into the home, then you can
put your sales skills into action to lead them in the right
direction.