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Advice For Pros · May 23, 2016 · AUTHOR: Udi Dorner

12 Strategies to Schedule Appointments with Elusive Leads

  How to schedule a call for realtors blog SetScheduleWith the world becoming busier now than ever before, it is of the upmost importance that realtors make sure that they do not waste other people’s time. As potential buyers get busier, when these individuals do get time off; they become much more guarded regarding their personal time. These individuals may turn off their phones, disconnect, and are difficult to schedule appointments with. However, don’t be discouraged. Everything is not impossible regarding schedule appointments with elusive leads. These strategies are sure to help.  

  • Have a strategy

Think about what you will say before calling a potential client. Plan your elevator speech ahead of time so that you know what you will say before you call. It is a good idea to know how to steer the conversation into the direction that you want to take it. Be purposeful in your communication. Be direct without being rude. Make sure that you tell them that you understand how busy they are and want to meet at their convenience within a specific window of time.  Be brief. Be great. Be gone.

  • Prepare them

It always helps to send a picture of yourself and who you are. Even preparing a short video introduction will enable you to go the extra mile to ensure recognition, engagement, and dedication. Buyers of homes tend to buy from people who they get along with so it is a good idea to do this. Be willing to meet via Facetime or Skype, as well.

  • Call at an appropriate time

Call on a Friday and see if they have any plans yet over the weekend. This will give potential clients    notice ahead of time, before anyone in their immediate family or friends makes any plans with or for them. Incentivize the appointment by meeting for coffee or at some other place that is convenient, and potentially close to the place the buyer wants to go next. For example, if you learn that the buyer has plans at the mall; meet somewhere close so that it is on their way to convenience afterwards.

  • Keep it short

If you are sending an email or making a personal phone call always, keep the message or email short and to the point. Be succinct.  Be aware of your client’s time. A bulleted list is helpful with some kind of call to action underlined.

  • Make it convenient

When a potential client does get back to you, list out explicit times and days that you are available and let them tell you which day is best for them. Make sure that you stick to a specific “window of time” so that if the buyer has expressed intentionality regarding a given property and this property becomes available, the buyer will be able to strike while the “iron is hot.”

  • Be genuine

Potential buyers want to feel that their realtor understands their needs. During your first visit, ask questions if there is something that you don’t understand or if there is a specific neighborhood in, the city that they are looking to buy in. Ask about what kind of home style they are looking for in specific locations. Ask how many bedrooms and bathrooms are needed. After you find this information, select some houses that match their criteria and show them the house.

  • Stay human

Gather as much information ahead of time that you can. After you have all of their information, give the buyer a call and ask if there is any specific time or day that you could meet with them to tell them about yourself and answer any questions they have. You will also need to ask for their budget and determine if they have been pre -approved for that amount of money. Be kind. Be transparent. Be human.

  • Don’t be a stranger

If you get a referral from someone else, make sure that you refer to the referral.  This will be less awkward, and the referral will more likely expect your call. The first time that you are contacting a potential client, you could schedule a Skype call or some other kind of information gathering session. Be sure to contact the potential client and schedule time. Follow up afterwards.

  • Go old-school

If your client doesn’t happen to have a computer, then writing a handwritten note and addressing your potential client personally may just be the edge you need in being their real estate agent.

  • Always be pleasant and gracious

Don’t be discouraged if your potential client doesn’t get back to you. You should always be approachable and professional. If you don’t maintain a good attitude now, then they may never get back to you and this is bad news for you. Be pleasant. Be a realtor that your client wants to buy from.

  • Don’t give up

It is crucial that you maintain professional attitude and maintain flexibility. If you have made a good first impression, then you will have given any potential clients the right idea of what it is like to work with you. Even if you don’t sell a home, at the very least, you will have left them with an idea of how you are at conducting business. In the future they may even come to you if they need to sell their own home. Be memorable in a good way.

  • Be technologically innovative

To stress once again the importance of the buyer’s time, there are ways to sell through expanded innovation. Make an appointment to meet via Skype or Go to Meeting. Share your screen. Share your video so the buyer can interact with you. For female agents especially, this sets up a convenient preliminary process to meet the buyer. This method is not so out of line, because some buyers are purchasing out of state and may actually make their purchase through this method of technological innovation. Be courageous. Be innovative. Contributed by James Link Setschedule has changed the way real estate marketing is viewed, by changing the way REALTORS® access clients and listing appointments. SetSchedule is a “first of its’ kind” exclusive membership based model that provides verified appointments, marketing tools, and elite invite only networking events for its members. By blending new technologies, and thought processes with proven success methods Setschedule had incurred record producing results unseen in the industry  

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