Contributed by: Kam Vince Many prospects you will be calling for the first time you’ll have received because they made some sort of actionable request online. Whether that is clicking on a home to get more info about it, inputting their address to get a professional price analysis, or selecting a handful of homes in an area they like. Most of the leads are either looking for specific information to make an educated decision in the near future, gathering general information for a planned future move, or simply looking online out of pure curiosity. Regardless of the motivation, providing value to the prospect is one of the best ways to get them to eventually give you the one thing you're looking for...an interview. Your number one goal every time you get on the phone is to get your foot in the door so you can secure an interview. During the interview you can put on display your personality, highlight your strengths, and differentiate yourself from your competitors. You are likely in this business because you are an expert in building relationships, and that is the goal of our platform. Not everyone will be a legitimate business prospect, but EVERY ONE of the legitimate business prospects you reach should have some sort of motivation to grant you that interview if/when the time comes for it to be relevant. So here are a few things that will help you secure that interview, by providing VALUE to a prospect, with the motivation being to EARN their consideration for future business transactions.
Lastly, it is extremely important to ask for the interview, or at least ask for permission to follow-up periodically if they are not currently in the market. A statement such as, “Would it be alright if I follow up with you occasionally to provide you market updates? This way I can earn your business if you ever need real estate assistance” can be the start of a conducive business relationship.
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