ORLANDO, Fla. – April 5, 2011 – Real estate agents generally communicate with prospects for the first time over the phone, and they may be tempted to make a second phone appointment for the near future because they’re focused on something else at the time.
However, experts say the objective of this first encounter should be to schedule a face-to-face appointment. The more time prospects spend on the phone or wait to meet with an agent in person, the more resistant and hesitant they become.
Agents should create a list of important qualifying questions to ask prospects over the phone, such as when they hope to move and what type of home they are looking for, but they should not aim to have all of their questions answered during this conversation. Experts say they should not lose sight of the fact that booking an appointment is the main goal of the call.
Source: Realty Times (04/01/11) Zeller, Dirk
© Copyright 2011 INFORMATION, INC. Bethesda, MD (301) 215-4688
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What questions do you ask on the phone? Leave a comment now.
However, experts say the objective of this first encounter should be to schedule a face-to-face appointment. The more time prospects spend on the phone or wait to meet with an agent in person, the more resistant and hesitant they become.
Agents should create a list of important qualifying questions to ask prospects over the phone, such as when they hope to move and what type of home they are looking for, but they should not aim to have all of their questions answered during this conversation. Experts say they should not lose sight of the fact that booking an appointment is the main goal of the call.
Source: Realty Times (04/01/11) Zeller, Dirk
© Copyright 2011 INFORMATION, INC. Bethesda, MD (301) 215-4688
---------------------------------------------
What questions do you ask on the phone? Leave a comment now.
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