Converting Callers Into Clients

In my office we called floor time “opportunity time” because we often received fantastic inbound calls with people looking to buy or sell. I broke our office record with one of the best “opportunity time callers” – my client finished up purchasing a $730,000 house with me! Obviously this is not the “norm” for floor time leads, but it is proof that it is possible to get fantastic leads from floor time.

Often in the rush of someone calling or coming in we forget to question vital questions and get detailed information. This is the largest mistake most agents make and often results in lost clients. The next time you are on floor time, you may want to have this list handy so you are able to quickly respond to the caller’s needs and hopefully secure an appointment.

What can I help you with?
Where are you from?
Where are looking to go?
How soon are looking to make a go?
Why are you moving?
Have you researched what comparable homes in your neighborhood have sold for?
What type of home are you looking for? Number of bedrooms & baths, yard size, style, public utilities, neighborhood, special needs?
What price range are you looking to stay in?
Have you already talked to someone about financing or mortgage pre-approval?
Would you like more information on the area – maps, school reports, etc.?
Would it be okay if I take your name/number/email address to follow up with you?

AND THE MOST VITAL QUESTION TO QUESTION:
Can we set up an appointment to meet so I can go over this with you in more detail?

Usually once you have an appointment, you get to meet the client, undestand them better, they might start to like you and next thing you know you have a listing contract or buyer agency contract signed. It’s a very simple thing to do, but most agents forget. Don’t be the agent who forgets to question for the appointment!