When The Phone Rings Close for An Appointment Not The Sale

By
Managing Real Estate Broker with RE/MAX Executive Realty 104763
https://staging.activerain.com/droplet/5clN

The main goal of marketing is to make the phone ring.  Once the phone rings, the next step is to learn how to answer the phone. There are too many phone calls that result in no business because the agent who answers that call is not closing for the appointment. 

The main objective of answering the phone is “to close for an appointment.”  Too often the agent will be so enthused about the phone ringing that the agent loses focus on what the next step should be.  The only task that the agent has is to ask for a name, telephone number, address (if it’s a listing) and close for an appointment.

To go beyond that point is risky.  It’s allowing the buyer too much control.  If a buyer is calling and too much information is given about a property, the buyer will eliminate that property and not make an appointment.  All buyers are trying to eliminate properties rather than waste their time making appointments and looking at the homes. 

Making an appointment with the buyer to meet and discuss the buyer’s needs and goals will result in future appointments and eventually a sale.  It’s a control factor.  Too much information over the phone allows the buyer to be in full control.  

Securing that name, number and appointment is the only goal of a first call.  If the buyer does not want to play by those rules, the buyer will not be working with you anyway, so why play his game? 

Just another thought for the moment…..

Posted by

       

Barbara Todaro, sales manager of RE/MAX Executive Realty 

Marketing Agent for The Todaro Team

308 W. Central St...suite E

Franklin, MA 02038

508-520-9881

www.todarosellsfranklinma.com

Exclusive Marketing Agent for The Todaro Team

 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 08/19/2018 01:00 AM
Topic:
Real Estate Sales and Marketing
Groups:
The Art Of Marketing You
Bartender, Make it a Double
Old Farts Club

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Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

William Feela I never gave them more than what was in the ad they were calling on.... and then I'd close for an appointment usually using an alterante of choice for day and time...

May 18, 2018 05:37 PM #6
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Fred Griffin perfect statement..... 

May 18, 2018 05:38 PM #7
Rainmaker
3,386,030
Dorie Dillard
Coldwell Banker United Realtors® ~ 512.346.1799 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good evening Barbara Todaro ,

I love this post..you are so right on. The object is to make the phone ring but then it's what you do with that phone call will determine if you have the opportunity to work with someone listing or buying. I had 2 great calls today! One from a buyer I met in November at at an open house I was holding on a new listing. I've been in touch and a home came on the market today of interest..I'm showing at 10:30 am tomorrow because I answered their call and made an appointment. Another call from a resident protesting their taxes (I have a report for them) but I made an appointment because they are thinking of selling and also want to buy some land as an investment. Love it!!

May 18, 2018 06:46 PM #8
Rainmaker
481,430
marti garaughty
garaughty.com - Montreal, QC
a highly caffeinated creative type...

marti garaughty, abstract art, graphic design, marketing, WordPress consultant

May 18, 2018 06:52 PM #9
Rainmaker
2,407,270
James Dray
Fathom Realty AR LLC - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Barbara.

What a great idea, you know what I'm going to do with this information.  Next meeting is June 6th.

May 19, 2018 02:29 AM #10
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

@dorieDorie Dillard those are great examples for everyone to read.... thanks for sharing and showing them how it's done....

marti garaughty thank you so much for the feature in The Art of Marketing You...I always appreciate it.

May 19, 2018 04:21 AM #11
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

James Dray face to face is the only way to establish a strong enough bond to direct that potential buyer or seller to work with you and only you...

May 19, 2018 04:23 AM #12
Rainmaker
2,346,851
Nina Hollander
RE/MAX Executive | Charlotte, NC - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Good morning, Barbara... a nuanced point, but very true. Too many agents don't understand the difference.

May 19, 2018 04:51 AM #13
Rainmaker
2,346,851
Nina Hollander
RE/MAX Executive | Charlotte, NC - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Carol Williams ~ suggesting this post for your Second Chance Saturday in coming weeks.

May 19, 2018 04:51 AM #14
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Nina Hollander I've heard experienced agents fall into that trap of rambling on and talking that buyer away.... share what the buyer has already read in an ad or seen by driving by ....and in the same sentence change the subject to making an appointment to meet....

May 19, 2018 04:58 AM #15
Rainmaker
47,726
Khash Saghafi
Liberty Home Mortgage Corporation - Cleveland, OH
Mortgage Loan Officer, Cleveland Ohio

I love this advice Barb!! So many people cater TOO much to the customer.  As the professional, we must realize that WE are the ones who are being sought after.  Of course, there is a fine line to work the middle, but controlling your customer is absolutely HUGE for salespeople.

May 19, 2018 05:33 AM #16
Rainmaker
4,552,751
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

Thank you very much, Barbara, for sharing your advice.

May 19, 2018 06:48 AM #17
Rainmaker
2,810,669
Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Condo & Home Sale Specialists

Barbara, Name, number and appointment and you're on your way to seal the deal!

May 19, 2018 07:01 AM #18
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Khash Saghafi it's all about control.....

you're welcome Roy Kelley 

Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400 (Sheila)... that's the meat of the phone call....the close for an appointment....

May 19, 2018 07:03 AM #19
Rainmaker
1,978,837
Elizabeth Weintraub Sacramento Real Estate Agent, Top 1% of Lyon Agents
Lyon Real Estate - Sacramento, CA
Put 40 years of experience to work for you

I've been with other agents who receive calls from buyers and they say, "Oh, that home is pending," like the caller is big bother to them and there is no money to be made from continuing that conversation. Blows me away.

I've also received pushback from agents when I suggset to them that they use my method of extracting information. They think it's too pushy when it absolutely works. I just say, "Hey, I'm gonnna need your name and phone number" . . . and just like magic they give it to me. (even though I see it on my Caller ID)

May 19, 2018 08:17 AM #20
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Elizabeth Weintraub Sacramento Real Estate Agent, Top 1% of Lyon Agents you even give them the script and they don't use it.... that means they are so insecure about their ability to work in our profession, they take the lead from the caller not the mentor!!! that agent will be gone soon, if not gone already....

May 19, 2018 09:01 AM #21
Rainmaker
2,855,323
Michael Jacobs
Coldwell Banker Residential Brokerage - Pasadena, CA
Los Angeles Pasadena Area Real Estate 818.516.4393

Hello Barbara - first things first.   Understanding this concept is very important. 

May 19, 2018 04:22 PM #22
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

face to face is the only way to carve that buyer in stone.... Michael Jacobs ....and your comments are always appreciated....

May 19, 2018 04:26 PM #23
Rainmaker
2,551,321
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Barbara, Once again you should write a book and start selling them with all the great advice you have for realtor, it would be a gold mine.

 

May 20, 2018 08:05 AM #24
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

I have all I can do to write a post.... I'll focus on that Will Hamm but thanks for the compliment....

May 20, 2018 08:51 AM #25
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