Over the years, eleven already, I’ve listened to agents attempt to convert online leads to appointments. They often start off on the wrong foot, get flustered, and peter out.
Here’s one that is bullet-proof. – Go ahead, take it for a spin.
Easy Conversation starter
Rather than saying, “I see that you are on [site name or my website] looking at homes…” which is how 98% of agents begin. Say this, “I was notified that you may be interested in properties here in [Area].”
Can you hear the difference? The first example is NSAish sounding – like you’re snooping on ’em. The second example, “I was notified that..,” is beautiful because it doesn’t matter which site they’re on when you call or even if you’re using multiple lead sources.
Cool, I know. 😉
Takin’ it up a notch
After saying, “[Fname, I was notified that you may be interested in properties here in [Area].” Add, “I’m [Fname, Lname] and I know this area well. I’ve been an agent here for [enter number of years]. Maybe I can help. Tell me, [Fname] what are you looking for?”
There’ll be a noticeable “Pregnant Pause” just before they open up. So at this point breathe, and “Midwife ’em.” – One thousand one. One thousand two. One thousand three and Voila! They’ll open up and begin sharing.
It’s really that easy.
Now, go ahead, pick up the phone, and engage.
-You’ll be glad you did. 🙂