It is critical that you feel comfortable and confident having that first conversation with an inbound buyer lead. More and more buyers are requesting video tours instead of face to face meetings and agents will have to learn how to adapt. And, if setting a face-to-face appointment is not preferred then at a minimum do a video chat. Getting face to face is important even if it has to be on video.



We can increase our conversion from leads captured to contracts closed by increasing the appointments set to leads captured ratio.

If you would like to get better at Scripts and Handling Objections then you should check out our coaching on Real Geeks Mastery Program.

It starts with the greeting:
‘Hello _______, this is ________ with _______. I am a local agent in the ________ area. I received an alert that you have an interest in a property for sale… I believe the property is at ________. Are you interest in taking a look at that property?”

Set The Appointment Early:
The first agent to meet face to face with the lead is likely to win the business. These days, most buyers are looking to few the property since they have already seen the pictures and searched the area. Do not get off the phone without setting the appointment.

Simply ask…. “I can get you all the information you will need on this home, when are you available to take a look at it?”

In the event they ask for a video tour, ask them… “I can do that, when would you be able to do a Facetime call with me at the property?”

Upsell Additional Properties:
We know that buyers are going to look at more than one property. So, go ahead and work on setting additional showings so you can deepen your relationship and demonstrate your value.

Approach it like this… “I think there is another property that you may want to see, I will go ahead and set that up also, will that work for you?”

Understand Their Motivation:
Asking the buyer lead questions that go beyond the property is important. The more you ask, the more they feel like you care and they then become comfortable working with you.

Discovery Question… “Just curious, what are you looking to accomplish by buying a new home?”

Ending The Call With Intention:
It is important that you end the call with all parties on the same page.

Great ending… “I look forward to meeting you at the property at ______ pm on Monday. I will have additional information for the 2nd property when we meet. Of course, give me a call or a text with any additional address you want to see. I look forward to seeing you at ______.”

Real Geeks Contributor: Greg Harrelson  - Real Estate Sales Solutions

Published on Jan 6, 2021 under ,

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One of the best lead generation and management systems available. A fully integrated custom IDX and marketing solution to drive traffic, capture leads, manage-cultivate them and close more transactions.

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(Coaching) (Keeping It Real)

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success

 

 

In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

Transforming Your Success into Their Success

Creating a Schedule

Buying this Year vs Next Year

Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

Agent Utility Belt

This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!