What do I say when buyers call about my pending listing?
An agent recently told me that a buyer called about one of their listings that is under contract. I asked the agent how they handled the call and this is the response:
She was asking about my listing that is pending, so I let her know that if she had any questions, to feel free to ask and that if they can’t get this property, I can definitely help them find what they are looking for.
The offer of helping potential buyers with any additional questions is a good response, but I suggested the agent consider a more direct approach.
Mr./Ms. Buyer, As we discussed, the specific home you called about is under contract. I will keep you updated on the status of this home and I will inform you immediately should it come back on the market. In the meantime, let’s schedule a time this weekend to go out and visit similar homes in the area that match the size and price of this home.
You might want to try a more direct approach as well when dealing with home buyers calling on listings that are no longer available.
Professional agents are required to manage untrained agents when it comes to completing the escrow section of the contract.
Over and over again, my agents receive offers from other agents in the area, with the escrow section left blank or with a TBD entered.
That is not how we are suppose to handle this important section of the contract. A few of my agents have taken to putting instructions in the MLS, and surprisingly, these instructions are often ignored.
Step up Brokers and team leaders and train your agents on the importance of completing this section.
The department is the first point of contact for customers inquiring
on Company sponsored ads online about buying or selling a home. Once the e-business department has made the
initial contact, the customer’s contact information and their real estate needs
are forwarded to an agent located in the area the customer is interested in
buying or selling a home.
We provide initial and ongoing training to our agents that
want to be on our e-business team and we monitor their results throughout the
year. Our goal is to provide a quick response,
match the customer up with an agent best suited to assist them to satisfy their
real estate needs with a successful closing.
In our experience, a difficult skill set to master is the
ability to stop talking. It is something
we must consciously work on. In our
opinion, we are not the only real estate agent that could use improvement in
Salespeople love to talk.
But there comes a time, when we must stop talking. We need to stop talking so that:
The customer can reflect on the information we just
The customer can ask questions.
The customer can say, yes.
We also need to stop talking so that we can improve another
part of our technique, our listening skills.
It is by listening to the customer’s comments, questions and objections,
that we can determine the correct path to satisfying the customers’ needs and
I use my GPS nearly every day. If I am not using it to find out how to get somewhere,
I am using it to find out how long it will take to get where I want to go. Ellen, Clarissa and I try to manage and train
our agents, the same way.
We know you have joined us so that you can sell real
estate. Your goal is to make real estate
sales your career. If we do not provide
specific direction on how to sell real estate or more real estate than you
currently are selling, then what value are we to you? We are as useless and a non-working GPS and
you will probably end up lost or stalled on the road to success.
That is why we our training and direction from the start is
action specific. Our focus is on results
oriented prospecting and networking systems.
We teach tried and true methods for listing and selling homes and we are
consistently trying and researching new ways to reach buyers and sellers. Just like using a GPS to travel, we know what
routes will get you to the success you desire and the time you will need to
invest to get there.
But of course, you have to do the work. You have to follow the route. You do the driving. We will be there to encourage, to hold you
accountable, to help you focus, to offer direction, but the drive, the journey
depends on you. How many houses you
sell, how fast you become successful, is determined by how you use the tools, systems,
direction and training we provide.
So are you ready? Are
you seeking direction? Contact us for a
private meeting or to find out when our next career night is going to be