Here are some questions to use when you interview buyers. This interview could be for a lead captured through Facebook, PropertyFiles, or Trade Me. Or you could be following up open home visitors.
Opening: Hey its <name> at <company>, how are you?
Weather question: Beautiful day isn't it? / Is it chilly where you are?
Listen and gauge their response for pace. Are they hurried or happy to chat.
Transition: Hey its just a quick call, I saw you looked at / visited <address> and I wasn't sure what you were really looking for?
Specifics: Were you after 3 bedrooms in particular? What locations did you have in mind?
Clarify requirements: Are you looking for a pet or child friendly home?
What kind of renovations/repairs are you OK with?
Explore their needs and build up some rapport before you transition to budget.
Tip: If they mention anything that strikes you as interesting or odd, ask 'What makes you say that?'
Price: Have you missed out on anything recently? (Discover their motivation) May I ask why you think you missed out?
Do you have a broker or are you going through your bank? This line of questioning usually reveals budget without directly asking what their price limit is.
If we found your dream home but it was 50K over your budget would you still want to be looped in?
One more thing I forgot to ask: Where are you moving from?
'The Columbo Close'...This question will tell you enough for you to know whether they're upsizing or downsizing. Wrap up the call either way so you can follow up later if need be.
Would it be OK to keep in touch? Ask for permission to stay in touch before you request/verify their email info.
Record buyer wish-lists in SalesPartner so you can reach out with an SMS or email at a moments notice. Don't miss an opportunity to demonstrate to potential sellers how you follow up with potential buyers using voice to voice.
Did You Know SalesPartner uses automated dialer technology to launch calls from your desktop PC (and drop SMS messages when they don't answer 😂). Quickly complete follow up interviews, build relationships and talk to more people.
RSS Feed
