Skip to main content

Setting Appointments With A Lightening Quick Qualification Script!



Remember that the goal of talking with every lead is to set the appointment with a prospect, NOT sell the property. I was recently working with a very bright agent. During our conversation this past week a light bulb came on for her. She is very skilled at setting appointments. She, in fact, is so skilled that over 90% of the people she talks to are setting appointments with her. In our conversation, I uncovered one small detail that, she knew, but was not making a priority. If your goal is to set appointments with prospects then you have to ensure that you are not setting appointments with unqualified time thieves.
I am a big proponent of scripting, revising, and scripting again. How do you know if what you're saying is working to close leases? You do not know your opportunity and potential unless you are scripting your phone conversation.
Scripting helps with predicting outcomes. As an Agent, I want to know my numbers. (See my previous article, “Knowing Your Leasing Numbers: The 5 ½ Critical Steps to Leasing Homes”) I want to determine how my language is effecting my numbers. All professionals are scripted.
You should make it a point to set the appointment. After setting the appointment you should immediately qualify your prospect. Your scripts should include the following 5 things:
  1. Are you speaking with the lessee or are they looking for someone else?
  2. How soon do they need to move?
  3. What is their credit, rental, and criminal history?
  4. What do they like about their current property?
  5. What has brought them to their decision to move? 5 ½ Do you have the total money to move available if I needed it today?
Scripting your questions will only help you ensure you are not wasting the prospects time or yours. In Michael Port’s book, Book Yourself Solid, he talks about the red velvet rope policy. He expresses the importance of defining your ideal clients and only working with them. Most of the work of a leasing professional is over the phone. Having the proper phone conversation, with the proper script, is the difference between successful agents and unsuccessful agents. Your battle is won or lost on the phone. The conversation you are having, while setting the appointment, is the most important conversation you will have. You should be meeting with the applicant and collecting the application if you are setting prospect appointments 100% of the time with lightening quick qualification scripts.
For More information: www.nathanbushmba.com

Comments

Popular posts from this blog

5 Baby Steps For Real Estate Agents to Attract Clients!

There is beauty in Real Estate. Specifically, because the population is growing. In Real Estate you can receive a steady income that you can accurately predict and rely on, unlike typical sales roles. To attract the best clients and make the top dollars you have to start with focusing on becoming a top-producing Real Estate Agent. There are a number of books and references on selling but not much available on the topic of attracting a Real Estate clientele. In Real Estate the skill of persuasion is one you must develop. To get started there are 5 baby steps that you must take to begin a career. 1. Read books on influence, persuasion, marketing, and asset management 2. Write down and affirm your success, “I am closing 35 homes per year” 3. Find an agent with a lot of listings you connect with 4. Find a mentor to show you the way 5. Associate with others who are currently successful in Real Estate Getting your Real Estate License can be the better avenue when starting in real estate.

The 3 Biggest Misconceptions About Horizontal Leadership in Real Estate

What is Not Leadership Often leaders learn from books, podcasts, and blogs written by leaders who sell leadership trainings, books, or courses and it can kind of get boring. It can be hard to sift through the information on leadership and find things you didn't already know.  This is where inspiration is hard to come by. So to help you we have created a post of what leadership is not. There are three words often associated with leadership that actually are misconceptions of Horizontal Leadership and those three words are authority, followers, and servant.  The Big Misconception #1: Leaders have to have authority to lead. Authority is defined as the power or right to give orders, make decisions & enforce obedience. Leaders lead with the influence of their actions, they do not force actions with authority. They are role models, examples. When you study leaders, you want to model their actions and be able to get similar results. Management is all about control. To control you nee

3 of the Hottest Marketing Technology Trends That Will Shape Your 2020 Efforts In Real Estate

Have you ever heard of Silicon Valley? Likely you have. Did you know that Silicon Valley is constantly trying to innovate the real estate industry? Technology continues to push the envelope and transform the direction of the profession every year. In 2020 several marketing trends are revolutionizing the real estate profession and most follow the sociological trends from recent years.”Today, people’s attention spans are short and the way they like to consume content has also changed. This is why content formats like Stories have become popular. They are short, engaging, and addictive in a way that people can spend hours scrolling through one Story after another (N.A, 2019).” The many marketing trends of 2019 continue to evolve into 2020 with technology tools designed to improve the customer’s experience. One-Click: Think Amazon! Amazon knows that people want instant one-click to purchase. In fact, “When we write the history of electronic commerce, the 1-Click patent … allowed Ama