Even movie stars need scripts, heck the president needs prompts. What makes Realtors believe they are above either? I have always had the gift of gab and am a natural when it comes to communications. It's not a gift but a talent. A talent that you must master...
it takes practice....lots of practice!
When it comes to effective communications, sometimes there are moments you just have to write it down.
Screening leads is another form of communication.
If you can carry a conversation with anyone, you can effectively screen a lead.
You just have to have the GUTS to ask the key questions and in most cases get out of your comfort zone to reveal the truth.
A lead sheet is your script to use on every buyer and seller prospect. Now a lead sheet does not guarantee a sale but it is the vital information to determine whether you are actually dealing with a ready, willing and able buyer or seller.
"The best way to describe it is like this...You have two people playing tennis, the object of the game is to keep the ball moving back and forth, with each party returning the ball. To me the ground is silence on the phone. Once that happens, if you don't pick up the ball and serve again. Your conversation will end. So the 1st player should be the lead, they call in and ask a question...your serve.....you answer and ask another question...they answer...you respond and with another question. Now if the players are good this could go on all day. Get the message....as long as you ask..most people will continue to respond. One thing about talking the more you say the more you reveal the truth. The truth is what you are looking for."
What should be on a lead sheet? What kind of questions should we ask?
OK, you need to get the obvious from the get go: Contact info in case you get disconnected! Name, best number to contact.... Beds/ Baths, Area, Condo, House or Villa.. I think you know the basic information...now let's rock!
- In case we get disconnected can I get your name and a number to call you back?
- Ask the potential customer if they are currently working with a real estate professional?
- Have you been through the buying or selling process before?
- When?
- When do you need to move by?
- And if it does not occur what will happen?
- Are you currently a homeowner?
- If so, how many homes do you have and where?
- Do you Need to Sell before you buy?
- Is your home currently on the market?
- Is it listed with a Realtor?
- Are you currently in a lease?
- How do you pay your rent cash, money order or check?
- Is there a release clause in your lease if you purchase a home?
- Will you be paying cash or obtaining financing?
- Are you currently working with a mortgage broker?
- Will you share their contact info?
- Can you bring your mortgage letter of approval when we meet?
- Will you be purchasing the home yourself?
- What kind of monthly payment are you looking for?
- Have you seen any properties yet or have you subscribed to any real estate related websites?
- If so, how long have you been looking? With who?
- Why didn't you commit to any of those properties?
- Are schools important?
- Home owner's Association? Condo Association?
- Do you own a boat, motorcycle or truck and do you have any pets?
- If we found your dream home today are you prepared to make a financial commitment today?
- Did you know we all have the same access to the MLS?
- Did you know that I can show you any FSBO, New Construction or Resale that is available in the area?
Keep in mind you have to use good judgement in regards to the questions, timing is extremely important! If you are seasoned at prospecting you will know but if not that is where practice comes in.
If a customer becomes offended due to questions, either you have not built enough rapport just yet or they are not a ready, willing and able buyer.
Don't make the judgement too soon sometimes bad timing in asking the questions or you haven't probed enough will cause the customer not to open up.
I would rather have a customer hang up on me then work with them for months to find out they cannot buy.
If you practice your script or read your prompts you will be a star at the end.
It takes 2 people to communicate, that means usually one speaks the other answers.
Practice listening...patience...and your words.
Screening Leads has a huge benefit, it's our end result that we are looking for. Think of this as an art, an art you must master, be a real estate star! Wouldn't you like an autograph on a sales contract today?
This is a great list...I have a buyer sheet and a seller sheet with questions although the majority of the time my mouth takes over after the initial questions and I take notes as the conversation goes. I think I need to add on to it like this so I stop forgetting stuff..lol! Thanks Midori!
Midori,
Your posts always look beautiful, I just had to read on!! I can only relate to my end of what you wrote but I see what your saying, It's similar to Our end of the Biz, I often really get into a clients head before I do their Loan :0) Great Job!!
Tom Weiss
What a pretty post Midiori...I love how it looks :)
I use a list all the time..only thing I'd add to your's is..."are there any other decision makers involved?'
I want to know if mom and dad are going to be involved($$) and get them involved from the get go...it will save a lot of grief later on.
Excellent post!
Wow great post Midiori......... loved it graphically and verbally. You are right about screening. All too often I tell my team members to ask the right questions and you'll get the right answers. Then no one will be wasting their time.... Today a perfect example, on of my team has been working with a couple for a few months showing them homes. He writes and offer and I call the buyer to negotiate it... in my FIRST conversation with the client she shares with me that "she has a lease in place till July" -
Okay so what are you doing looking at homes now???? This is the same question I asked my college to which i got no viable answer. Waste of time... Screen them
Midiori, This is so true - Use qualifying questions to gather all the information. I agree with you, I want to know up front exactly where people stand so I can work intelligently. Good post.
Midori,
You hit the nail on the head....thank you. Timing is everything and the more you know about your client the better you can serve them.
Midori~excellent post. I have a very similar "20 Questions to Ask". Since you say you have the gift of gab I sure you are able to ask the questions very naturally instead of sounding scripted. You do have a gift!
Missy-Thank you...
Tom-When I did mortgages I screened potential buyers the same way...just asked a few questions a little different and went more into financing....Thanks...
Monika-I agree with you on that...I was going to add but I could have kept adding and adding. The more info we get the more probing we can do!
Sally-I am the same way but I do make it a point to take notes....crazy lots of notes. The further I probe the more likely I will close. Thanks for your comments.
Desiree-Ahhhh, I am sure they learned! At least I would like to think so. I had to make a few mistakes to get this right myself....screen....screen...screen.
Pat-Thank You!
Christopher- I have always used a list....helps me...guides me...
Robert-I think any market.....we need to probe...screen...prequalify.
Gita-Thank you...
Dan-oh timing is everything....so are your words!
Adam-Thank you....
Mana- Glad you found it useful.
Lisa-it comes from practice.....when I started in the biz I used to practice on my kids, the dog, stuffed animals....as silly as it sounds...I just practiced...practiced...practiced
Matt-From the get go...I have always used a list of questions...
Go Keisha!!!
Midori
Great Blog, too many people just take people out without getting the proper info from the buyer and sometimes they get a mortgage rep who pre-qualifies them and then the Mortgage rep pulls a well I cant go into details with you now.
It is better to do this yourself and then if you need a letter from a mortgage company get one. the main idea is not to lose control.
GREAT info! You know...especially in THIS type of market...agents are so in need of that next sale that they sometimes skip the 'getting to know you' part. I think about it this way...I have made a commitment to give 100% of myself and my services to my customers. IF I waste time with someone who is just 'looking', I'm taking time away from my customers. Thanks for another great piece! Elizabeth
Diane-Right back at you girl. I am loving your posts!
Gary I agree, when I did mortgages and real estate sometimes I would be on the phone for 2 hours and you know what by then I had them pre-approved and scheduled to show them houses. It was so difficult to juggle but I know some really good basic mortage questions to ask to help you even further. All realtors should know basic mortgage info and they don't!
Elizabeth-I agree, our job is to serve our customer, It's called service...if you don't prequalify buyers and seller's you aren't really doing your job.
Gary-You know I have done that before, spoke to a customer to never get the contact info and when our scheduled appointment came around I was nervous they were not going to show up, if I didn't manage to get their name and they didn't get mine. She came in and my broker was standing there (I was pretty new) and witnessed the whole mess. They didn't know who they were looking for and I didn't know who I was going to be working with. We figured out the mess...it never happened again.
Adele-I've done the same thing or forgot to get a seller's signature on a listing agreement...happens to the best of us.
Eva-you go girl...practice...practice...practice...
Jill and Ron-I can't agree with you more.
Donna-A lead sheet is for you to keep the conversation flowing, it is a constant reminder to ask the most important questions....Thank you.
Kathy-You're welcome! Remember if you don't prequalify...you could be spinning your wheels. You'll find the more you ask the more they are willing to share.
Lori-I agree...it helps the customer to understand.
Thank you for the great tips and fantastic advise! I have printed and ready to put into play.
Thanks!!
Excellent advice , Midori ! I'm bookmarking this for further study....this is something I need to be more diligent about.
Jo
Sound advice that can be used
Tom Braatz
Great post.
Thanks,
Laura Astle
Equity Real Estate
Salt Lake City, UT
801.209.8956