TIPS, DIALOGUES AND TECHNIQUES FROM ACTIVE REAL ESTATE PROFESSIONALS. Best responses and techniques to internet inquiries on a property listing

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1 Best responses and techniques to internet inquiries on a property listing

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3 INTERNET LEAD RESPONSE DIALOGUE Up your listing volume and convert more online leads We have polled hundreds of thousands of team leaders, power agents and brokers to find what works. We have compiled the best dialogue and scripts from top agents that can help you get more listings and closings from your online leads. Clearly if there is one thing that stands out, the best technique is to contact these consumers immediately. There is variance in how this is done and some have adopted tools to make sure they always respond within minutes and not hours. These REALTORS in general asked good probing questions to get an understanding of both what the customers wanted to know about the subject property and what they were searching for. Some of this information is provided with the leads, in the realtor.com Connection SM for Co-Brokerage solution, which provides recent searches and other properties viewed.

4 I CURRENTLY MANAGE a team Single agent NOT considering a team Annual Transactions 6-10 Annual Transactions Phil Chiles Speed is important, but it s also important to have some info available when you make that first contact. Take enough time to look up the listing they are inquiring about and be ready to answer their questions. Diana Morandi Hello (insert name), please call me at your earliest convenience so that we can set up an appointment to view the above property. The current market inventory is limited and this property may not be there tomorrow. I am thinking of STARTING a team I am thinking of STARTING a team Christine Aust 6-10 Annual Transactions I reply quickly and thank them for reaching out to me, then ask some questions to gauge awareness and prioritize client needs. Kristie Ferguson Annual Transactions I respond within 5 minutes and usually catch them online still browsing homes. They are often surprised that I responded so quickly. I make sure to answer their questions and make sure they know I can help them with any home.

5 Text or dialogues for internet leads Fast turnaround to reply, try to contact via voice rather than , but follow up with . Gaye Leggett Single agent NOT considering a team I call as soon as possible and ask them if they would like to preview the property and would like more information regarding the property. Afterwards I check to see how long they ve been looking and if they re working with another agent. Paul Nguyen Single agent NOT considering a team I respond ASAP by , lots of agents use an automatic response system which sounds great until it s not. I prefer to call and address them personally, which is difficult in a voic so learning to be personable with s have been great for me! Tami Davis I HAVE JOINED a team as an agent Annual Transactions 6-10 Annual Transactions Annual Transactions 1) Introduce myself and my Company, 2) Tell them why I am calling or ing and identifying the property called about 3) Give them the size (bedrooms and bathrooms) of the home and whether it is on a basement (type: finished, unfinished, full, partial, etc.), the list price, and whether it is available or under contract. This is the most critical information most people seek and by giving this to them first, I establish a little trust and open the door to further communication. 4) If the property is still available, I will ask them if they have any specific questions about it. If it is not available I will ask them what size home they are looking for. 5) Whether the specific property is available or not, I will in the course of discussing their property needs, also establish the following: (a) What their time-frame for buying something is (b) Whether they are preapproved if they will be financing the purchase (c) Whether they have anything to sell first (and follow-up with questions regarding that if they do) (d) Have they signed an Exclusive Buyers Agreement with any other Realtor, or have they, or do they intend speaking to any other Realtors. Depending their responses to these questions, the conversation then takes a variety of courses. 6) On each inquiry I attempt not only to obtain the above critical information but also their contact details including names, address and mailing address. All leads are captured into a contact management system with relevant information regarding the questions asked, and an and letter are sent out with further information regarding our services and how I differ from other Agents and how they will benefit by hiring me. Barry Gazzard I am a single office broker Annual Transactions

6 I try to give them as much information on the property they are inquiring about in order to show them my knowledge and then I ask for more information on the type of property they are looking for so I can send them other listings matching their requirements. Katy Scruton I CURRENTLY MANAGE a team Annual Transactions I respond as soon as I receive the message to find out what information they are looking for regarding a specific listing. That way I also get a feel for exactly what they are looking for in a home. Hello Mr /Ms Buyer, This is Jennifer with Keller Williams Realty. Thank you for inquiring about the home 222 Main St in South Town, USA. I have done some research for you and the home is still available for sale. There are also two other homes that are similar to this home and in the same price range. I can schedule appointments to view these homes and go over in more detail information on the homes if you are not working with an agent already. I am available tomorrow evening at 6 pm does that work you? You can call or and I look forward to the opportunity to assist in buying your home. Jennifer Bouvier I HAVE JOINED a team as an agent Annual Transactions Joane Pedigo I am thinking of STARTING a team 0-5 Annual Transactions I respond within 2 hours to introduce myself and find out their requirement and expectations. Thereafter I explain what I can do for my clients to their benefit and let them know that I would send a specialized search that meets their requirement for them to either short list OR re-design their requirement. This narrows down the requirement and a better understanding for both the buyer and agent I try to make an appointment as soon as possible. I like to use a prelisting presentation so I make it for a day or so later if possible. I do ask questions about updates they have done, and the question is Have you updated anything in the home in the last 5 years? If I just ask what have you updated they tell me they redid their kitchen in 1970! My aim is a one-step presentation, as the 2013 Profiles of buyers and sellers will tell you 66% of the sellers hire the first agent they speak to. I also tell them I will enclose my resume when I give them my prelisting presentation so they can see ahead of time my qualifications. Raj Patel Linda Damico Single agent NOT considering a team Annual Transactions Single agent NOT considering a team Annual Transactions

7 I respond quickly and try to find out what questions they have about the specific house so they know I will answer their questions first before introducing any new properties. This way I earn their trust. Ted Struhl I am thinking of STARTING a team Annual Transactions

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