Converting Sign Calls to Clients

[Jeff Casterline]

Just wondering what some of you are doing to convert your yard sign calls to clients?

When I get calls off my signs I try to ask questions and be as personable as possible. Just seems like people want the price and then are ready to get off the phone as quickly as they can. Half the time they won't even give their name.

[avonreal]

be warm towards them and try to avoid answering the price question for a while!

[Malok]

I answer their questions - and follow up with my own questions about their situation.

"Ah, I see you are interested in the 5 bedroom house - I assume its not going to be only you in the home?"

Then hit'em with the standards:
"Where do you work" - to pin down the proximity of the home relative to their job
"What do you do for entertainment" - to see if there is that type of entertainment nearby that could be a key selling point
etc
etc


Then, I try to get them in to see the home - and let the sparkling personality take it from there.

[FindCRE]

I ask more along the lines of:

Would you like me to email you other listings in the same area and price range.

Would you like me to email you a sellers disclosure & survey on the property.

I'm always aiming at getting their email address and providing free information.

[Malok]

I ask more along the lines of:

Would you like me to email you other listings in the same area and price range.

Would you like me to email you a sellers disclosure & survey on the property.

I'm always aiming at getting their email address and providing free information.

This format certainly works as well.


All depends on their temperment and disposition.


Its like asking "whats the best flavor of ice cream". Lots of different ways of doing things.

[Jeff Casterline]

All good thoughts. I do always try to get email addresses. That is such an easy way to follow up and keep your name in front of them.

Thanks for the responses.

[MLS-2]

I aim for the email address too, with a carrot they might bite on. If it's just that home they're interested in, then an offer of the entire MLS tear sheet via email is interesting. Others are:
- financing options for that home, in excel so they can play with it
- list of other X bedroom homes
- be notified of another listing coming on market in X days that may be a good choice for them
- sellers prep kit (if the home is a trade-up home) "Oh, I assumed you would be selling your existing home to buy this one....
- buyers prep kit if starter home
- latest blog article about that area
- Hot links to better shopping for homes on Internet, or must-have community info (on your www site)
_______________________
Patrick
MLS listings on Maps www.MLS-2.com

[Dan Connolly]

Ask them questions about themselves. That's everyone's favorite subject, talking about themselves. Ask them what they are looking for. If they live in the area, if they have been looking long, if you see something that would make a good fit, if you could send it. Also ask if they are working with a buyer's agent.

[HanzInvest]

You can look up the www.mikeferry.com website for some scripts. They are free.

[travergiles]

Ask seeking questions....my special weapon is to Set The Appointment! You HAVE to get in front of people...and then you convert them. Whether they seem qualified or not...many buyers tend to hold back their true information over the phone. Set the appointment whether it be at your office or at the home-bring a coworker if you don't feel comfortable meeting at a vacant property or have your seller stick around for a few mins.
Reminder- 1st impressions are everything!