Six benefits a buyer receives from an appointment with you:
Them understanding the marketplace better.
Them receiving a higher level of service by meeting with you.
Gaining them an advantage in negotiating.
Them securing a better lender for a smoother transaction.
Them saving money in the short and long run.
Them receiving the representation that they deserve.
Below are scripts that align with the six benefits they will receive from an appointment with you.
“In order for me to provide you with the highest level of service and representation, we simply need to meet. Would _____ or _____ be better for you?”
“Having helped _____ (number) families in my career and over _____ just in the last year, my clients have found that by meeting with me, they have a better knowledge of the current marketplace and greater opportunity to live in the right property for them and their family.”
“In order for you to maximize your initial equity position and minimize your up-front investment in a new property, we need to meet. Would ____ or _____ be better for you?”
“I have been able to acquire properties for my clients at _____ of the asking price when the market average is _____. This saves my clients, like yourself, thousands of dollars. You end up buying a home for less money with less money out of your pocket. For me to be able to save you thousands like my other clients, we need to spend a few moments together. Would _____ or _____ be better for you?”
Realize that most of the people will give you resistance to the appointment. They will throw out objections to meeting with you. Again, you must be prepared for them. Mastering dialogue and delivery in this area can significantly increase the odds of securing an appointment.
1. Them: “I really can’t come into the office (it’s too far, I’m too busy, I work long hours, I don’t drive, etc.) Can’t you just pick me up and show me houses (or fax me printouts, drop off copies of listings, etc.?) I’ll tell you what I’m looking for over the phone.”
You: “You know, if it was all about the number of bedrooms, baths, and price, you’d buy the first home you looked at, right? I’ve really found that it will save you much time and frustration if we spend a little time together upfront. It really is a shame that you can’t come into the office, because I’ve found that by showing you how I search on the MLS, it helps you know the marketplace and your options with greater clarity. It gives you knowledge to make the best decision for you. I understand your dilemma; would there be a time either late this week or early next week when we might meet at my office?”
2. Them: “There is just no way, with my schedule, that I will be able to meet with you!”
You: “I understand your busy schedule. To really do the best job for you and your family, we really need to meet for a short time. When would be the earliest you could do that?”
OR
You: “I understand your busy schedule since looking at property takes time as well. Will you have enough time to devote to that to ensure we select the right home for you and your family?”
OR
You: “I understand your busy schedule. What, again, is your time frame to be moved into your next home?”
The key to securing the face-to-face appointment with the buyer is persistence. A Champion Agent knows that persistence will create the payoff.
Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies, Successful Time Management for Dummies, and over 300 articles in print. To learn more, please visit: http://www.realestatechampions.com/.