If you haven’t yet, check out our piece on converting buyer calls to appointments. You’ll find that it can be much easier than you think. In a way, so are seller calls. If these people are calling you to tell you they have a house to sell, it sounds like a no brainer, right? They want to sell, they have some questions, need some info, and you can provide it to them face to face while convincing them their smartest decision is to use you as an agent.

Except that jumping right into why they should use you as a listing agent when they call can put off most callers. They’re most likely calling for information about selling a home, or even about buying a new home – sellers disguised as buyers. Since your goal is to get your foot in the door and meet face to face with them, address their needs and wants first. Find out what kind of home they’re looking for and look for properties that meet their criteria.

Let them know, “I’ve got some properties that match what you’re looking for and I can get you a full blown pre-approval that you can submit with your offer on whatever property you’re interested in. If you’re going to buy, we can figure out what you’ll get for your house so you know what kind of down payment you’re working with and can figure out how much of a loan you’ll need. I’ll have to come out and look at your house to start the process though – how about tomorrow evening at 6P.M.?”

If the caller says no to that suggestion, keep throwing dates and times at them until they say yes or hang up on you. Even people who shoot you down coldly and adamantly are worth spending some money on. They called you right? They’re actively looking to make some sort of real estate move – so spending some money on a Thank You card and maybe a candy bar or even a $10 gift card to a Blockbuster or something is a sound investment. Let them know you enjoyed talking to them, you’re sorry if you got off on the wrong foot and you hope they enjoy your gift. This makes them think better of you because you’re apologizing even though they may have been the jerks.

Then send them listings that match their criteria, let them know you can get them great rates on a loan and tell them to contact you if they have any questions at all, no obligation. Provide them with something new at least every day for a week or two, and follow up occasionally with a phone call to make sure they’re getting the information. Don’t push them too hard, but make sure you make it clear you’re there if they need you. See if that doesn’t warm them up enough to let you get your foot in the door.

Since most sellers wind up being buyers as well, it’s important to be prepared to work both sides of the transaction. Always get your sellers pre-approved before taking them out to look at potential new homes. Which means regardless of WHAT type of appointment you’re going on, TAKE A MORTGAGE BROKER. We’re willing to bet that more than 75% of agents don’t take their lender with them to pre-approve on appointments. Why not? Do you really want to waste time taking buyers around only to find out they can’t get a loan to buy a home? Make sure you do your homework BEFORE taking clients out and about.

One other very obvious observation: in order to convert your calls to appointments, YOU HAVE TO ANSWER YOUR PHONE! DO NOT LET IT GO TO VOICEMAIL! Unlike most people, agents NEED to answer a number they don’t recognize. If that scares you, then get a hotline number you always use for your ads to recognize it coming through. Just make sure you answer your phone as much as possible, and if it does go to voicemail, return the call within 10 minutes. Nobody with a question or a need likes to be kept waiting, and returning a phone call promptly can make the difference between you getting the appointment or the agent across town taking it.