When you get a new buyer lead, what should your GOAL be?

The answer… find out what their needs and wants are and provide a way to satisfy them.

With each client communication, you want to grow trust and loyalty with the aim of ultimately setting a face-to-face appointment (Over a coffee - Daily Listings Tour - Over-A-Coffee Strategy Session - Buyer Consultation) depending on their buying timeline and motivation!

The problem most agents have is not having enough appointments.

Once you've got a 'leads' pipeline in place, now it’s up to you to solve the ‘not getting enough appointments’ part.

Here’s how you can do that…

​ The GOAL - Find out what their needs and wants are and provide a way to satisfy them.

With each communication, grow trust and loyalty with the aim of setting a face-to-face appointment (Over a coffee - Daily Tour - Buyer Planning Session - Buyer Consultation) depending on their buying timeline!

The problems most agents have is not having enough leads OR not enough appointments.

Once you've got a 'leads' pipeline in place, now it’s up to you to solve the ‘not getting enough appointments’ part.

The concept really of lead followup is this - it’s to get a hold of enough people to find the ones that qualify (motivation & mortgage qualification) and who you want to do business with so that you can help THEM have a better life.

If you don’t talk daily to enough people, you’re not going to convert any of them. If you’re not connecting with them - not talking to them - you can’t convert them - plain and simple!!

The difference between people making millions of dollars yearly and people that don’t in the real estate and mortgage industry is their ability to actually contact people.

You need to make a lot more calls per day and actually reach a number of them and start converting them. We're in the contact business!!

We can work out all the scripts and dialogues but, let’s be honest here... if you only talk to two people a day you’re never even going to be able to practice enough to become good.

The bottom line is a successful agent is spending two and a half to three hours a day to try to generate appointments and convert their leads into clients and sales.

Your MAIN focus with each and every conversation is to FIRST find out what their ‘symptoms’ are (timeline, purchase price, housing type, location etc) and ONLY THEN prescribe a ‘cure’ (your systems that would best fit THEIR needs at that time) for their situation.

Remember... the client is always thinking WIIFM... what’s in it for me! Tailor your conversation to satisfy that always!

An excellent buyer ‘up-the-loyalty-ladder’ sequence is to first set up a targeted listing search and then send them a Guide/Buyer eBook/other resource to help remove some of their 'fear'. Next, try to meet face-to-face by setting up an exploratory home Tour and afterward, take 20 minutes to discuss strategy over a coffee.

This is a perfect time to talk about mortgage qualification and offer to connect them with Toby Lynn and get a pre-approval done, even if their perfect buying date is some time in the future.

Once you know their timeline, meet up for an in-the-office 1-on-1 Buyer Consultation to review the home buying process, set expectations and go out seriously looking for their dream home.

Always ask yourself... “Am I advancing (with my offers to them) to the next level” and “By doing this, will I make the ‘boat’ go faster”.

Start with the lowest level of buyer commitment and work up from there!

Engage with ‘Sorting Questions’ and deepen with ‘Open Questions’.

At some point, your conversation is going to either end up with you having some sort of a face-to-face appointment with them OR a discovery that they’re not quite ready to start looking yet OR they’re going to start looking in a few months.

Best of all, getting a lot of appointments almost always leads to selling more!