Step 1: Personalized Opening (10-15 seconds)
“Hi [Prospect’s Name], this is [Your Name] from [Your Realty Company]. I enjoyed meeting you at the open house for [Property Address]. I wanted to follow up and see if you have any questions or need more information about the property.”
📌 Pro Tip: Reference the specific open house and property to create a personal connection.
Step 2: Initial Prospect Response
Based on their response, follow one of the paths below:
Prospect Agrees to Continue
“Fantastic! I’d love to schedule a private showing or discuss any specific questions you might have about the property.”
✨ Book Insight: Move forward by offering to provide more detailed information or arrange a personalized viewing.
Instruction: Proceed to Step 3: Scheduling the Private Showing.
Prospect Is Busy
“I completely understand. When would be a more convenient time for me to call back and discuss your needs?”
⏰ Respect Their Time: Schedule a follow-up call without pushing for immediate attention.
Instruction: Schedule a follow-up and end the call.
Prospect Shows Disinterest
“I understand that [Property Address] might not be the perfect fit for you. Could you share what you’re looking for in a new home?”
🔍 Redirect the Conversation: Discover their preferences to better tailor your offerings.
Instruction: Proceed to Step 3: Understanding Their Home Preferences.
Prospect Asks a Question
“Absolutely, I’d be happy to answer any questions you have. What would you like to know more about?”
💡 Turn Questions into Value: Use their inquiries to showcase your expertise and the property’s strengths.
Instruction: After answering, guide them to Step 3: Scheduling the Private Showing.
Step 3: Scheduling the Private Showing or Understanding Preferences
If the prospect agrees to continue:
“When would be a convenient time for you to tour the property privately? I can arrange it for [Day/Time] or [Day/Time].”
📅 Provide Specific Options: Offer clear and specific time slots to make scheduling easy.
If the prospect shows disinterest and shares their preferences:
“Thank you for sharing that. I have some properties that match your criteria. Would you like me to send you some options or schedule a tour for one of them?”
📝 Personalize Your Offer: Tailor your next steps based on their specific needs and preferences.
Step 4: Confirming the Appointment
Confirm the details of the appointment:
“Great! I’ve scheduled your private showing for [Date] at [Time]. I’ll send you a confirmation email with all the details. Is there anything specific you’d like me to prepare or address during our tour?”
✅ Confirm Details: Ensure all appointment details are clear and ask if there are any specific needs.
Step 5: Handling Common Objections
Respond based on the prospect’s primary concern:
Not Ready to Buy Yet
“I understand that you might not be ready to buy right now. Would you like me to keep you updated on new listings that match your criteria?”
🌟 Offer to Stay in Touch: Provide value by offering to keep them informed without pressure.
Instruction: Proceed to Step 6: Building a Long-Term Relationship.
Price is a Concern
“I understand that budget is important. Let’s look at properties that offer the best value within your price range. What’s your budget for your new home?”
💸 Focus on Value: Emphasize the value and benefits within their budget.
Instruction: After addressing, circle back to Step 3: Scheduling the Private Showing.
Already Working with Another Agent
“That’s great! I respect your relationship with your agent. If you ever need a second opinion or additional options, feel free to reach out. I’m here to help whenever you need.”
🤝 Respect Their Current Relationship: Maintain professionalism and leave the door open for future interactions.
Instruction: End the call politely, ensuring you remain on their radar.
Timing is Not Right
“I understand. When would be a better time for me to follow up and check in on your home search progress?”
⏰ Respect Their Timing: Schedule a follow-up call that aligns with their preferred timeline.
Instruction: Schedule a follow-up and end the call.
Step 6: Building a Long-Term Relationship
Maintain ongoing communication and provide value:
“I’ll add you to my mailing list to keep you updated on new listings and market trends. Is there anything specific you’d like me to include?”
📧 Stay Engaged: Offer valuable information to keep the prospect engaged without pushing for immediate action.
Step 7: Offering Genuine Value
Provide insights and support to build trust:
“I wanted to share some recent market trends in your area that might interest you. They show how property values have been increasing, which could be beneficial for your investment.”
📈 Share Market Insights: Offer relevant information that can help the prospect make informed decisions.
Step 8: Engaging Follow-Up Questions
Ask questions that encourage deeper engagement:
Example Questions
“What’s the most important feature you’re looking for in your new home?”
“How do you envision your ideal neighborhood?”
“Have you considered any specific areas or communities for your new home?”
Instruction: If the prospect seems unsure, prompt with: “Can you tell me a bit more about what you’re hoping to find in your next home?”
Step 9: Closing Without Pressure
End the conversation on a positive, non-pushy note:
“I’ll send you some additional information about the properties we discussed and follow up next week to see if you have any questions. There’s absolutely no pressure—just here to help you find the perfect home.”
🤝 Offer Support: Reinforce that your goal is to assist, not to pressure them into a decision.
Step 10: Scheduling the Follow-Up
If the prospect agrees, schedule the follow-up call:
“Great! Would next Tuesday at 11 AM or Thursday at 3 PM work better for you to discuss further?”
📅 Provide Specific Options: Make scheduling easy by offering clear time slots.
Step 11: Handling Additional Responses
Be prepared for various additional responses and handle them accordingly:
Prospect Requests More Information
“Absolutely, I’d be happy to send you more details. Could you share your email address so I can send over some comprehensive information and listings that match your preferences?”
Prospect Mentions Budget Constraints
“I understand budget is important. Let’s explore some options that offer the best value within your range. What’s your budget for your new home?”
Prospect Expresses Satisfaction with Current Setup
“That’s great to hear! Just in case you ever decide to explore new opportunities, I’d love to keep in touch and share any insights that might benefit you.”
Prospect Asks About Specific Features
“Great question! We can focus on properties that offer [specific feature], such as a large backyard, modern kitchen, or proximity to schools. What features are most important to you?”
Step 12: Finalizing the Call
Regardless of the outcome, always end the call on a positive note:
“Thank you for your time today, [Prospect’s Name]. I’ll send over the information we discussed, and I look forward to assisting you in finding your perfect home. Have a wonderful day!”
😊 Leave a Positive Impression: Ensure the prospect feels valued and respected, regardless of the outcome.
Step 13: Handling Reasons for Not Scheduling a Showing
If the prospect mentions they’re not ready to schedule a showing, use the following tailored responses:
Lack of Time
“I understand that time is valuable. Would you prefer I send you some listings to review at your convenience, and we can schedule a showing when it’s more suitable for you?”
Still Deciding
“That’s perfectly okay. Can I check back with you in a few weeks to see how your decision process is going and if there’s anything I can assist with?”
Happy with Current Property
“I’m glad to hear that you’re happy with your current property. If anything changes or you’re curious about the market trends, feel free to reach out. I’m always here to help.”
Need More Information
“Of course, I’d be happy to provide more information. What specific details are you looking for?”
Financial Concerns
“I understand that finances are a crucial factor. Let’s explore some options that fit within your budget, including financing solutions that might make your dream home more attainable.”