Posts Tagged ‘callbacks’

Steve Koerber

The Best Ever Open Home Callback Question

People who visit your open homes come for a variety of different reasons.

If you analyse what percentage of visitors are genuinely interested in the homes you open, you might be surprised.  If the percentage is not 0%, the chances are the highest you’ll ever get is around 2%.

When average salespeople do their open home callbacks they ask questions like this:  “What did you think of the home?  How much would you pay for it?  Help me give feedback to my sellers!”  It’s all gimme, gimme, gimme.

The problem with this approach is that it actually has the potential to annoy 98% of the people you call.  Asking questions that people might struggle to answer can be a real turn off.

Luckily there is a better way to approach these calls.  Change your thinking and realise that the best approach is not to ask for something, but to offer to help.  You need to give first, then you will receive.  The giving bit comes first!

Try this approach with every callback:

Hello Mrs Smith, it’s Julie from xyz realty.  I wanted to thank you for visiting 39 Smith St on Saturday and I was wondering if I might be able to help you find a home.

That’s it, there’s no need to ask or say anything else!  All will soon be revealed.

Your customer will immediately realise that you don’t want anything from them.  Subconsciously they will instantly have a higher level of respect for you.  They’ll appreciate your offer to help, especially if they are a serious buyer.  If they’re not a serious buyer and they were just checking you out as a potential listing agent, they’ll probably tell you that as well.  If they were a nosey neighbour they’ll probably fess up to that too.  And if they are interested in the home (remember only a maximum of 2% usually will be) they will steer the conversation back to the home  – what a great way to qualify them!!

Turn potentially intrusive sales calls into positive experiences for you and your customers.  A simple offer to help will open up so many opportunities for you.  Give it a try and let me know how it goes for you.

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