The goal here is to keep your prospective buyer on the phone, get them talking, qualify them, and hopefully make them feel comfortable enough to come see your home. You have to be a salesperson to get your home sold, and here are a few tips.
Say Hello and introduce yourself.
This opens it up for you to find out what their name is. You want to sound interested in getting to know them before you focus on pushing your house on them.
Make sure you get their contact information.
Refer to them by name and ask them for their contact information incase the phone call gets interrupted. This is huge in helping them feel comfortable with you. Because if they don’t feel comfortable on the phone, they will not come to your house.
Let the person calling you speak.
They will ask you for the information they are seeking. Again, don’t give them all the details if they don’t ask. This will give them another reason to call you back. Never be the first to bring up price, because doing so can cost you thousands of dollars. Listen first, and then speak.
Don’t show too much excitement.
This shows desperation for the sale. You want this area of your home to be somewhat of a mystery to them. They will take their time coming to your home if you sound overwhelmed by getting a call on your home.
Know a little about the local market.
Identify homes competing with you in the area and assess their value. When a prospective buyer brings up something about another house, you will know what they are talking about. You will also be able to justify your price against theirs. People want to buy from somebody that knows what they are doing.
Ask if they would like you to update them on the status of your home.
This ties into the previous point, because it communicates that there is activity on your home’s listing. Since you have their contact information by now you can get back in touch with them. Now you can ask them for their email address, and send them a listing sheet on the property and thank them for the call.
Other questions to ask your prospective buyer.
By now the conversation is rolling and they are receptive to your questions. Find out if they have a house to sell? Are they pre-qualified? When are they looking to move? Where did they see the advertisement for your home? Are they working with a real estate agent? What other homes have they looked at? How long have they been looking?
Weed out non-qualified, interested inquiries.
Do not waste your time on a dud, and certainly don’t get into a contractual agreement with somebody who doesn’t have the means to seal the deal. You are looking for solid, qualified, motivated buyers.
Follow up.
Call your prospects back and keep in touch with them. You need to know at all times how many potential buyers are out there for your property at all times. If there aren’t any changes must be made to your marketing.
