This basic script will lead you through the flow of conversation when assessing prospective clients. As you ask the questions, pay attention to the information provided.
“If you sell, where are you moving to? How soon would you like to be there? Tell me more about that.” This will give you a basic idea of the market that the client is looking to buy in, and their timeframe for moving.
“What is causing you to move to this new location? Who’s involved in the process, and how do they feel about it?” If the client is moving for a job opportunity, they may be on a very strict time frame for the move; take this into account. If there are others involved in the process who are not present, find out who they are and why they are not present. Make sure they are included in all future communications to avoid problems down the road.
“What has to happen for you to make that move? Do you have a plan B in case this doesn’t work?” Assess the situation and their plans, identify problems that might arise.
“Let’s schedule an appointment.” This script should keep the conversation towards creating an appointment, so you can talk in greater detail. Make sure to get the contact information, including email and phone numbers, for every prospect.
If you have any questions, please get in touch with me; I’m always happy to speak with you.