Do you have an effective and comfortable script for talking to buyers at open houses? Make sure you get all information you need! Your goal is to separate the real buyers from the looky-loos, and get appointments. First, you’ll want to ask, “How long have you been in the market for a new home? How are you looking for properties right now? What have you seen that you liked? Are you looking in other cities or neighborhoods?” This helps you discover what types of properties they are looking for, and which characteristics of this property attracted them.
Second, find out why they have not yet bought a property, especially if they’ve been looking for some time. Ask, “If you found the perfect home, how soon could you move in?” Understand their time frame.
Third, get to the details. “What price range are you looking for? Have you been pre-approved with a lender?” Find out where they are in the buying process, and begin to get an idea of their budget.
Finally, cement the relationship. “I know some other homes with the characteristics you’re looking for that are coming on the market; would you like to set up a showing to see them? What is the best time? I have a great lender with great rates; would you like a second opinion on your options? What is the best phone and email to reach you?” Any or all of these questions can lead to more appointments, more showings, and most importantly, more sales.
I hope you’re having a great day – let me know if you need anything.