Why do most real estate agents turn Floor Time into Floor Crime?

You would have to laugh if it weren’t so sad.

These are big people… we are talking adults here, sitting on their butts, and hoping to find and fall into a new client by talking on the phone.

The very first question is… do you even know how to professionally talk on the phone so the “caller” WANTS to meet you and work with you as their real estate agent? (And this applies to texting, emailing, or following up on an Internet lead.)

Just because you can talk for hours with your friends and family does not mean that you are qualified to communicate on the level required to cause a potential buyer to even think of working with you.

Do you have an engaging opening to greet the caller in a manner that they find “real” and believable?

What questions do you ask to connect and further the conversation with the caller in a way that they feel good about you and the services that you can offer?

Here is a sample of some of the questions I teach from my real estate sales programs that agents across Canada and America are using with great results.

• Are you looking to take advantage of the low interest rates and good selection of well priced homes available today?
• Are you already working with an agent in my office or any other company?
• Have you seen anything that you liked, either on the Internet, my website, or through an open house or advertisement?
• What would you say are the 2-3 most important features you want in your next home?
• Do you have these features in your present home?
• If I discover an amazing home at an unbelievable price, what would be the best way to get a hold of you?
• Let me repeat your number/email so I have it correctly. It’s _________________, Name, did I get that right?
• What time frame were you looking at… to be moved in and settled in your next home?

The questions you ask are vitally important to your phone success. Add my questions to the questions that you are already using and watch your results improve.

Make sure that the caller feels important and listened to during your conversation.

There are lots of agents who act like taking floor time is similar to a jail sentence that they have to serve. Because of their combined lack of skill and enthusiasm, they lack passion in their voice, caring in their listening, and lose out on good serious buyers. And it is a crime that does not come without a penalty. The caller just doesn’t buy a new home because you were unprofessional on the phone… they buy from another agent who took the time to improve their questioning and phone skills.

Being really good at anything takes skill and practice. You must know what to say in a compelling way.

Oh, the cost to the offending agent who does not answer the phone in a professional way… a ticket for another Lost Commission that could have had their name on the commission check at closing.

Answer the phone right, and the caller will want to meet you, work with you… and buy from you.

After talking to so many lazy agents who answer the phone in an unprofessional and amateur manner, the caller will be delighted to work with you because you will stand out against the rest… as the best agent for them!

Remember to ask good questions and connect with the caller in a way that they feel good about you and the services that you can offer!

You can’t help them buy a home from you, unless they are working with you!