3 Questions to Avoid if you want a buyer Appointment

3 Questions to AVOID if you want an appointment

Posted Jun.17, 2008 by Jamey Bridges in Real Estate Scripts

I want everyone to get as many appointments as possible from the leads they get from their blogs and real estate websites. I have found though that there are some common questions that agents think are helpful that actually make it MORE difficult to get that next buyer in your door. Once you start with the right mindset and then avoid certain topics you will find that getting appointments is extremely fun. I am a firm believer that everyone who makes a request on a website actually wants to meet with me; they just don’t know it yet! Now, because I start with this thought in mind it becomes much easier to book appointments. Put these questions on your list to avoid and you will find it much easier to get people to come on in.

What price range you are looking in?
1. Here is the beginning of the end. Almost 90% of people researching online have not had the chance to meet with a lender so the number they tell you is what they “think” they can afford or off of a mortgage calculator online that doesn’t even mention property taxes. Avoid this question so you can deal with it in the buyer interview.
How many bedrooms/bathrooms did you want?
1. Ok, now life is really going to get difficult. If you already asked the first question, then asked this one, the prospective buyer doesn’t think there is much more information they need to give you. After all, it’s just beds, bathrooms, and price right? We know there is a lot more to it, but they sure don’t, so save this question as well.
What neighborhood(s) are you looking in?
1. Especially if you have asked the other 2 questions then this will pretty much end it for you. You have nailed down all of the “practical” real estate information so the person won’t feel the need to come in and meet with you. Even if you haven’t asked the other questions this question gets too close to the actual need which limits the necessity for them to come in and meet with you.

Avoiding these questions on the phone will allow you to demonstrate your value of them coming in to meet with you. The questions above are certainly helpful, but they are SO helpful that they don’t make it necessary for the person to come in and meet with you. After all, you want the opportunity to perform your entire buyer’s consultation so you can find out everything from their motivation to what type of floor plan they would prefer.

Removing these common questions from your phone scripts will make it so that you ask thought provoking questions that lead to them needing to come in to get the answers. Get our full resources of scripts from our Buyer Script System to start booking more appointments today. We give you the 3 powerful questions we ask to get buyers to come in the doors every day.