The great mythical detective Sherlock Holmes was extremely astute.  He would find clues and notice elements in a room that others would simply miss.  His logical powers of deduction allowed him to solve the mysteries that would baffle the police.  His stories of heroics and deduction, as told by his friend Dr. Watson, demonstrate one who is extremely confident with his skills and one that always accomplishes the goal of finding the bad guy.

While our phone calls to prospective buyers might not be clouded with the thick London fog, we can certainly learn from Sherlock Holmes. Sherlock Holmes allowed himself to take in a scene to notice what didn’t make sense so he could deduce what had happened.  Now, are we taking the time to listen to what our buyers are saying on the other end of the phone?

Clues

Here are clues you might be hearing from your prospects today:

1. I’ll wait for the prices to go down
2. I haven’t seen the right property yet

Deductions

Now, the average real estate professional, would simply acknowledge these objections and hang up the phone. However, with our powers of deduction, inspired by Sherlock Holmes himself, we know that these are merely clues to what they are really feeling.  Let’s see what they are really saying.

1. I’ll wait for the prices to go down

   1. Deduction: I am nervous about making a purchase, but if I had more information, I could actually see buying a property. 
   2. Ask them what price they would like the property at.  They often just don’t like the current price but would like the property if it was just lower.  Find out what that current price is so you can write the price they want!

2. I haven’t seen the right property yet

   1. Deduction: This one really is elementary.  This is the potential buyer trying to get off the phone. This is your opportunity to book an appointment! Acknowledge that the properties in their website aren’t correct, because you haven’t had a chance to meet with them!  Then offer them the opportunity to meet with you so you can put the RIGHT properties in their website.

As you are on the phone, carefully listening for clues will allow you the opportunity to book more appointments and close more business.  Buyers leave clues throughout a conversation so you must use your listening skills (and powers of deduction) to determine what they really mean.  Taking the time to uncover come clues will lead you to having more appointments and escrows then you can handle.

If you don’t have scripts that are converting 91.5% of buyers to appointments we have a FREE call coming up that will give you the scripts that you need in order to succeed. This call is going to be filled with scripts that you can use in today’s market to get buyers to take action!

The information of this call can be found at www.BuyerScriptsCall.com. Don’t miss out on the opportunity to get scripts that you can use to change buyers from tire kickers to motivated buyers.

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