Making phone calls from the leads that come in through your website and blog is an exciting process.  After all that means someone has taken the time to read the information you have taken the time to put together and felt compelled to fill out one of your contact forms.

Sometimes this excitement can lead to too much energy on the phone.  Although the people making requests online want to hear from you, they aren’t always prepared to actually hear their phone ring. so quickly! 

When you are making your calls consider the following for your conversations and you will find more appointments coming through your doors.

  • Match their tone - Matching the tone of someone on the phone will put them at ease and more willing to listen to what you have to say. This means that you may have to bring down some of your initial excitement. When they speak in a lower tone of voice, bring your voice down so you can match theirs as close as possible. This subtle change will allow them to connect more easily with you.
  • Ignore what they say - This may sound insane but it really works. You can’t allow yourself to be interviewed by those who have requested information from you. If they ask you a question about the price of a particular property, mention that you have to look it up and don’t provide the answer. Keeping control of the phone call is essential to booking an appointment
  • Ask questions - Above all ask questions. When you focus on asking questions you will be able to control the conversation and lead the prospect to the logical conclusion that they need to meet with you. If you are nervous about what questions to ask, make sure to have your buyer scripts written out so you can read them if you can’t remember what to say.  Keep your questions short where they can answer in simple Yes/No terms. Avoid questions that would allow them to explain about what they are looking for as that will only give them a reason to avoid meeting with you.

Booking appointments from your phone calls is all about consistency.  Approaching every call knowing that you will control your tone and ask the questions that lead to appointments will have you booking more appointments each and every day.

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