When speaking with a lead, you want to be able to respond appropriately to wherever the conversation might go. Here are Professor Barry Jenkins' four keys to continuing a conversation with a lead once you have them on the phone.
1. Expect them to tell you why they don't need your help!
Remind yourself of this so you're not surprised by it.
2. Regardless of what the person says, make them feel heard and understood. Validate their concerns!
Use affirming statements so that you don't come off as trying to debate the lead. Some examples are:
- Agreeing with the lead
- Conveying that you are impressed with them
- Being sympathetic to their concerns
3. Direct the conversation in a way that assumes the person is actually interested in shopping for a home.
Use a few transition questions that might help the person move on. Some examples are:
- What are you hoping to change about where you live right now?
- If we could fast forward twelve months and you and I were talking, what would be the perfect home buying scenario?
- Have you been looking for a home long?
4. Move from just asking questions to giving directional statements.
Use a statement combined with information to direct the conversation where you need it to go. Here are some examples:
- Do you happen to have a family member or a friend in the mortgage business? [This is intended to broach the subject of financing and how helpful it is once figured out.]
- I realize you're not looking to buy soon but in my professional opinion, a 20-30 minute consult to help you plan your goals would be helpful.
- This is likely the largest purchase of your life and in my experience as a real estate agent, having someone to give direction helps avoid mistakes. I realize you're not looking to buy a home soon, but based on some things you've said, there are some items we need to discuss sooner rather than later.
Last Updated July 2020