Transcript from a members Q&A call discussing how to handle listing appointments for buyer leads who also need to sell their current home or sellers uncertain about selling. The speaker emphasizes the value of face-to-face meetings for relationship-building and referrals, recommends stricter qualifying questions when time is limited, suggests leaving listing materials behind, maintaining contact if no sale occurs, and delegating appointments if possible.
What do you do with buyer leads that have a home to sell or even sellers that are not sure if they can sell scenario the lead wants to upgrade, but it depends on how much they can sell. Net sell slash net from their home sale. Last few appointments have led to the seller saying, well, thanks for the great presentation and the net sheet. We have a lot. We have to talk to a lender, get back to you. I have a lot of these potential appointments coming up. What is the best way to approach these? My two main concerns are not getting a signature at the listing appointment. That's number one and two, how much time do I my admin put into these appointments? Equity evaluation and taking time to go to the house, PowerPoint, etc. Yeah, that's a. So the worst case is that you go out and you, you quote unquote, make a friend. So you add someone to your database. So I wouldn't underestimate going out and meeting with, with, with someone. So worst case they're going to see that. Holy, holy cow. This, this guy's a real deal. You're leaving a copy of your listing presentation behind. If they end up not doing something, hopefully they don't go with somebody else. Hopefully you've won them even if they don't do something. So yeah, it's definitely a time issue and I'm not telling you to, to kind of just go blindly on each one. But that's the first thing is that you have to realize that you're, you're making a friend and a potential referral source. So if they're, if they don't do something, they should go into your, into your raving fan club and keep in contact with them and call them four to six times per year. They should get giveaways. They should, they should be a client of your team even if they haven't use you or a raving fan of your team even though they haven't done business with you. So the second part is just in reality, if you have so much going on that you can't afford to do those appointments, if you know it's a 50, 50 that they will, they will even list at all. I think it just comes down to qualifying questions. So if you know that it's going to be tight, I would just do a better job on qualifying or maybe go a little deeper on qualifying questions and ask them specifically, like, what if you can't get this number? What are you gonna do? Well, then we definitely won't sell. I mean you can push a little bit harder on qualifying questions. So maybe someone else is making the appointment. You're following up before the appointment. Hey, I know you guys are looking to trade up if the numbers work. I just want to get a little bit more clarity on your situation and just go deep in the qualifying questions. Here's the thing, though. If they do something and you don't go out on the appointment, you have a 0% chance of selling to them. So it's. It's tricky. You know, we. We're in a different situation. I mean, Mike, if you're. If you don't have the time to do it, I think that's. That's one thing. You know, we. We can do it because our. We've got listing agents that their. Their job is just to do that single thing. So. But you just don't know which ones are going to hit either. And people open up when you're face to face. So I think you got to go on those appointments. Unless you're going on 10 to 12 appointments a week or your schedule is totally crazy. I think those connections are worth it.
