Agent Advice: How to Set Appointments like a Pro
2 min read

Agent Advice: How to Set Appointments like a Pro

You can take back control of your day. This simple script will improve your time management and allow you to focus on dollar-productive acitivity.
Agent Advice: How to Set Appointments like a Pro

When setting appointments with buyers and sellers, always offer 2 or 3 choices.

The traditional real estate phone call:

Home owner: “Hi Andrew, we are thinking about selling our house. Would you be able to come round and do an appraisal?”

Agent: “Sure, when would you be free to catch up?

Home owner: “Well we don’t get home from work till 6:30pm, and it’s better if you come round after the kids have had dinner and gone to bed, so is 8pm Wednesday too late?

Agent: (thinking, I need money and I really want this listing) “Sure, 8pm is fine, see you then.”

This is so wrong, first of all, you should be home with your own family at 8pm if you can be. Also, by following the pattern above, you are inferring to this prospect that your time is not important and you are basically at their beck & call anytime of the day or night. This smacks of desperation.

How the conversation should go:

Home owner: “Hi Andrew, we are thinking about selling our house. Would you be able to come round and do an appraisal?”

Agent: “Thank you for your call, I would love the opportunity to meet with you and discuss how we can help you get the best possible result. I am free on Wednesday morning at 8am, Wed arvo at 5:30pm, or Thursday at 5pm. Which of those times would suit you best?”

Home owner: “Well, we don’t usually get home till 6:30pm, but I can try and get away a little early on Wed. would 6pm be ok?”

Note: This is not ideal but at least you have shown you are in control of your time and with this outcome, you should be home by 7pm rather than 9pm.

Does this seem too assertive to you? Are you scared you won’t be able to pull this off?

Just remember that your clients will respect you more if you value your time this way. You are showing that you are a busy person and that you are organized. You might have no other appointments scheduled on those days but it is critical that you show that you are in control of your time.

You will have plenty of opportunities to work long hours in real estate so don’t start off on the back foot!

Photo by Steve Johnson on Unsplash

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