Converting Short Sale Home Appointments

As additional resources come available in your area to generate more leads, your ability to convert home appointments into listings will be your ultimate measure of success. Are you curious as to how other agents are approaching their home visits? How are the successful agents converting the appointment into a listing? Each newsletter that follows will feature comments and articles from program members who have captured the Program 3648 vision and are using it to help as many homeowners as they can in their respective areas. I would like you to read a comment from one of these program members who has gradually turned into a companywide standout. He responded to the question, “What makes your home appointments so successful?” and this was his response:

“…I never schedule the appointments. They are handled by a non-BGS3 person. This way she is not able to answer any questions (over the phone). We agents like to talk too much. She and I make a calendar and we communicate my hours to work with the incoming appointments. I never talk to the prospect until we meet at their home. Second, I can't think real estate. I have to believe we can offer something that they have never heard of: the short sale. My first question to the homeowner is, ‘What has the bank done to help you?’ Usually, they have not tried with the bank and we are the only ones that they have had a chance to even talk to about their problem. Then I ask what they have considered to do to fix their situation. I also explain foreclosure and bankruptcy. There are some that are not willing to be helped and I feel sorry for them. I try to tell them that I am a friend trying to help. Most people want answers and that is our purpose.” – Mark T., Coldwell Banker, KY

Mark’s comments should be applied in each of your home visits as you too do what’s best for the homeowner and be a “friend.” We all feel sorry for the homeowners who are unwilling to act in such a time-sensitive situation; however, they will remember you for your kindness and willingness to help. Professionalism, honesty, and a genuine approach will make you memorable and could possibly turn into valued referrals or other assistance in the future.