Re: Loss for words - Posted by B.L.Renfrow
Posted by B.L.Renfrow on March 27, 2000 at 09:44:10:
I agree with Jim…99% of them won’t have a clue, so whatever answer they give you is meaningless.
Instead, the questions I want answered on the phone are, do they have money available for the option consideration, and if so, approximately how much; do they have a source of income; what is their present housing situation; do they have credit issues which will make financing difficult or impossible.
The trick, of course, is getting the answers to these questions over the phone without making the caller feel as if they’re being interrogated. I just try to work the questions into the conversation, and thent let them talk. It’s not easy, but you will get better with practice.
Of course, when they call all they want to know is where is the property, and how much down and how much per month. You can eliminate some, but not all, of the flakes by doing things like using an answering machine or voice mail to screen out the unmotivated, and by writing down or even practicing your responses to callers and developing a conversational style which doesn’t sound scripted, but allows you to get right to the business of getting the info you need. There’s nothing I dislike more than spending 10 minutes on the phone with a prospective T/Ber, only to find out he doesn’t have a dime to his name or he only wants a mini-seminar on how L/Os work!