When you’re talking with a prospect on the telephone, and they’ve told you that they have an upcoming need that you’ll want to follow-up on with them, how do you then typically determine the timing of when you’ll be calling them again?
Because most brokers will suggest a time for this, such as, “Can I call you again in a week?”, or “Can I call you again in a month?”, and this can work fine, as long as you’re not sounding pushy to the prospect.
But if you want to become more like the broker who feels to your people like you truly care about serving their own best interests, consider saying something like the following to them:
“When do you recommend that we follow-up again together?”
This then lets the prospect tell you what timing would work the best for them, and any time you have the prospect feeling that you want to serve what they really want, instead of serving what you really want as a salesperson, this can then be a very good way to move forward in establishing an even better relationship with them.
This is a small and subtle shift in how you’ll be communicating with your prospect, and the more that you master this in all of your many different interactions with your people, the more you’ll just feel like the one agent they’ll really want to be working with.
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If you’re interested in becoming more effective with your prospecting, and in getting more listings, closing more deals, and transforming your brokerage business with the latest AI technology, and you’d consider doing one-on-one coaching together to make it all happen, send me an Email or give me a call!
“Jim has really helped me to improve the scripting for my prospecting, including showing me how to better utilize words and phrases that will move the conversation with my prospect in the exact direction that I want it to.”
Sam Crowe
Avison Young