Prospective clients researching properties for sale in the newspaper or in magazines seldom know the exact address or location of the property being advertised. As Realtors, we do this in order to generate a call. Many of the callers will not be interested in the location of the property being advertised.
As with sign calls, these callers are probably not just considering one advertisement in the periodical. The likelihood is that they have circled several in the same newspaper or magazine. You can again ask them if they’d have interest in you pulling information on any other properties they may have circled.
Caller: “Where is the advertised property located?”
Agent: “I’m just pulling up the details on that on my computer. I’ll have it in a second. What area are you considering?”
Caller: “I’d like to be close to the shore points. I’m particularly interested in property south of the turnpike.”
Agent: “The shore points? That’s my favorite area. How much were you looking to spend?”
Caller: “Probably no more than a million, unless it’s a truly spectacular property.”
Agent: “That’s fine. I have that property in front of me now. It’s actually located in Tapani, pretty far inland. I’m guessing that area wouldn’t work for you?”
Caller: “No, I’m sorry. That’s not where I’m looking to buy.”
Agent: “You said you pulled this advertisement from the Morning News?”
Agent: “While you were looking through the ads, did any others stand out that might interest you? They don’t have to be listed by my firm.”
Client: “About 5 or 6.”
Agent: “That’s great. I can actually look them up for you now in our database. I can pull up all the information and let you know those prices as well. It’s a bit easier than you calling through different agencies for information.”
Agent: “Definitely. Actually, we have a great software program at our company as well that helps us to find the perfect property. Each morning, the program searches all the new properties that came on the market in the last 24 hours by every agency in the system. It then emails you a copy of each of the new listings as they come on the market. This way, you know about properties before the big commercial sign even hits the lawn. The best listings sell quickly, often before a sign goes up.”
Caller: “That sounds great.”
Agent: “Well, let me pull up information on the other properties you drove by, and then we’ll talk about your needs and try to get you into our Automatic Property Search program.”
* All Scripts and Information are Copyright 2007 Loren Keim and Keim Enterprises, Inc.