First Call
The acronym we use to structure our first call with a connection?
What is ALM
"I want to offer $50,000 under list price so I know I'm getting a good deal."
"List price isn't what we use to determine value. Let's take a look at the comps to see what the value is. I will put together a customized offer strategy for you on this home and give you some options on how we can be aggressive in getting you a great deal"
"Before we meet, can you find out how old the roof is on this home?"
"I can definitely find out for you before we go to see it, are you concerned about something with the roof on your next home?....Great, I will research that and bring information about the roof when we meet."
Your goal is this when setting appointments
What is 80%
What is setting an appointment.
"I'm concerned about the age of the roof on this home..."
"Yes, AND we should look in to that during the inspection and see if the seller has any info in the disclosures before writing an offer"
NOT "Yes, BUT it should be fine/we can negotiate"
"No problem, are you married to them or do you like to keep your options open?"
We know this percentage of connections buy the first home.
What is less than 1%.
ALM can be broken down in to these 3 words.
What is Appointment, Location, Motivation
Client met you for a showing, and has now ghosted you for 5+ days
"Are you ok?"
"No worries if the timing wasn't right, or things changed for you - where should we go from here?"
"Can I actually call you back later, I'm in a meeting?"
“We can definitely talk later! Obviously you are pretty busy, and I don’t want to call at a bad time again, so do you want me to call you back at 1pm today or would 5:30 after work be more convenient?”
On average, new connections take this long to get under contract.
What is 60 - 180 days
Our main, and sometimes only, value to the connection before meeting is this.
What is a professional door opener.
"I don't think I need ZHL, I was planning on calling the bank I use for a loan"
"You should definitely call them and see what they can offer you. Then, bring that loan estimate to ZHL and have them compete for your business"
"Wait, I thought I was going to talk to the listing agent, that's not you?"
You're right, Zillow connects you to the best person suited to help, that's me, a buyer's agent in the area. Did you want to schedule a showing on this home, or did you have some questions first?
The HIGHEST conversion rates happen when you show a client 3 different homes within this many hours.
What is 72 hours.
After setting the appointment, what other two questions should you ask?
What is "what piqued your interest on this home specifically, I'm just curious?" AND "Are there any other homes on your radar we could go see as well?"
"I'm going to hold off due to these interest rates"
"Definitely, it might make sense to hold off for now, but rates aren't the only factor to look at when making that decision. Do you mind me asking, what made you want to move in the first place?"
"Our last agent gave us some of their commission. Are you willing to do that too?"
"There are generally two kinds of agents: discount agents and full service agents. I am really proud to offer my clients a full service experience. It sounds like you might not have had that before, so I'm excited to show you the difference if we do both decide to work together."
Any decent answer wins you the points on this :)
Target ZHL engaged transfer rate.
What is 20%