In today’s digital age, preserving a genuine connection in your business, especially during social distancing, is paramount. This is especially true for that pivotal first interaction with a potential buyer. Thankfully, there are straightforward tactics to make a virtual discussion feel both intimate and fruitful.
As the demand for video interactions grows, mastering your strategy for that initial virtual appointment becomes crucial. While multiple methods exist for conducting a remote property viewing, always prioritize what best serves the client and offers them a comprehensive understanding of the property they’re eyeing.
Key Points to Remember:
Whether the discussion culminates in a face-to-face or online meeting, the primary objective of the initial call should always be to confirm the appointment.
Best Practices:
- Kick off the dialogue confidently with a robust introduction, leveraging the ALM framework.
- Comfort the buyer by outlining the property touring options available in their vicinity.
- Steer the conversation with compassion to foster a genuine rapport.
Pitfalls to Sidestep:
- Pressuring clients towards a physical tour when they express a preference for a pre-recorded video.
- Feeling compelled to finalize all video recording specifics during the call — use this as a pretext for subsequent engagement!
- Overlooking the scheduling of a subsequent interaction, be it for the tour or to review any shared recordings.
Incorporate a Virtual Spin on ALM:
Professional Greeting:
“Hello [customer name]! I’m [your name] from [brokerage name], a dedicated agent based in [city name]. I noticed your interest in 123 Main Street.”
A – Appointment:
If a buyer is hesitant or unable to view a property physically, assure them that their property hunt can progress, be it offline or online. Your aim to schedule an appointment remains unchanged.
- Offline request: “Fantastic, when would you like to inspect the property?”
- Video interaction request: “Wonderful, I can either provide you with a video recording of that listing or conduct a live video chat from the property, allowing you to pose questions in real-time. Which would you prefer?”
- Live video call request: “When are you available to view the property?”
L – Location:
By inquiring about location preferences, you can enhance your client’s property search by offering videos of other local properties. Facilitate buyers in refining their search by promoting virtual property tours.
“Have you shortlisted any other properties? I can organize [offline or video] tours for those as well.”
M – Motivation:
Live video interactions present an excellent platform to delve deeper into the buyer’s primary motivations for relocating.
“What aspects of this property appeal to you?” “What’s driving your current move?” “What are your non-negotiables for your upcoming home?”
Concluding the Call:
Always provide your client with definitive subsequent steps and set expectations regarding your next communication.
- Offline meeting: “I’m eager to meet you on [day and time]. I’ll arrange the tours we discussed and send you a message now, so you have my direct contact. Please reach out if you have any queries. Speak soon!”
- Pre-recorded or 3D Home tour: “I’ll check if I already have a video of that property. If not, I’ll ensure one is recorded for you. I’ll update you via message shortly.”
- Live video chat: “I’ll organize that and send you a confirmation message. I’m also texting you now, so you have my details. Please don’t hesitate to reach out with any questions.”
- Follow-up Text: “We can conduct our upcoming meeting via [Facetime, Skype, etc.]. I’ll share the meeting details and a calendar invite. Which email should I use for this?”