Real Estate ISA/ Appointment Setter/ Social media

• Place follow-up call to each new lead placed on your Agent 2000 daytimer; always follow our “Universal Call Back Script”. We position ourselves as real estate professionals, who using our unique programs assist our clients in making the best real estate decisions. When following the script, you will be able to gauge the lead’s level of motivation and timing from the answers that they provide.
• These new leads are classified as warm ---------- t cold leads: they have contacted us, and are presumably thinking of buying or selling real estate, as this is the nature of the ad to which they ---------- t hot leads: they are calling us for information and we must now speak with them in order to determine their needs and timing. There will be a certain percentage of these new leads that you are able to convert to an appointment on the first follow-up call, however, the majority of these new leads will require more than one follow-up call before you are able to convert them to an appointment.
• Place follow-up call to each lead on your Agent 2000 daytimer that has a subsequent follow-up call scheduled for that day. Refer to our “Subsequent Follow-up Call Script” for suggested topics to cover with these types of leads.
• Never place a follow-up call to simply ask the prospect, “Are you ready to buy/list now?” This is not a follow-up call; this is an annoying telemarketer’s call. Your role is to nurture these leads along until they are ready to book an appointment for a comparative market analysis (CMA), or a buyer’s appointment (BAA).
• Once you are able to convert the lead to an appointment you must give this CMA or BAA to an Outside Sales Agent. Whenever possible place the appointment notice on the Office Manager’s Agent 2000 daytimer for distribution. If time does not permit for this additional step, book the appointment directly onto the appropriate Outside Sales Agent’s daytimer, and immediately page this Agent with the date, time, and address of the appointment.
• You will be required to prepare comparables for Outside Sales on any appointment that is scheduled to take place within 24 hours of his/her ---------- order to avoid miscommunication, be sure to confirm with the Outside Sales Agent his/her preferred method of receipt for the comparables, i.e.: email, fax, left at reception desk at office. Outside Sales will prepare his/her own comparables for any appointment that is scheduled more than 24 hours in advance.
• All listing and buyer appointments must be booked to take place at the prospect’s home, with all decision makers present, whenever possible.
• All 1st time buyer appointments (no home to sell) must be booked to take place at our office, with all decision makers present, whenever possible.
• If the appointment results in a signed listing contract, or a signed buyer’s contract, Inside Sales’ work is done.
• An Agent returning from an appointment without a signed contract has 24 hours to enter a synopsis of his/her meeting into the freeform notes of the contact card. He/she must forward this information to Inside Sales to ensure that each appointment is followed-up accordingly.
• We have a two-week rule when it comes to d ---------- who performs the follow-up on a prospect who has already met with one of our Outside Sales Agents. If the prospect has indicated that they will have a decision regarding listing/buying within 2 weeks of the appointment, Outside Sales continues to follow-up. When the prospect informs us that their decision/list/purchase date is more than two weeks after the appointment, both Inside Sales and Outside Sales will perform the follow-up.
• When follow-up is required by both Inside Sales and Outside Sales, communication is key. All communication with the prospect must be entered within 24 hours of taking place, without exception.
• All post appointment follow-up must continue to offer value to the prospect. Refer to our “Subsequent Follow-up Call Script” for appropriate topics to discuss with these types of prospects.