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Increase Production by Managing Seller's Expectations
It's Monday morning and you have already received 4 phone calls from your sellers asking you why their homes have not been sold yet. You then wonder to yourself, is there a way to avoid getting these types of phone calls? The answer is yes, and that is to develop a communications plan with your sellers.
So what is a communications plan and why would it increase my production?
A communications plan is how you will communicate listing feedback to your sellers. In this plan, you create a schedule that shows when to call and how you will reach out to them. The goal is to reach sellers during a time when they are undisturbed. This enables you to deliver information in a controlled environment.
The first step in creating this plan is to find out their communication preferences. Here are some questions you can ask your sellers when you first meet with them. Which day of the week works best for a call? What time of the day? Which method of communication would they like to use? Knowing this will allow you to call your seller at the right time.
The next step is to create a call schedule that reaches every seller at least once a week. This is a great way to establish rapport and build a strong relationship with them. Sellers will be expecting your call every week and less likely to call you without notice. It gives you more time to prepare the information you are going to present.
In the end, your production is going to increase because this plan will differentiate you. You will come across as being more professional in your communication. Sellers are also going to notice the extra initiative that you offer and trust you more. Your time management will improve as well, allowing you to take on more listings. Rather than taking phone calls you'll spend more time closing deals.
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