Once you have a new Concierge connection on the line, your next move is to get a face-to-face meeting on the calendar within two weeks, tops.
Why? Our data shows a crystal-clear correlation between meeting ASAP and closing the deal. Plus, meeting with new clients quickly can bump up your Agent Score and help position you for the best lead opportunities in the future.
“Ninety percent of the time, once I’ve met a referral, I close a deal with them. If I haven’t closed a deal with them, I probably haven’t met them in person.”
— Jinnie Riley, top-performing Concierge agent
With that, let’s get into our top tips for transitioning your intro call into an in-person meeting. And P.S. — showings count!
Warm them up a little
You want to cut to the chase and talk next steps, yes, but you’ll want to work in at least a little bit of lead-up before you spring for the meeting.
Since the Concierge rep has already captured the client’s basics for you—like property preferences, timeline, and budget—you can focus on building trust and reinforcing your value. Let the client know you’re a local market expert and you’re there to be a resource to them.
Keep value at the forefront
The client wants to know one thing: what’s in it for me? How will a meeting benefit them? Luckily, you’ve teed that up nicely at the top of the call! Now can naturally move into setting up a time to meet, framing it as an opportunity to get into more details about their home search.
Here’s some language to try:
- “I can tell you everything about myself over the phone, but meeting me is the best way to determine if you like me enough to want to work together.”
- “Let’s meet so I can walk you through how your home preferences line up with the local market conditions. Then, we can go visit some neighborhoods and homes.”
- “As a first-time homebuyer, you’ve already taken a great first step in getting to know the local inventory. I can walk you through the next steps, including what costs to anticipate when you do find your dream home.”
- “I’ll email you a list of interview questions I recommend you cover with any agent you’re speaking to. I’d love to meet you for coffee so I can answer these questions and any others for you.”
Flip obstacles into opportunities
If a property your client is interested in is unavailable, don’t be discouraged. The vast majority of buyers end up closing on a home that’s different than the one they initially inquired about.
Instead, use the opportunity to share your expertise, build a rapport, and set up a meeting! First, ask open-ended questions to find out what attracted them to the home. Take note of price, location, and any specific home features on their “must-have” or “nice-to-have” list. Then, use those insights to recommend alternative properties to tour and guide the next steps.
Try something like: “It looks like this home is no longer available, so I don’t think we’ll be able to see this particular property. But based on what you’ve shared with me, I have a home in mind that we can see instead.”
There you go!
With these tips and talking points in your back pocket, you’ll be off to the races—er, meetings. Best of luck getting those appointments on the books, and using that momentum to seal the deal!
