Learn how to set an appointment with a real estate lead who thinks their husband or wife is already working with an agent. Their knee-jerk reaction is to push you off a little bit and not want to hear what you have to say.

Before they hang up you have to build rapport, ask some good question, see what their process is, and see how your team can benefit them.

They will set an appointment with you, regardless of whether they think their significant other talked to an agent or not. The key is to get to the heart of what their goal and major concerns are and then create a solution for them.

See this process work in action in today’s roleplay video and check out our real estate ISA coaching options by clicking the link below. 

Coaching Options: https://www.smartinsidesales.com/coaching/

This is a tough roleplay call the group deals with today. 

The scenario is that a year ago a lead was looking to buy or sell and it fell through. 

Whether it was a financing issue or an offer backed out, there was a problem. And now it is your job to work through that problem.

The key thing is to acknowledge the tough situation they went through and then start getting to the heart of their process and goal.

Where are you living now? 

Where are you looking to move to?

What kind of home are you looking for?

If the right house came up would you be ready and willing to buy? 

Ask the questions that inform you where they are coming from and build their trust by empathizing with what they went through. 

If you like this coaching and want to have a highly trained coach listen to your calls, check out our coaching options.

Coaching Options: https://www.smartinsidesales.com/coaching/

In today’s roleplay video, the group goes over how not to blow it once the lead has agreed to set the appointment.

There are two sides to this.

First, you need to make it absolutely clear what the next step in the process is for them. If there is any level of uncertainty on their part then you increase the risk of them not showing up for the actual appointment.

Second, make sure you are going through the proper qualification to make sure that they are someone serious and someone who is worth meeting with. Remember, it is not all about just setting appointments, you want to make sure you are setting high-quality appointments that are going to turn into business for your team.

If you like this coaching and want to have a highly trained coach listen to your calls or your team’s calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

In today’s roleplay video, the group goes over actually setting the appointment. Typically, in these videos we focus a lot on overcoming objections and strategies to get the lead to the point of being ready to set the appointment.

Today we aren’t working on objections but on that very last part of the call that is so important. It can only go one of two ways: either you help the lead get excited about the meeting and make it clear who they are meeting with, and when and where, or you don’t and they don’t show up.

If they are meeting with an agent, then make it completely clear who that is. Make sure they are excited to move forward with the process.

If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

In today’s roleplay video, the group goes over how to deal with a lead who doesn’t want to use a broker or an agent and just handle the entire home-buying process on their own.

The key here is to ask questions that give you a full picture of their situation. The aim here is to understand what the lead wants to accomplish and how they plan on accomplishing it. You are looking for ways that you can help them achieve their goal better than they can on their own.

Build rapport. Figure out how you can actually help the lead. That’s how you will convert on your calls.

If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

At Smart Inside Sales, our group roleplay sessions are the backbone of inside sales agent (ISA) training. On these calls, ISAs face off against one another and learn how to overcome common objections, stay on the phone longer, and get much higher conversion rates.

In today’s roleplay video, the group discusses the need to dig deep into what the lead is trying to accomplish and what they think is the best way to go about it.

On your calls, you have to make a judgement call on the lead’s situation. Given their goal, is it best for them to wait until springtime or would it be better for them to get out there and start looking to buy a house right now. Don’t advise them based on what YOU want them to do, but what makes the most sense for their specific situation in your opinion.

If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales

In today’s roleplay video, the group goes over some of their actual past calls to prepare for a follow-up call. The key on any real estate or sales call is to understand what the lead’s goal is, and also be purposeful and mindful of what YOU are driving them to do.

Once you understand both of those things, then you need to prove that you can manage and execute the entire process, and help the lead actually achieve the outcome they are trying to achieve.

If you like this coaching and are interested in greatly improving the effectiveness of you or your team on sales calls, then you can either check out our coaching options or schedule a free 30-minute consultation call with Dale.

Smart Inside Sales Master Class: https://www.smartinsidesales.com/class/

Coaching Options: https://www.smartinsidesales.com/coaching/

Free Consultation Call: https://calendly.com/sis-sales