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Take advantage of the New Year by following up on past appointments
By Alan Stewart
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| Alan Stewart |
Well, the holidays are over and the outcome of the presidential election is behind us. Gas prices are down and interest rates are the lowest in three decades. I’m not saying we are out of the woods, but I am saying that people are starting to move around again. After hibernating for three months, they are getting fidgety and looking to deal with that problem property that’s been weighing them down.
The start of the New Year is the perfect time for franchisees to follow up on all past appointments from recent months. I’m talking about those homeowners who did nothing through the fall and winter months but may now be ready to take the next step to unload that problem property.
They are out there, and a phone call from you will be music to their ears. Even if they are not ready until April or May, you need to start the dialog and rapport building now. The person that establishes frequent, non bothersome contact with any homeowner will be the one to buy the house.
But before you start making cold calls, keep in mind some tips for communication with the seller.
- When you contact the homeowner make sure you have developed strong listening ability traits. It’s important to not only listen, but be able to offer your help in their situation.
- Make a point to discuss non-real estate items. Make general and friendly conversation. And if you are not capable of that or too busy, then give that seat to someone else on the bus.
The idea is to start stacking the pipe with inventory to sell this spring.
…Alan Stewart is an HVA franchise systems manager. He can be reached at Alan.Stewart@homevestors.com.
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