OBJECTION HANDLING
Check out the below scripts while prospecting if you reach a tough buyer or seller who requires some objection handling
EXPIRED LEADS
STRATEGY:
Depending on your schedule, call expired leads during the 8:00am-10:00am call block or the 10:00am-12:00pm call block. If you are calling during the later call block and see that a lead was already contacted during the early call block, reach out to the lead again, if the appointment was not set.
LEAD FOLLOW UP:
If contact was made: Refer to the notes that you made regarding the conversation that you had with the lead and work to try and set the appointment. (This follow up is really based on how far the conversation went and what was discussed. Use your best judgement to guide the conversation towards setting an appointment).
If no contact was made: Leave a message to have them call you back. If they do not call you back, reach out to them again and use the script above.
FSBO (FOR SALE BY OWNER) LEADS
STRATEGY:
Depending on your schedule, call FSBO leads during the 10:00am-12:00pm call block or the 12:00pm-2:00pm call block. If you are calling during the later call block and see that a lead was already contacted during the early call block, reach out to the lead again, if the appointment was not set.
LEAD FOLLOW UP:
Follow the same follow up guidelines for FSBOs as you would for Expireds. If contact was made: Refer to the notes that you made regarding the conversation that you had with the lead and work to try and set the appointment. (This follow up is really based on how far the conversation went and what was discussed. Use your best judgement to guide the conversation towards setting an appointment).
If no contact was made: Leave a message to have them call you back. If they do not call you back, reach out to them again and use the script above.