No matter how much experience we gain, however many times we hear I already have an agent, we always get a little bit annoyed, but you know what? So many agents still manage to convert these leads, and you can convert them as well!
♦ REMEMBER: If someone has an agent, it does NOT mean you cannot provide an opinion!
One of our favorite responses in this case is to say something like:
Have you received any other opinions on the value of what your home should be listed at or did you just take what they said and figured they were right?
I know this is a big investment for you to move forward and you want to make as much money off of your sale as you can and you want to save as much money as you can on your purchase. Correct? Don’t you owe it to yourself to get a couple of opinions and make sure that you trust 100% honestly the person that you are going to be working with?
We LOVE this one:
♦ I am really glad you have found an agent you want to work with. Meeting with me will do one of two things; it will either reconfirm your decision and help you see you have made the right choice in picking your agent or you will see value in working with me. Either way, you come out on top.
♦ Ask if they are satisfied with the listings they are getting since they are off looking on their own.
♦ You can also say something like:
- So what information were you looking for that your agent isn’t providing? This question plants a seed of doubt and if they answer it, many times it is because their agent doesn’t have access to your board. This is a great opportunity for you to pitch why working with a local agent usually is better than an out-of-town agent.
- So, I just want to throw this out there. I don’t want to step on any toes, but let me ask you, is your agent or friend a full-time agent? Do they have access to getting the information to you? Because you know, there are so many agents out there that just kind of play the game and I just want to make sure that you are taken care of.
♦ If you notice that the person is still actively searching on your website, do a quick check-in call.
Just say: "How is your home search doing?" You never know what can happen to people’s lives and people get in and out of real estate all the time. Just because they have an agent now, it doesn’t mean they will have one in 6 months.
CLICK HERE to join our Facebook group where we educate, inspire and help each other grow!