As a new home sales person in your shoes not too many years ago, I used one simple tactic to create urgency, build momentum and give me an excuse to call prospects–private appointments.
At my builder, we opened our doors at 10 a.m. on Saturdays. So my strategy was to invite prospects out for a private showing at 9, saying I only had one slot for a private appointment and that it would be a time just for them–without any other prospects coming in or calling.
Prospects loved it so it was easy to convince them to come in. They felt tended to personally and I also had a high closing rate. So that means I started my Saturdays off in the best way possible–with a sale. Talk about momentum!
So then when I welcomed new prospects, I got to tell them that things were going great and we already had a sale for the weekend. Then I’d say, “Let’s see if we have something here that works for you,” which helped to create urgency in them. It was like a chain reaction of momentum–for me, for the be-backs, and for the future prospects.
So going forward, consider the benefits of setting up a private viewing appointment each Saturday. Make a habit of offering the option to your be backs and starting your weekend strong with a sale. What do you have to lose?
Here’s to creating urgency, building momentum, and earning what you’re worth!