Ep.19 Convert Your Leads to Appointments

December 20, 2017

Video Transcript

Caroline

Sorry Coel, I have to stop you right there. I just got a phone call. Hello?

Coel

Good afternoon, is that Caroline?

Caroline

Ah yeah! What’s up?

Coel

Hi! It’s Coel from XYZ Apartments, how are you today?

Caroline

Ah yeah, I’m good, what is this about?

Coel

Just a quick follow up call requesting information on our XYZ apartments in the cbd?

Caroline

Oh yeah, that’s right.

Coel

I just wanted to make sure you were able to find everything what you’re looking for and how the information needed.

Caroline

Yeah! Are there 2 bedroom apartments there?

Coel

Yeah, absolutely! We have a 2 bedroom and 1 bathroom, 2 bedroom and 2 bathroom too. What were looking for?

Caroline

Yeah, I think I want a 2 bedroom, 2 bathroom.

Coel

2 bedroom, 2 bathroom, fantastic. So those one starts from, $546,000 up to $750,000, how did it fit with the price range or budget you had in mind?

Caroline

Yeah! That should be within my budget. I have my finances approved but is there a pool in the building?

Coel

Yeah. Absolutely. There’s a full pool and gymnasium.

Caroline

Have to have pool.

Coel

You have to have pool? Yeah! Can’t blame you there.

Caroline

Great! So I’d love to see them, when do they open?

Coel

Yeah! Definitely! So we have a displays open, 7 days a week by appointment. Would you prefer to come by during the week or during the weekend?

Caroline

Yeah! I’ll come on the weekend.

Coel

Weekend? So we can do either Saturday or Sunday? Which would you prefer?

Caroline

Saturday?

Coel

Saturday? Yup! And morning or afternoon?

Caroline

Ah, I’ll come in the morning, and then swim in the pool.

Coel

Fantastic! Make sure you bring some swimmers and a towel, how does 10AM sound?

Caroline

Perfect!

Coel

Awesome! I’ll shoot this through to the agent out on display, I’ll make sure they can prepare a bit of information for exactly what you’re looking for, and I’ll send you through quickest estimates now confirmation of the time, address and contact details you should need anything.

Caroline

Alright! Cool! Sounds good! Thank you!

Coel

Great chatting to you Caroline and have an amazing day!

Caroline

You too, bye!

Caroline

So that was just a bit of good fun, but yeah, what aspects of the phone call it’s most important?

Coel

Yeah! So one of the most important aspects of the phone call for us is making it flow like a normal conversation. As you noticed, there was a lot of qualifying questions there that were kinda disguised in a normal conversation. So qualifying things like the price, obviously you have to give me information on your approval, your finances, things of that nature. And that information we can then pass on to the clients of the sales agent, which would be at the displays suite which means I’ll be able to prepare information for you. They will know exactly what you’re looking for a head of time. Which makes much more of personal experience. Right from that, you know first interaction from the phone call, all the way through the main sales agent down at the display suite.

Caroline

Yeah! Great! And also, it doesn’t waste my time in case there’s no two bedrooms available or there’s no pool, which is very important to me.

Coel

Exactly! Another great thing we can assume in that first phone call as well is let’s say, if we had no 2 bedroom apartments available, or the time doesn’t right for you, we can pass that details onto the client as well. Who if they’ve got another project that’s coming up or one that is recently completed they can then pass you onto, you know, different sales agent or show you different properties that might suit what you’re looking for.