It keeps coming up.  So, let’s handle it right now.  In a nutshell there are three steps.  This is the most effective approach with Internet leads, open houses, ad and sign calls or any situation where a buyer is showing an interest in buying.

Step One: Answer the lead’s question as directly and honestly as possible, then ask a related question that shows your expertise and that you care about the buyer.  “The house you inquired about is priced at $395,000.  Is that the price range you are looking or are you looking higher or lower than that?”  Then offer another piece of information with a similar question.

Step Two: After you have done step one two or three times follow with the question, “Why don’t you tell me all the things you are looking for and I’ll make a note of it?”

Step Three: Ask for the appointment to get together and review the paperwork and the process in your area so that they can be comfortable and confident as they go through even the most difficult parts of the process. 

I coach Agents who sell hundreds of houses a year.  I have done so for twenty years.  This has been and continues to be the best process for Buyer lead conversion, perhaps the only really effective way. 

Put it into practice, today.  With practice you will get very good at it.  In today’s market you will find it one of your most important skills.