When should you meet with real estate agents?

by MPA15 Jun 2015

What is the best time to set up an appointment with a real estate agent? I get them to agree to meet with me, but at that point I am hesitate to suggest a time for the fear that they can't make that date and then I am back to square one. --Bruce from Wisconsin

That is a good question. I don't think the answer is always clear. In different situations there may be a call for different strategies. I can say that there are two rules that are important.

First, never say, "I am free all next week." If you are not busy, good agents will not want to meet with you. The busier you appear, the more attractive you appear to busy agents. So if you suggest a time, make sure it comes with a caveat such as "I only have two slots available next week." Then give them the two slots. If they can't make either, you can see if you can "move something around."

Secondly, always slot less time than you need. Productive agents are busy. If you say you will need an hour, unless it includes a meal, they are more likely to say no. If you say you will take only 15 minutes of their time, they will be more open. Believe me, if you ask the right questions in the meeting and run over, that is a good sign. If the agent has all the time in the world -- you have probably selected the wrong agent, unless it is a rookie you are mentoring. We will follow with coverage of rookies.
--Dave Hershman

Dave Hershman has been the leading author and a top speaker for the industry for decades with six books authored and hundreds of articles published. His website is www.originationpro.com. If you have a reaction to this commentary or another question you would like answered in this column? Email Dave directly at dave@hershmangroup.com.


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