Agents miss opportunities at inspections: expert

Many agents fail to take advantage of opportunities that arise from open for inspections, says one leading real estate expert.

According to Darren Saunderson from Ultimate Real Estate Coaching, two out of every 10 people at an inspection are ‘pipeline sellers’ who would be prospective clients within 12 to 18 months.

“During the week, we’re trying so hard to find these people,” he told agents at the Real Estate Results Network ‘SuperCharge Your Results’ conference last Friday.

“It’s considered a needle in the haystack but there they are at the inspections.”

“As real estate agents, we’re almost like junkies. We’re always looking for the next hit, the next listing, the next sale. At open for inspections, too often we don’t take the opportunities.”

Mr Saunderson’s strategy at open for inspections was to ask people closed questions.

“Either a yes or a no is what you want to leave with on Saturday,” he said. “What you don’t want is a maybe.”

Good questions are outcome-orientated and include asking if a property suits a buyer’s requirements, what is their current situation, whether they have been in contact with another agency and if not, when is the best time to contact them.

“The amount of opportunities by doing that on a Saturday versus the Monday is far more powerful. On a Monday, all the agents call back and ask the same questions,” he said.

Mr Saunderson said it was imperative that agents also had strategies in place before and after a property inspection.

“A lot of business in terms of listing opportunities is won on either side of that so it’s important that, as agents, we derive a strategy for the before, during and the after part.

“If they do that, looking at their success rate will dramatically increase when we can get a strategy that’s consistent throughout all their opportunities.”

Founder and CEO of Real Estate Results Network Michael Sheargold told Real Estate Business he hoped attendees would gain insights into how to boost their performance.

“This is the beginning of the work that we do with them because it’s arrogant to the extreme for me to assume that a half day at a session like SuperCharge is enough to totally transform someone’s business,” he said.

“What we’ve done today is plant the seed as to how they can grow their business and improve their results.” 

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