Since the NAR commission suit settlement, buyer agents have faced new rules, new documents and a new normal. This month, Inman drills down on Today’s Buyers Agent with the fresh marketing strategies, skills and tools buyer agents are using to prosper in changing times.
To convert prospects, an essential skill is to book consultations. Agents cannot begin the sales process without a proper evaluation of the consumer’s needs and goals. The ability to schedule appointments quickly helps keep your pipeline flush and creates structure in your schedule.
6 steps for getting prospects to commit
When you’re looking to set a booked client interview or consultation, preparation and precision matter. Here are seven strategic steps to help you get that “yes” and turn a prospect into a booked client.
1. Do your research
Know who they are, their recent work and their interests. Use this insight to make your outreach personal and compelling. Thoughtful touches and relevance in your outreach can immediately set you apart.
2. Make it brief
Start with a 15-minute or less icebreaker. Reach out professionally and clearly — whether by email, DM or a warm introduction. Keep it short, clear and action-driven.
Set your mindset first: Preparation and precision are the gatekeepers to getting the “hire” when you actually meet for the consultation or interview.
Be clear on your purpose:
- Why are you requesting the call?
- What will the client gain?
- Why is a 60-90 minute consultation valuable to them?
Include in your outreach:
- The purpose of the meeting
- The standards this meeting sets for client success
- Time commitment
- Flexible date options or scheduling link
Use tools like Calendly to eliminate back-and-forth. Let them choose a convenient time.
Pro tip: If you don’t use a scheduling tool, offer two or three specific time slots.
Help them see the value in locking in a set day and time so the consultation aligns with their schedule.
Example:
“Let’s get you in my calendar. I know you have a heavy travel schedule, and I want to make sure we set a time that suits your needs!”
3. Educate, guide, reassure
Clarify what will be covered in the actual consultation or presentation.
Example:
“Our booked time together will be an opportunity for both of us to set expectations, build trust and ensure you feel confident hiring me as your go-to expert for buying in Seattle.”
This is your consultation — own it. Give it a name, and position it as a standard part of your process.
Example:
“Our team’s listing presentation overview is a step we facilitate to ensure we’re aligned to achieve accuracy, efficiency and exceed your expectations.”
Once they book, send a confirmation that includes:
- Date and time
- Format (Zoom, phone, in-person)
- Brief agenda or talking points
Also, ask if there’s anything they’d like to add or focus on.
Bonus: Send a calendar invite to lock it in.
4. Teach people how to treat you
Guide the prospect to follow your lead. Let them know you’ll be sending a presentation outline ahead of time for review.
Example:
“I’ll email over a quick outline so we can make the most of our consultation on Wednesday at 3 p.m.”
This prep email reinforces your professionalism and demonstrates your commitment to a smooth, efficient experience in a dynamic market.
Make sure to:
- Take the lead
- Be the expert
- Show preparedness
And don’t forget to make the client the hero, and thank the person who referred them. Express gratitude for their trust and time.
After your initial icebreaker call, the ultimate goal is to book the formal buyer or listing consultation. Always ask their preferred method of communication moving forward.
5. Honored to be considered – a quick look at my experience
Let prospects know why you’re the right fit for the job.
Example:
“Thank you again for the opportunity to connect—I’m truly honored to be considered as your real estate partner. Choosing the right person is a big decision, so here’s a brief overview of my experience and credentials to help you feel confident moving forward.”
-
- Top Producer – Seattle Real Estate Alliance, 2024
- Seattle Times Best in Luxury Team, 2024
- Certified Relocation Specialist
- LGBTQ+ Real Estate Alliance National Delegate Leader, Region 3
- 12 years of experience with over $480 million in home sales
“Beyond the accolades, what truly matters is building trust, delivering results, and making the process seamless. Looking forward to learning more about your goals and how I can help bring them to life. Include: Website, testimonials, or portfolio links if available.”
6. Confirm, recap, prepare
You have one chance to show your point of difference — and it begins with the initial icebreaker that leads to a booked consultation. Be clear. Be intentional. Set the tone. And most importantly, book the meeting.
Let’s do a better job
It’s our responsibility to lead and guide the narrative around how we prepare clients. Most professions require:
- Questionnaires
- Early arrival
- Fact-finding
- Q&A
- A review of “rules of engagement”
Real estate should be no different. Think and act like the professionals you hire, respect and learn from.
Kristine Milkovich is a broker-owner of The Milkovich Team. Connect with Kristine on LinkedIn and Instagram.
