Introducing Yourself, Ensuring Everyone is Home and Prompting a Tour When you initially arrive, what you say when the door is opened will depend on whether or not you confirmed the appointment ahead of time. If you did confirm the appointment, try something like this: “Good afternoon/morning! I’m Jerry. Thank you again for agreeing to meet with me and discuss your home. I’m looking forward to showing you what I can do to help. Are you and your wife/husband both here? If you did not confirm the appointment, try this: Good afternoon/morning! I’m Jerry Garcia with Keller Williams. We had an appointment scheduled for this time. Are you and your wife/husband both home? I’m looking forward to showing you what I can do to help you.” “You Had Me at Hello” It’s easy to gloss over the “hellos” and “how are yous” when you meet people, but do not make the mistake of doing this with the owners. A lot of clues about your prospects will take place in the first five minutes! As you go through the introductory process, note all of the following: ● Check eye contact, smiling, facial emotion. Are they serious or relaxed? ● How is the handshake? Firm or timid? ● How is the chemistry between the couple? Are they on equal footing or does one seem to wear the pants? ● Are they “house proud” or ready to ditch the place? Prompting the Tour A little honey will catch these homeowners, so don’t be dry in your request for a tour of the home. Compliment something that you see right as you walk inside, such as the foyer or stairwell, and be genuinely interested in seeing more. Say something like: “I love this room; it’s so elegant. Why don’t you show me your favorite qualities of your home?”
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