Southern Maryland Best Buys


Turning Telephone Callers Into Clients. ENGAGE!!

I love the points this blog post makes by Lenn Harley. It is interesting how she engages the Buyer with AGENT MLS easy to tap full range of data. I am sharing CMA data quicker and more often via iPad programs like CloudCMA and TouchCMA, too.


Twice this week and regularly throughout the years, I've received telephone calls from consumers who want to see properties they see for sale in my IDX connection.  Or, of course, they may be calling about a listing they saw anywhere on the Internet.

Consumers think they have the information they need - UNTIL they speak with me.  That's the advantage of having the MLS and FULL listing reports at our fingertips.  No matter what the consumer's source of information, we have more and in much more detail. 


In the immortal words of Captain Jean-Luc Picard, "ENGAGE".GOLD

So, when a buyer calls, I speak with them about the listing about which they called.  The MLS listing offers information that is not readily available to consumers in the IDX or any online listing database.  Often this information such as condominium fees, ownership type, etc. disqualifies that property.   Often there is something in the Agent Remarks that would disqualify that property.  However, there's a treasure chest of GOLD in the information in the MLS document resources.

From a listing report in my MLS, with one click, I can view the

System Documents
tax record
listing history
assessor map

Agent Uploaded Documents
floor plans
septic/well info
maintenance agreements (roads, etc.)

FROM EXPERIENCE (I love that word), I know that if I can interest a buyer caller in the information I have at my fingertips, they want more, more, more.  Further, they are definitely impressed with my knowledge of the area and the property about which they called.  Transportation alternatives can often be critical.  Yes, buyers are impressed and they say so.  When a prospective home buyer calls me about a listing they see online, I not only help them with property information, I become a valuable source of information for that prospective client about anything real estate related.   Further, I can offer to e-mail them desired information about public schools, shopping, sports centers, etc.  If the caller is a first time home buyer, while I have them on the telephone, I e-mail them a few articles with information for buyer:
Home Inspections
FREE Home Warranty
Lead Paint Disclosure
About Mold
Radon Testing
Sump Pumps
Termite Inspections


TIME TO TALK $$$  At that point, their confidence in me is good enough for me to inquire about their plans for FINANCING.  Depending on their financing needs, I'll have a loan officer CONTACT THEM to take a loan application. Of course, once a buyer has been ENGAGED and I'm comfortable that they are qualified for the price range of the home about which they called, it's time to move forward.  If the property is close to me, WE MAKE AN APPOINTMENT to see the property.  If the property is anywhere else in my market area, I have a Buyer's Agent in my network contact them.  Agents in my network are on top of these referrals and make the call right away. 

The secret of turning a caller into a client is to ENGAGE them.  


WHEN EXPERIENCE COUNTS, home buyers will enjoy our many years of serving home buyers in Northern Virginia.

For over 25 years, we've provided home buyers in Loudoun County with . . .

* Comprehensive home searches,
* Personal tours of homes for sale,  
* Competitive Market Analysis (CMA) for homes under consideration,
* Experienced financial analysis to help you understand different home loan opportunities,
* Personally manage home inspections, termite inspections, settlement meetings,



Lenn      search      Loudoun County Map

Typical Single Family homes, detached or townhomes for sale in Loudoun County Virginia.

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Lenn Harley, Broker, Realtor,,




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Comment balloon 0 commentsCheryl Ritchie • August 26 2013 12:34AM