How to transition customer from a warm 3-way call into a meeting with you

Opcity speaks with interested home buyers and sellers, and introduces them directly to an agent via a three-way phone call. The introduction is great, however, a face-to-face meeting is really what defines whether or not a deal will close.

In 90% of closes that occur from Opcity introductions, the agent and consumer met in person within 12 days of the initial phone introduction.

A few tips to successfully transition the introductory call from Opcity into a face-to-face meeting include:

  • Empathize with the consumer. Acknowledge they’ve been on the phone for quite some time already and that you want to keep the remainder of the call short and that you’re here to help them.
  • Reaffirm they don’t have to repeat what they’ve already shared. You will receive all of that information from Opcity.
  • Avoid overwhelming the consumer. They may not have expected a call so quickly, and just went through a lot of information with the Opcity rep. Try to avoid asking the same questions they just answered, and keep the call short. Focus on setting up the time to meet in-person where you can go into more details.
  • Build credibility. There are a lot of agents out there, take a moment to reassure the consumer that you are a top agent in their area and that you are here as a resource to them.

Here is an outline of how a call might go with an Opcity introduction. Feel free to use this language when speaking with clients you meet through Opcity, and make it your own as you get more comfortable with the handoff.

Hello, I’m . It’s great to meet you!

<pause for consumer to greet you>

Thank you for taking the time to speak with [CSR name]. I know you just went through a ton of information, so I don’t want to take up too much more of your time right now; I’ll just spend another minute or two introducing myself and explaining next steps.

<Insert a short introduction of yourself. For example: Like I said, I’m John, I’ve been a real estate agent for 15 years. I specialize in helping first time homebuyers navigate the process, so I’m sure I can help you in your property search.>

I know you already discussed the area you’re looking at, price range and time frame with [CSR name], so no need to repeat all of that info to me.

I’d be happy to set up a showing for the specific listing you’re interested in, and will also share a few additional properties you might like based on your preferences.

<pause for consumer to confirm that is okay or ask a question>

The best way for us to get started is to meet in person so we can get to know each other and I can learn more about your dream home. I see your preferred day and time to meet is <XYZ>. Does that still work for you?

Great, my office is at <address>, is that location convenient for you?

<pause for consumer to respond>.

I’ll send you a quick text confirmation, and that way you will also have my number. I’m here to partner with you in this process, and am available any time you have questions.

Do you have any questions for me right now?

<pause for consumer to respond>

Great, well thank you for your time today. I’m really looking forward to meeting you on <date and time>.