Market Appraisal Appointment Procedure

Purpose

To describe the necessary steps to be taken to make an appointment once a market appraisal inquiry is

received by the receptionist.

The company’s reputation together with its high standard of ethical service over the past results in a

large number of enquiries both from past clients and new customers.

Procedure

Consultants are urged to develop their skills in this area and we support this learning process with the following guidelines whether telephone enquiry or personal appraisals.

It is crucial to always make a firm appointment when a person calls for a market appraisal

• Consultants should state their full name
• Find out as much as possible about the Prospective Client, preface by saying,”Would you mind if I ask you a few questions regarding your home”

• Full names of all owners.
• Address and Phone numbers
• House type or size
• Living rooms, bedrooms, bathrooms etc.
• The age of the home
• How long the current owners have been there
• Have they made any improvements
• Size of land any other improvements
• Ask what price range the owner(s) believe their home / property is in, by asking this you will be able to source previous statistics and brochures prior to your appointment.  Prompt the owner by indicating broad price ranges if necessarye.g. $350,000 – $400,000/ $400,000 – $450,000
• What approximate time frame would suit (when all decision makers are available)
• Ask when is the owner considering selling  e.g. buying or selling first
• Ask if the owner have ever had a market appraisal before and if so, when.  Were they happy with the outcome  This will provide information into your competitors.  The answers to these questions will reveal who they have spoken with and whether they had a relationship.
• Ask what prompted the owner to ring Our Company
• Ask when would it be convenient to meet with the owner(s).  Make an appointment time to suit all decision makers.
• Type confirmation letter and sign.
• Send pre-listing kit and confirmation letter to prospective client.

The above are only general guidelines sales consultants with different levels of experience will have various techniques based on the above format.  It is essential that these skills be practiced and developed to ensure future success.