To Real Estate Agents: What techniques do you use to handle floor calls?

Answer 1

I understand why people say floor time is a waste of time, but the truth is, if you're required to take it, there's a right way and a wrong way. First, understand that floor time is a passive activity. You're waiting for the phone to ring. This isn't the way to riches. However, if you're stuck doing it, here's how I made the best use of the time:
1. Schedule clients to come to the office. Explain that you will be required to handle walk-ins and phone calls, but that you will do your best to answer their questions. Many people will be touched by your candor and will accept these conditions.
2. Practice a script for walk-ins and for phone-calls that are not routed to another agent. Use it to set appointments.
3. If you have no appointments and the phone isn't ringing, make calls. Cold calls, warm calls, client calls, whatever as long as it puts you in touch with potential business.

The temptation of floor time is to enjoy the camaraderie of the other people in the office and surf the net. Don't get sucked into that trap! Floor time robs you of time you could actively be seeking business. If you use it right though, you can generate business from it.

Answer 2

At my company, we do not get floor calls. We are strictly a referral based business.
Back when i was taking calls i remember its all about asking the right questions to get the appointment.
That is half the battle. If you can get to sit in front of them, you have a high percentage of getting a yes to either list, or use you as buyers agent.
Always ask for the appointment, use questions like
Agent :"what say is better for you and your husband, Friday or Saturday?"
Client: "oh Saturdays are much better for me and Joe"
Agent: "great, Saturday is good for me too, what time is better for you, 10:00 or 1:00?"
Client: "oh, im not sure, little john has soccer in the morning and we will be doing yard work in the afternoon."
Agent: "So it sounds to me that 4:00 will be a better time?"
Client: "Yes 4:00 will be fine."
Agent: "OK i will see you then."

Always be asking questions to get the most info you can, and always give them a choice so they cannot answer no.
See if i ask can we meet on sat, they could say no, we are busy.
But If you give them choices they will trap themselves.
There are plenty of books out there on the dialog to use when talking with a potential client.
Good luck
RE Agent,
Remax

Answer 3

There's dozens of sales books available at any bookstore or library, many of them written by people in real estate.

Library is free, of course, and would let you see more from different people faster. Go take a day off from the office and spend it reading. It will be worth 30 days of taking floor calls.