What Is A Qualified Prospect?

So what is a qualified prospect? A qualified prospect is…

Now what you do with that qualified prospect is what’s most important. Once you’ve defined what a qualified prospect is, you must know how to handle them.

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Incoming Sales Calls: How To Handle Incoming Calls Like A Pro

So you’re on the road and you get a call. It’s a ‘zillow call’ that you’re not prepared for and don’t have information, nor do you have your buyer intake form on you. How do you handle incoming calls like a pro?

No problem!

On my private training site (which you can purchase below), I have it covered. So often we ask the same questions as real estate agents:
“Are you pre-approved?”
“Are you working with an agent?”

Well my incoming call “form” is more of a guide than a form. It’s a conversation and includes proven techniques to increase the callers interest in what you have to offer, even if you don’t have the information.

I constantly have to remind myself that I am a professional salesperson. My job is to serve the consumer or client but my “job” for me – is to sell myself and my services so that I earn peoples business, so that I earn money.

The words lost opportunity in the sales business are deadly and widespread.

My job on any phone call, is to serve the consumer but to also position myself as the person the consumer wants to do business with now and in the future.

The link below is the actual guide for an incoming phone call. And this guide was specifically designed for an incoming cold call from a consumer regarding anything. If it’s one of your own listings, then obviously you might modify steps 7 and 8 and move to step 9 and 10.

This tremendous dialogue is designed again, to control the conversation so that you are positioned as the person with the information the consumer wants. Remember this, people are calling and have only one interest in mind – themselves.

Notice closely on this guide for incoming calls, you do not once talk about yourself until the end and you’re still just giving information. Information is what the consumer wants. A few quick qualifying questions in step 3 gets you to know the caller quickly. Step 4 is great because it creates an introduction to meeting with the caller for an appointment – and not necessarily a showing appointment on the wrong house (over 50% of all incoming sales calls in general, are targeted at the incorrect product/service).

Here’s the link: http://www.private.tommcgiveron.com/wp-content/uploads/2015/10/Incoming-Calls-Buyer.pdf

If the link doesn’t open up, text me at (631)831-9048.

And if you like what you see, don’t forget to purchase access to the entire private training site filled with tons of dialogues, training videos and other goodies.
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BangThePhones – Tip #17 Powerful Greeting In Sales

I’ll probably do a video on this topic but this is money-in-the-professional-skills-bank.

So often I hear sales people take a phone call or make an outgoing call and they’re so used to handling things the same way they have, that they miss out on the opportunity to give the person on the phone a powerful greeting.

A powerful greeting isn’t being overly excited or loud or boisterous and it’s not about getting information on the caller like, “are you pre-approved for a mortgage”.

Lazy habits create lazy results. I’m so guilty of this as well. Definitely guilty as charged!

So what is a powerful greeting?

There are 3 key components. One of which, I will share here and it’s the basis for the rest of the conversation (and all other conversations thereafter).


The first rule of sales is, always agree. Always agree!

Now how does this become part of the power greeting you ask? Simple – when someone calls on a property lets say. It’s your listing, it’s not your listing and it’s a zillow lead, whatever – doesn’t matter.

What is that person looking for? What’s the one thing that person is looking for? What’s the one thing that every single person who calls you is looking for?

If you don’t know the answer to that question, you’re in deep trouble. Call me to find out – (631)831-9048.

Okay so maybe you know the answer or you don’t. Either way, agree!

So I might say to the person, “No problem. I’d be happy to get that information for you.”

Now what did I do there? Did I blurt out the answer to their question. And stop for a second and think about something; If a person is calling you or sending you an email about something in the initial phase of the purchase pathway, why are they calling you or emailing you?

If you don’t know the answer to that vital question, you’ve got to call me. Seriously. (And I’m not going to sell you on anything – I’m a real estate agent I’m too busy to try and sell anything else! lol)

So assuming you don’t know the answer to that question or the previous one, it still doesn’t change the foundation of the power greeting – “Absolutely, I’d love to get that handled for you sir.”

Now of course the next 2 steps are vital to your sales effectiveness.

Fill in the blank here: He who ______ the questions and _____ _____ ________, is in control of the sales process (without taking _______ away from the consumer).

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Incoming Call Greeting Tip #12

Too often, we all answer the phones on-the-go. Whether we’re in our car, between appointments, eating lunch or dinner, out on vacation, where ever.

If you think about it though, how often do we not give our full attention to the incoming call? On our team, I’ve designed a 10 point questionnaire that move the caller to an appointment. So no matter if you’re getting a call from zillow on a property you have no information on, or a call on one of your own listings, you’ll be able to help the caller.

Number one on the questionnaire is a strong greeting.

This video gives what appears to be a simple tip, but it’s one that is not as easy to implement. I challenge you to watch the video and take seriously, your effort to implement this one change in how you answer the phone.

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BangthePhones.com – Tip #11 Professional Voice Mail Greeting

I posted this video and it’s got a great tip on how you have to have a strong professional voice mail greeting.

I think too often, real estate agents don’t put a greeting on their phone and that’s not good for a few reasons:

1. People forget who they’re calling.
2. It’s unprofessional as a business to not have a greeting for customers
3. Other agents or customers who are just calling back from caller ID may not bother to leave a message.

Remember, we have to take every opportunity to sell our names. No voice mail greeting is an unacceptable selling practice.

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10 Rules of the Phone

So when you get a call on your cell phone while driving, quickly take call-back information and tell the caller you’ll get right back to them OR if you don’t recognize the phone number, do not take the call. Let the caller go to voice mail so you can return the call with full attention.

Whether receiving or making an outbound call, be prepared or get information on multiple options for the caller. Never focus on one property, or one piece of information.

Don’t give up. Don’t stop calling after 2 or 3 phone calls. Never quit.


If calling a business, leave a message with the “gate keeper”. Go back and call again to speak with someone else. When calling, ask to speak with an alternate person in charge. Talk to as many people as possible.

Ask for an alternate contact method.

If calling a home or business, always ask what the best time and number to call on. Never ask, “Can I…” – but rather ask “What is…” or “How would I…”

Again, using the “what” rather than the “can” question method.

If you’re emailing them, then follow up with a call about the email and vice versa. Additionally, if you’re on a cell call or any call if you have their cell phone, follow up with a text – “hey great to talk with you.” (and include your contact info). If you’ve called them on their home or office phone – see number 7.

This is number 10 for a reason, it’s saving the most important for last. Without a great attitude – 1-9 doesn’t matter. Of course they’ll help promote a better attitude, but at the end of the day – a “can-do” – “100% committed” POSITIVE attitude – will carry you 90% of the way. I work on my attitude constantly and have people in my life that set me straight. It’s EASY to be negative like everyone else.

Keeping a successful outcome in mind – this is huge. Keep in mind the outcome you want to produce in each and every call or contact.

I always try and remember three things when I’m on the phone – taking or making a call:
1. I try and quickly evaluate the monetary benefit of the call (if it’s about a $300,000 house, this call is worth potentially $9,000). Hello!

2. This call may be my 30th or 80th call of the day, but for the person on the other end of the phone – this is their 1st with me – and they deserve my absolute best. They don’t know (or care) about my 79 other calls. They are interested in what they are saying so I must be interested in what they are saying.

3. Be interesting. Yes – be interesting on the phone. Number 2 – is be interested. Number 3 – be interesting. I want to be interesting (without making the call about me) because I want to make an impression on the person I’m speaking with. Even if it’s a client I’ve spoken with 100 times – I want them to know I’m all-in and that I’m willing to go all the way for them.

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Calling Buyers

This is just a video of me making follow up phone calls. This is an example of what a buyer agent on the team will be doing. Call me!