How a real estate appointment setter can benefit your business

What is a real estate appointment setter?

A real estate appointment setter books meetings between agents and potential clients, mainly through calls and emails, so agents can focus on selling.

• They call prospects, introduce the agency, and set up meetings.
• They handle clerical work like updating listings and answering emails.
• They keep the sales pipeline full so agents can close more deals.

A real estate appointment setter is a key role in the BPO industry. These workers serve many organizations in many ways. So real estate companies often farm out staff to book meetings between agents and prospects. As a result, the wider real estate machine keeps running.

The rise of the internet has driven steady growth in the real estate industry.^[1] So e-commerce is now a strong field for a real estate appointment setter to find success.

What does a real estate appointment setter do?

A real estate appointment setter is a salesperson who works for a real estate agency. Their main job is to set appointments for agents to meet potential clients.

The job usually involves three tasks:

• Calling prospective buyers
• Introducing the real estate company they work for
• Setting up meetings with field agents to discuss needs

Usually, they do this over the phone or by email. Like others in the industry, they must stay professional, friendly, and well-informed about the properties for sale.

They also handle many clerical duties. For example, they update online listings, answer phones and emails, submit paperwork, and order supplies.

The role is critical within the industry. Without it, agents would have a much harder time meeting clients and making sales. In short, a real estate appointment setter keeps the rest of the business moving.

Must-have skills of a real estate appointment setter

A real estate appointment setter must build these key skills.

Communication skills

Communication is the most important asset for this role. So setters must speak and write clearly, in a way people grasp fast. They also need to listen well and answer questions with care.

English is the most common language in the BPO industry. As a result, most applicants for this role already have a good grasp of it.

Interpersonal skills

You also need strong interpersonal skills to do this job well. After all, the role means dealing with people from all walks of life. So setters must build rapport with many kinds of customers. This means chatting warmly and using gentle persuasion.

Organizational skills

Good organization lets a setter prioritize tasks and stay focused. It also builds the discipline to follow through. In fact, success depends on juggling many projects at once. So being organized is essential.

Setters sometimes act as virtual assistants. For example, they follow up with clients, schedule meetings, and track listings. They also reach out to clients for commissions so on-site agents get paid on time.

Data entry skills

A real estate appointment setter often needs proficiency in data entry. So skill in Microsoft Office or similar apps helps a lot. This is handy when you track a large amount of information.

Besides typing documents, setters fill out other paperwork too. Sometimes, they also build reports or presentations with design skills.

Can accept criticism and rejection

Like any sales role, this one calls for a thick skin. So setters must take criticism and rejection in stride. They may not show houses in person. Still, they talk to people who may decline just as often as they listen.

Experienced setters know the goal is to weed out weak prospects. As a result, they focus on the right slice of the audience. In the long run, this method leads to more sales. So sales experience and the resilience that comes with frequent occupational stress^[2] is a real bonus. Strong cold calling best practices also help setters handle tough calls.

Benefits of employing a real estate appointment setter

BPO firms like MVP Asia Pacific provide the best real estate appointment setters in the market. With them as your provider, you gain quality resources and top talent. So they can manage your schedule and paperwork for you.

Get to know a few benefits of adding a real estate appointment setter to your team. For a wider view, see how real estate outsourcing supports growing agencies.

Make use of a different skill set

A real estate appointment setter is not the same as a real estate agent. So employers gain from using their broad skill set. These setters are excellent resources. They help agents who would rather not spend time on calls and scheduling.

Experienced setters are trained to reach out to new customers. They also handle many back-office tasks. As a result, the business runs more smoothly.

Increases efficiency

An extra setter can take on more work, so you save time. A skilled setter boosts efficiency in several ways:

• Reducing the time it takes to schedule appointments with potential clients
• Avoiding double- and triple-booking appointments (a frequent issue with agents)
• Allowing agents to focus on selling properties
• Providing an additional source of revenue

To sharpen this skill set further, review these proven appointment setting techniques.

Cost-effective

A real estate appointment setter costs less than hiring another agent. So the role is very cost-effective. They bring in leads who are ready to buy soon. As a result, you need fewer costly ad campaigns.

Many setters also work on a commission basis. So they get paid when they set up appointments. This gives you more prospects to convert into buyers.

Keeps sales pipeline full

Experienced setters fill your sales pipeline with qualified leads. So you get more sales chances without extra stress. A full pipeline is key to moving your company forward. In short, a setter keeps leads coming, so you can move to the next customer with ease.

Speeds up the sales cycle

A setter is a big help if you want fast sales. First, they find leads for you. Next, they book appointments quickly. As a result, your team can close deals fast.

A good setter also knows a ready market of buyers exists. So their skills help them spot these groups faster. In turn, the business keeps moving. Many agencies pair setters with outsourced real estate marketing to lift results even more.

Frequently asked questions

What is a real estate appointment setter?

A real estate appointment setter is a salesperson who books meetings for agents. They call and email prospects to set up client meetings. So agents can focus on selling.

What skills does a real estate appointment setter need?

They need strong communication and interpersonal skills. They also need good organization and data entry skills. On top of that, they must handle rejection well.

Is a real estate appointment setter worth the cost?

Often, yes. They cost less than an extra agent and keep the pipeline full. As a result, agents close more deals in less time.

Can you outsource a real estate appointment setter?

Yes. Many BPO firms offer trained setters at a lower cost. This gives you skilled support without the overhead of local hiring.

How does an appointment setter help a real estate business grow?

They bring in qualified leads and speed up the sales cycle. So agents spend more time closing deals. In turn, the business grows faster.

Key takeaways

• A real estate appointment setter books meetings between agents and prospects.
• Key skills include communication, organization, data entry, and resilience.
• The role costs less than hiring another agent and keeps the pipeline full.
• Setters speed up the sales cycle so agents can close deals faster.
• Outsourcing setters gives you skilled support at a lower cost.

References:

[1.] Steady growth. Muhanna, W. and Wolf, J., 2002. The impact of e-commerce on the real estate industry: Baen and Guttery revisited. Journal of Real Estate Portfolio Management, 8(2), pp.141-152.

[2.] Occupational stress. Chia, S.M. and Kee, D.M.H., 2017. Factors and Outcomes of Occupational Stress Among Salespeople: The Moderating Effect of Perceived Organizational Support. Advanced Science Letters, 23(8), pp.7833-7837.