Screen Prospects - Lecture 5

Screen Buyers

When you have a listing, you will get buyer inquiries. While answering them, you need to determine if the buyer is qualified. Screen to find out if this is a person you want to spend your time working with. You will need to make sure they serious and motivated.

When you get a call, keep a communication log with the call. This will allow you to go back and look at your notes so you don’t forget anything. You want to answer their questions, but also find out about them. When you talk with them for the first time, you will want to find out how they heard about you. Was it a sign on the property, ad in the newspaper, online ad, friends told them about it, or did they attend an open house?

Find out if they are working with an agent or REALTOR already. Next, determine the 3 criteria: serious, motivated, and qualified. Being qualified means that they are already working with a mortgage lender and they have a pre-qualification letter of loan approval. Motivated means they have an incentive to move. And serious means they are committed to the process.

Lastly before you arrange the buyer intake meeting, you will need to find out 3 items so you can be fully prepared when you meet them. Explain that you will be going over all their needs when you meet, but would like to get a high-level understanding of what they are looking for. You will need to know their price range, the zip codes they are interested in, and number of bedrooms preferred. You will use this information when you are preparing for the intake meeting.

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