10 Second Qualification
After you have found out why they are calling, the next words out of your
mouth need to be…
1. “WHEN were you thinking of making a move?”
This question will give you an immediate idea of where the caller is
in terms of A, B, or C client.
2. “WHERE are you getting your financing from?”
This question should be on the top of your list of questions.
The answer will let you know whether you will have your mortgage
broker contact them or not.
NOTE - Never give up control of your business, such as letting the
potential client contact your mortgage broker. Offer to have your
mortgage broker call the prospect.
3. Other questions:
• Do you rent or own ?
• If I find the home you are looking for, are you ready to buy?
• Do you have your deposit money readily available?
The answer to the questions will allow you to effectively decide
how qualified the prospect is. Categorize them from A to Z (Buyers
System).
Prospecting for buyers is one of the best ways to find sellers.
Buyers that call in are often the best sellers, depending on the price
range. (They often will have a property to sell before they can
purchase another property.)
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