When is a prospective buyer not a client?

These are troubled times, true. But does that mean we will value our time any less?

When is a prospective buyer NOT a client?

SCENARIOS

• WE WANT TO SEE A PROPERTY NOW. Prospect calls at 1 pm, and want you to show a property in a few minutes because they're standing in front of a property they'd like to see it. 
  • You ask how they heard about it, and they say they received an email notice from another agent.
  • You ask why not have that agent show it to them. They say they don't have a relationship with that agent, and just gets these notices
  • You ask if they're pre-approved, they say yes. But hesitate when you ask by whom?
  • You tell them you're not available at this time, or that the property needs 24 hours notice. So you ask to call or email them to set up another time. They'll give you a phone number, but won't give the email. Or they'll give you an email, but not a phone number. Or they say they're only available today.

• WE WANT INFORMATION NOW. Prospect calls about a property and would like more information.
  • You ask the usual questions, including whether or not they'r working with an agent. They say yes, they have an agent, but he's out of town, or busy at the moment, or they don't want to bother him. HUH?

• DO YOU HAVE A LIST OF HOMES FOR SALE? Prospect walks in during your floor time and wants to see a list of all homes for sale.
  • You tell them that home prices range from $200K to $1.5M in your town. So what budget range are they looking at? Blank look.
  • Or they tell you they'll know it when they see it. 
  • You tell them you'll be happy to print information on certain properties but you'd like them to sit down with you to go over their requirements. They say they can't stay, or that someone is waiting in the car.
  • You ask to get their name, number, email address so that  you can alert them via email notification. They wlll give you some, but not all the information you request.

• YOU GIVE REGULAR UPDATES BUT....So you got the critical information. You know what they're looking for. You even managed to show them a few properties. You regularly communicate via voice mail and email. You even send notes from time to time. For a while, they were gung-ho about the search....and then it happened.
  • They tell you they've postponed looking for a while. or worse,
  • They don't return your calls or emails

In my opinion, if a prospect isn't willing to spend the time, or give you critical information about themselves inspite of your efforts to build rapport, then this isn't a client.

NEXT!