REAL ESTATE 101: QUALIFY THE CALLER
REAL ESTATE 101: QUALIFY THE BUYER CALLER
Is it because sales are slow or agents have forgotten the basics? Either way it needs repeating and/or re-learning that you ALWAYS qualify the buyer Caller.
When a call comes into your office from the sign, internet or less frequently an ad, it is the real estate professionals duty and obligation to QUALIFY the caller. At this point they are merely a caller and not a genuine buyer. Until you have taken the time to collect the basic information and make a determination as to their qualifications to actual complete a sale they are CALLERS. We and the sellers BOTH want BUYERS.
I am hearing more and more listing agents NOT qualify the caller and letting these people into the listings....SHAME ON YOU. We have an obligation to our sellers to know exactly who is going through their homes and IF they have the financial ability to actual purchase. To that end you should NEVER let anyone into a seller's home without first:
- Verifying WHO they are. At the very lease you should have name, address, phone number and look them up to verify they have given you real information. If they come into the office ask for a copy of their driver's license.
- Verifying they are not contractually obligated to another REALTOR. I always ask them if they have a Buyer's contract with another agent.
- Getting their proof of funds if paying cash or having a lenders pre-qualification letter in your hands.
Now I know some of you are going to balk at this and to you I say...SHAME ON YOU!! Ask your sellers if they want anybody and everybody going through their home. Mr Seller can I let anybody into your home or do you want me to verify who they are? In this day and age with crime so rampant all sellers are going to want you to protect their property and their family by verifying who is going into the home.
Mr Seller, do you want only financially qualified people coming into your home? Or, do you want me to let in anybody who has an interest in seeing your décor?
You see where I am going? You as the professional have to keep in mind the interests of the Sellers and knowing who is going into the house, if they have a REALTOR and IF they have the financial ability to buy is fundamental REAL ESTATE 101.
Call Kelly Willey, Broker at Coco Plum Realtors for all of your
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