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Coaching Tip September 4, 2010 part 1

By Constantine Isslamow

Education & Training with RE/MAX Eastern Realty Inc. Brokerage RECO #4724381

September 04, 2010 12:53 PM

INITIAL APPOINTMENT

So congratulations, you have converted an incoming buyer call to an appointment. Now what?

    * Are you going to charge right out the door and start showing houses? I sure hope not.
    * Approach the buyer in the same fashion that you deal with a seller.
    * Do you have a buyer presentation? Do you have a buyer qualification process that you use?
    * Do you have a buyer questionnaire that you use? How do you determine the buyer's wants and needs?
    * Do you immediately connect your buyer with a loan officer to discuss financing options and a prequalification letter?

Next tip I will discuss showing the home. Until then I wish you all continued success.

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LaNita Cates

REMAX of Joliet - Joliet, IL

I NEVER charge out of my home when someone calls. That is such a huge mistake in my opinion because now that buyer controls YOUR business and time and expects this from you each time. I've had buyers say "I really want to see this house tonight" and I don't bend. They need to respect my time and schedule an appointment.

Sep 04, 2010 01:11 PM

Fred Hookham

Keller Williams - Milton, WI

I used to jump and run 7 years ago when I started in the business, but I found out it just wasn't very efficient. I still "run" meaning that I show houses on short notice, but only for pre-qualified buyers. Without a clear understanding of the buyers needs and proof of their financial abilities, we're all just wasting each other's time....

Sep 07, 2010 07:32 AM

Coaching Tip September 4, 2010 part 1

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