In real estate it is extremely important to screen your leads. Why? So you know whether you are working with a ready, willing and able buyer or seller.
We seem to spin our wheels and waste hours on end with a potential customer to find out they either did not have the need for our services or they were never qualified to utilize our services. Has this happen to you?
Create yourself a lead sheet
A lead sheet is a form you use on every buyer and seller prospect. Even if you are seasoned there are occasions I have been at a loss for words.
Now a lead sheet does not guarantee a sale but it is the vital information to determine whether you are actually dealing with a ready, willing and able buyer or seller.
It helps you to keep the conversation flowing and a record of the information needed to determine if they will be your customer.
Sometimes conversations are lengthy on personal matters that we get sidetracked and forget to ask the most important questions.
Believe me once you start asking questions they may answer many of the other's on their own.
Be ready and expect to ask these questions off and on and in no special order throughout the conversation. Probe....Ask...Question....
If you dig deep and ask thought provoking questions you will get the answers you are seeking.
What should be on a lead sheet? What kind of questions should we ask?
OK, you need to get the obvious from the get go: Contact info in case you get disconnected! Name, best number to contact....Beds/ Baths, Area, Condo, House or Villa..I think you know the basic information...now let's rock!
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