Hey, folks -
You know, I hear it's only 10 degrees in Chicago - with up to seven inches of snow due by Tuesday afternoon. Sue and I are getting spoiled her in Atlanta - sunny and upper-50's! All good things must come to an end, however - we'll be back in Chicago on Valentine's Day, after Keller Williams Family Reunion 2008 winds down.
Tonight, at dinner, we had an old-fashioned agent mastermind to discuss the very important task of better qualifying buyer and seller leads in today's shifted real estate market. These two sets of questions will form the basis for what Dean's Team members will ask prospective clients you seek our services, from referral, from the web, from expired or FSBO's, or other sources.
Taking part in our Dinner Mastermind Monday night at Wysteria Restaurant in the Inman Park Neighborhood of Atlanta were Nancy Tallman, and her Assistant, Kathleen Fisher, of the Keller Williams Market Center in Park City UT, Maggie Finnegan and Paulette Bezazian of Keller Williams Fox Realty, our office, in the Lincoln Square Neighborhood of Chicago, and my wife, agent and Team Member Sue Moss.
Here's a compilation of our pre-qualification questions - to be asked a prospective buyer or seller client BEFORE we meet with them for the very first time. Tonight, we'll talk about qualifying BUYERS; SELLER QUALIFICATION QUESTIONS will follow.
Questions not listed in interview-order.
FOR PROSPECTIVE BUYERS
1. Thanks for contacting me! May I ask how you came to me (or "Our Team")?
2. If referred - I'll have to thank (xxxxx) for referring you to me. Can I ask, if you don't mind, what (xxxxx) had to say about me (us) and my (our) service.
3. Are you currently working steadily with another real estate agent? Have you signed any contracts or agreements requiring you to work with another agent?
4. When are you planning to move? Is this move OPTIONAL, or MANDATORY?
5. Is this the first time you will be purchasing a home?
6. How much have you saved up for your down payment?
7. Do you have a target total monthly house payment in mind? Do you know what this translates to in terms of purchase price range (if not, we can help you determine a comfortable price range).
8. Do you need to sell in order to buy?
9. Do you have an apartment lease? When will it end?
10. If we found you a house tomorrow that absolutely satisfies EVERY ONE OF YOUR NEEDS, is there anything stopping you from buying it tomorrow?
11. Specific questions on layout/location needs. Instead of asking, "How many bedrooms do you need?" or "Do you need two-car parking," ask "How large is your family?" or "do you do a lot of entertaining?" or "do you have any pets requiring a lot of room?"
12. Have you spoken with a lender to help you determine how much you can afford? Or, are you paying cash for your new home?
13. Do you feel it necessary to be loyal to the specific Buyer's Agent helping you find your new home, or will you be shopping around for possible agents, and perhaps also calling on your own?
14. Are School Districts an important part of your purchase decision? Why or why not?
15. Can you come into MY OFFICE to set the foundation for our work together? Which day would be easier for you and your spouse - this evening, or tomorrow evening.
Please - add your suggestions. Let's refine this "Buyer Qualification List" for each other, and any new Team members we all may add to our organizations.
Thanks!
DEAN & DEAN'S TEAM CHICAGO
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