So..... Tell Me A Little About Yourself Says Me To The Caller

Florida is the #1 state for mortgage fraud and anyone that wants it, can get a PQ letter where buyer can fill in the amount they qualify for...whatever sounds good to them.

All buyers who are not qualified think that they can get financing with no problem, and expect the payments to just fit into what they have in mind.  While the price may sound OK to them by the time you figure in taxes, HOA and insurance, most buyers are surprised at the cost.

Financing is not the same as it was in 1970's and digging deep almost always changes the story.

I cannot afford to gamble with my fingers crossed...financing questions come before I put gas in the car. 

Eve

I like your approach, Martha!  And, because of your success we know it is working for you!

It does sound like a great way to lead into a conversation. I too like to meet them in the office first unless I have someone going with me.

I love this approach - tell me a little about yourself - that works in almost any setting.  Folks love to talk about themselves.

I'm amazed that there are actually people who don't ask questions even in this day and age.

Love and light,

Laura

Those open ended questions are always so good. People love to talk, and if there are things that you shouldn't know, you just know they'll tell you. Just let them talk.

If nothing causes a concern....you're good. 

Keep talkin'...

Martha,

I like your vetting process and I will adopt some of the helpful tips you gave!

Martha, that's genius! A simple 'open-ended' question is what it takes them to open up! Liked a lot - and will start using it in my conversation.

I like your approach.  I do make sure all of my buyers are either pre-approved or know for sure that getting approved won't be an issue.  

Martha, what a great, nice, simple open-ended question that works - and gets accomplished exactly what you want it to.  My scripts tend to get over-complicated at times - thanks for the great post!

Martha... these are great openings to conversation and the prospective buyer won't feel like they are being interrogated.

That actually sounds like a good way to do it.  Instead of asking blunt question it allows people to tell you about themselves which a lot of people like to do. 

Martha -- I like your approach -- subtle yet very effective. 

It always amazes my how little thought people put into looking for a home.

That's a good way to start a conversation, Martha ... I'm going to try it.

We have a similar style. I do the same. You can glean a lot of info by just letting them talk.

I've used "So, tell me about your situation" when I have a rental property that I'm getting calls on.  And that works wonders.  I like your simple approach . . . "So tell me a little about yourself."  

Interesting persective, I sometimes don't qualify people either if I get a good feel for them.  I usually develop a rapport with them after the first showings and then it's more comfortable to have them talk to a loan officer.

That's an excellent approach, Martha! Simple yet effective. I do like meeting people in person before committing to working with them.