How much time do you spend with a potential client before you meet with them? Qualifying someone who wants to sell their home is important. We can gain so much Information before touring their house. This past week, I was out on several listing appointments and spoke with several more people thinking about selling. Gathering information is essential. If you don't know what the person's wants and needs are...how in the world can you help them. Yesterday, I had a relative call about a family member. They were interviewing me to see if I was a good fit. No matter how close you are to a relative, your needs are different—my suggestion to meet and have a conversation. Instead, I called the potential seller. We spent well over an hour asking each other questions.
My questions:
Why do you want to move? Where will you go? Tell me about your house? When do you want this to happen? Are you aware of the sales in the neighborhood?
At the same time, I was researching. I knew when they purchased, for how much, taxes, mortgage information, and comparables in the area. This home is a brick rancher with a two-car garage, finished lower level with a 4th bedroom, full bath, and a walkout. It could be an at-home office or guest suite.
And if you have been listening to me...I have buyers for ranchers in all price ranges.
Their questions:
Have you sold in my neighborhood? Do you know my area? What do I need to do to get my house ready to sell? Do I update the kitchen and bathrooms? Can I sell it 'as is?'' What if my house sells before I find my new residence?
We agreed to speak again during the week and set an appointment for me to view the home.
Again, so many questions, finding out if the seller is comfortable with me, if the relatives have concerns, and not rush into this huge decision-making process.
When we do meet in the next couple of weeks, we can address these questions and concerns.
Get the information before the appointment.
Thinking of selling your home
Call Margaret Rome
Comments(16)