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I'm Guilty! I Refused To Show Springfield Mo Real Estate!

Yes, I guilty. I plead GUILTY! I refused to show unqualified buyers houses in the Springfield Mo real estate market. I see "DESPERATE" written all over their faces and in their voices.

When I make an appointment with a doctor, lawyer or even an accountant, I know that I'm going to meet with a professional. Am I prepared to pay? You betcha! So why would you expect me to drop everything I'm doing to open a home, when you are not qualifed to buy? I'm a professional, too.

I've been selling Springfield Mo homes for twenty years and never in my career have I been confronted by so many phone calls begging to be shown homes by unqualifed buyers. My sellers request I show qualifed buyers only. They too do not want someone going through their home, if they are unable to buy.

Here's how easy it is to buy a Springfield Mo home. Springfield Mo Real Estate Sold

First, call me. I'll contact your lender or offer a list of lenders that I recommend.
Second, once you are qualified, we meet once more and eliminate the homes that you do not want to see. By the way, I'll also offer Buyer's Agency to you, unless you want me to work for the seller. If that is the case, don't tell me anything you don't want repeated to the seller.
Third, we now get in the car and preview the inside of the homes that are on your list.
Four, we go back to the office and write an offer on your favorite home, after checking to make sure the home is priced right. Checking out prices, keeps us from writing a "LOW BALL" offer that doesn't get accepted. Listen to me. I'm your professional. I do know the market.
Five, our offer is accepted. Inspections are completed. We close within 30 days and TAAA DAAAA.......you just bought your dream home.

Now, how simple is that? It's called buying Springfield Mo real estate, the right way. Thank you Mr and Mrs Home Buyer for having confidence in my years of experience and allowing me to assist you.

The Rest of the Story!

Kay Van Kampen is a local Realtor serving Springfield, Ozark, Nixa, Rogersville, Republic and surrounding areas in Greene, Christian and Webster Counties in Missouri. She is ready and available to help you with all your Springfield Mo real estate needs. To contact her go to www.kayvankampen.com. If you would like a free list of homes for sale in this area/neighborhood, would like more information about Springfield, Ozark, Nixa, Rogersville, Republic, Willard and surrounding areas or would like to be the first to know about hot new listings before other buyers do, then give me a call at: 417.839.4534.

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RE/MAX Solutions www.kayvankampen.com Springfield, MO, 65721

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Posted by Kay Van Kampen, CDPE, Broker, Springfield Missouri Real Estate on 02/09/2009 10:41 PM

Comments (93)

How to Buy a Home in the Home Buying Channel

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Originally posted at: Springfield Real Estate Chatter: I'm Guilty! I Refused To Show Springfield Mo Real Estate!

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93 Comments on I'm Guilty! I Refused To Show Springfield Mo Real Estate!

FEB

Good information, Kay - you should post this in the Real Estate Rookies Group. I have similar guidelines for prospective buyers and cringe when I see agents hop into the car with someone the first time they meet, without learning anything about them except that they want to see a house.

Kay, way to go! Money doth not grow on trees. Time, gas, and professionalism is all worth money. Desperation doesn't buy a thing. Good call.

Later in the rain~DEB

You are not alone-- we also are getting a lot of people coming out of wherever who are not qualified and who want to buy -- a sign of the times .

Kay, there are still surprises in store when a buyer is prequalified. I won't go into details, but I hit a snag today.

Kay: Great post.. I agree 100% here.. Buyers need to get pre-approval if they want to go see homes

Kay - I really appreciate you simple straight forward approach to taking care of business.

...what an excellent post Kay !

Makes total sense to me, especially when many of us are frantically busy, those type of showings are really non-starters.

Good policy you have !

... and nice post :o)

Cheers !

Sheldon

Kay,

I couldn't agree more. People want instant gratification and do not want to wait.

Good call - I had an agent come in today who has someone who wants her to help them find a rent to own home. Why are they moving? Because they are losing the home they have owned for over a quarter of a century. He asked my agent if she could list their house (the sheriff's sale was already held.) Did I mention that he is charged with felony bad check writing and he drives a brand new luxury SUV??

I advised her to walk (actually run) as fast as she could from this person. What a waste of time.

Keep it up!

Time and effort are the commodities that we have. Why waste them on unqualified candidates? I have a similar - albeit slightly different - approach. I will sometimes do the first day of showings - but won't do the second if the person isn't prequalified.

I totally agree with you! I'm a younger agent but feel grateful that I've learned this at an early age....

I think that your method of showing property makes sense. Buyers have to be qualified or it wastes everyone's time, including the buyers'.

FEB

I have three words for "buyers" who won't get pre-qualified before touring homes..."bye, bye now!" I have three words for Buyers who are qualified, have proof of down payment, good FICO, a job (!)..."buy, buy now!"

Kay, I love your post and I love your "signature box" that describes your services. I can tell you are a pro. Best wishes and happy selling.

I would love to be a fly on the wall when realtors have to have these conversations.

Qualify your buyers, I've done quite a bit of commercial and we were always pretty hard on buyers. Running around after them is a great way to go bust because they will show you no loyalty most of the time.

Sock it to them. Let the looky loos go to open houses I say!

Great stuff, Kay! It's all about getting your buyers pre-approved up front! Thanks for the post.

I could not agree more Kay. I actually did a 90 minute talk on this in Orlando at NAR. Problem for most agents is that they do not know how to present this concept especially in dual agent states that allow them to represent both sides and double their risk and exposure to litigation. I always remember my dear departed Irish Mother who told me "it's not what you say but how you say it". Your approach is 100% the best deal for all involved, especially the buyer.

Kay and that's a wrap! So true when you mention wasting time with unqualified buyers and just aggravating the seller. Great read and happy blogging to you!

BRAVO! Imagine the difference we could make in improving our profession's image if ALL REALTORS operated the same way. THANKS for your leadership!

Ok so now you are actually requiring them to qualify. You don't enjoy playing tour guide or something? Guilty as charged!

Kay,

You're running a business like it should be run. It's never made sense to me to show homes to buyers who weren't qualified to purchase them.

Rich

grat job - I learned the hard way after wasting time to find out they could not get a loan - will never do that again! why get their hopes up on something they cannot have??

Gosh, I'm the lone voice in the wilderness, but I'd be tickled pink to have a bunch of not-yet-qualified buyers burning up my phone lines. Will I show them houses? You betcha. At least once - I'm not so busy that I can't spend a few hours making a new friend who will probably buy a house someday (and I'm happy with a paycheck six months or a year from now). Besides, how many friends does my not-yet-qualified buyer have? A bunch! Any of whom could lead me to lots and lots of paychecks! If nothing else, I'll learn a little bit about my market that I can use the the already-qualified buyer who stumbles in my door later today.

It's weird - we advertise, market and promote ourselves hoping to attract buyers, but when they show up, we turn them away if they aren't 100% ready to buy. I'll not risk losing a perfectly good future buyer by shooing him away to talk to a lender before we've built some rapport. If that means showing houses, knowing he won't be buying that day, I'm happy to do so. And besides, you never know - the buyer could fall in love with a home and find a way to make the purchase happen. I'll not make that decision for a seller - if someone wants to see my listing, qualified or not, he'll see it. I believe that is serving my seller best.

I really like this post, Kay. It shows the series of events to successfully buy a home and good for you requiring that pre-approval first. Almost any time I have not done that I have come to regret it so I do have my buyers talk with a lender 1st...it is really in their best interests to know not only what they CAN spend but what they WANT to spend before getting emotionally attached to a home.

Nice job on this post Kay. This is a very good business model.

Kay, we don't take unqualified, pre-approved buyers out either. What a waste of time. It is so easy to get them approved, then we are looking at homes they can afford.

Kay, I agree with you. I need to know they are at least credit worthy. I'm happy to sit down and speak with them and try to get them preapproved, but as far as driving them around, not so much...I have friends in Springfield! Beautiful city :) My best friend is from Stockton also!

GREAT job....too many soon to be unemployed realtors take anyone, anywhere with no clue of the financial status of the buyers...show me first your pre-approval...and not from the internet !

Hi Kay,

I feel your pain. And I agree...when I go to the doctor, I do expect to pay. It's what you do when you're working with a professional. But what really irks me is having to provide proof of insurance to the receptionist on the phone before they schedule my appointment. I've known my doctor for years, and when I complained about this new screening practice, his response was "I guess I thought a pit bull out front would make my collections easier". But I've known him for years...and it just annoyed me.

The problem is that the public doesn't see us as the professionals that you and I are, and we're tired of it. I get this. Unfortunately, I think that as an industry, we brought this upon ourselves. We allowed too many new agents to go with only minimal supervision, and too many limited service brokers to reclassify their services as the same that you and I provide. The public feels like we're all the same, and they don't always see the value in our experience. But I'm not sure that putting a pit bull out front is the answer either. For me, the pre-qualification is always a timing thing.

When I was still actively selling, I found that my conversion rate went way up when I started offering a 1 -2 appointment "trial period". During this time, we could feel each other out. They could see how I worked, and I could determine whether I wanted to work with them (and honestly...sometimes, I didn't). But if we were in mutual agreement that we could work together, then I would set the proper expectation for continuing our business relationship. For me, this always included getting pre-approved by a known and trusted lender. I had very few clients balk at this request. In fact, I find that this kind of trial period makes it WAY easier to get buyers to enter into a buyer's agency agreement...which is optional in my state.

What really makes me nuts as a broker is to hear my associates turn away leads at the opportunity desk by pushing too quickly for the pre-qualification. We can get it in a reasonable timeframe. Kay, you are absolutely correct...I never want to see people wasting their time with unqualified leads. But I think that a brief "trial period" is a good bridge to a suspicious public.

I have found when I explain the stages as clearly as you have stated in your post, a motivated buyer asks "do you have a list of mortgage people or do I find one on my own"? A looker will say, "the agent down the street will show me houses without all this", I say, "great, enjoy your trip". AND I know I did not lose a buyer, I just did not waste my time, gas or energy on a wisher-looker. :)

Good post , Kay.

I am happy for any client... here is why... I work right away with the qualified, and I set the 'unqualified' up with a credit coaching company. When they get cleaned up and are ready to buy, then they send them back to me! It creates a win/win all the way around.

I'd-be reluctant as well...I mostly work with listings so I really try to get some sort of info on a buyer before we waste their time and ours.

Qualifying the buyer and getting a buyer agency agreement is so important. I find buying a home to be more intensive than listing a home. Let's not get taken advantage of.

Good for you! Unless and until we learn to respect ourselves and our time, it's for sure the public will not!

Mary

The only way I will show homes to unqualified buyers is if they come to an open house. I carted too many around early on. Some people need hobbies.....

Good for you! We have to remember that although we are hired by our clients, the "hiring" is "mutual" and if clients do not complete the tasks assigned (like getting pre-approved for a loan) then not only should red flags be going off in our heads, we should question and find out why they are not doing the task they've been assigned. Remember that we can "fire" our clients if they don't cooperate. If we value our time, then maybe the clients out there will begin to as well.

Smart! That is how it has to be. Otherwise we will ensure our own demise, and burn out chasing non-business.

Kay - excellent. That is how it should be done. This market has spawned so many folks interested in getting the deal of the century but wiht more restrictve mortgage lending, moany do not qualify. What a waste of time for me, them, and the sellers (my own or others).

Jeff

Great approach which can occasionally go awry.......If all closings were that smooth there would be double the number or Realtors. Sometimes you have to run for the fences.

Kay you are right on with this. Wouldn't it be wonderful if all us professionals did business this way. Great post!

this is a tough one, as we have (all of us) way too too much time on our hands, and are tempted to get anything we can going

Right on! I also refuse to show buyers that aren't pre-qualified. If curious people want to see houses, they can look into Craigs List or other ads that have "Open House". Time is money...don't waste ours.

Great post! Nothing is more frustrating that someone expecting you to waste your time!

Great post, Kay! I was guilty of meeting with unqualified buyers, but last year, I REFUSED to let them in my car without a pre-qual letter. Yes, I lost a few, but honestly I probably saved my time, energy and gas!

I have to disagree with some of what James has to say above: "as we have (all of us) way too too much time on our hands". Not everyone - I and a couple other agents in my office have been incredibly busy since December...even scheduling into March already. The purchases aren't large dollar amounts, 'cuz they're in the "slow moving" category. The Under $250,000 market segment is hot...and the Under $150,000, truly en fuego!

Back to the issue at hand: as a standard of practice, I like to meet with clients at my office for the first time. I set the expectation that it is an initial consultation, where we can sit down & find out where they are & what they know about the buying process, how long they've been considering buying and what their wants/needs are. Part of the initial consultation is asking the potential buyer about their potential needs 5 years down the road.

At the end of the meeting, I ask them if they would like me to represent them as their agent then ask them to hire me with a buyer/broker employment contract. If they haven't been pre-approved already, I provide them with contact information for the Mortgage Professionals that have been good with clients of mine in the past, and schedule our next meeting to look over the properties that they are interested in.

By slowing things down a little in the beginning, the best interests of the client are addressed and reasonable expectations are set. The buyers know more about the process & what the agent will do for them...and they can choose to use my services or not as a professional, not just some "Yahoo" that sat their tail in a licensing class for 90 hours or so, who will jump at the first sign of interest in the hopes of some fast money.

Being able to have this inital consultation isn't always possible, but the more I practice my profession this way, the less time I waste...and the more success I have.

Kay,

Perfect!.... now if ALL REALTORS responded in this manner, we could TRULY be considered PROFESSIONALS!

Thanks<

Kathy Opatka Re/Max OCEAN CITY, MARYLAND

That is the right way to do it. If only they could all be that easy.

Gosh, Kay you mean I actually have to QUALIFY to buy before we go riding around in your car and you take me out for a nice lunch???

What sort of Realtor are you???

Sounds kinda like my kind; good job.

Now that seems like such a simple process...Oh, it is if, and only if, followed!

nice, we need more agents like you, would save everyone lots of time and most of all... money.

thanks for the post

I think more of us should be this brave to make the hard call. We need to demand the respect that other professionals demand and we will not only do sellers a favor but you will also do your fellow agents a favor too.

GREAT BLOG, WE ARE NOT DOING THEM ANY FAVORS BY SHOWING THEM HOMES THEY CAN'T AFFORD! I HAVE FOUND THAT A LOT OF BUYERS ARE WANTING TO GIVE EXTREMELY LOW BALL OFFERS, WHILE I FEEL IT IS MY DUTY TO PRESENT ANY OFFER AND TO NEGOTIATE FOR THE BEST PRICE, I DO NOT WANT TO WASTE THEIR TIME, THE SELLERS OR MINE.

If we can't hold ourselves to a higher standard, how could we expect our potential clients to?

I couldn't agree with you more. We have had buyers call and get very aggressive and even threatening when we refuse to show them homes because they are unwilling to get pre-qualified as a minimum.

Unreal - I'm glad I'm not the only one dealing witht his.

Good five points to not wasting anyone's time...especially YOURS.

So many people don't understand the process of home buying. THANK YOU for this post. Unqualified buyers, as much as they'd like to buy, are wasting theirs and our time. Good luck!

Just be careful to apply the same strict standards to everyone so that you do not appear to be violating the fair housing laws and to communicate that this is how you ALWAYS act. In the DC market with testers out there, you have to be very careful to be consistent. I know you are not suggesting any activity that would violate the Fair Housing Laws, but there are people out there waiting to pounce for the possibility of the least misstep.

In this market, we become desperate for buyers. Every phone call on a listing is a ray of hope. We always ask if a buyer has been pre-approved in the first conversation. Most of the time, the answer is no, but "...I'll have no problem." We will usually do one showing and insist a them getting pre-approved before we'll take them out again. We will suggest a mortgage broker we feel comfortable with or suggest they go to their regular bank to get the ball rolling.

A pre-approval is not a guarantee of a mortgage, but at least it sets the stage.

Enjoyed your post. If the buyer's not qualified (or even worse, can't qualify), it's a waste of time for everyone.

Kay,

Good for you...time is money. Wise to not waste yours.

I understand how you feel, here in NYC we have to show our listings everytime a buyer or agent calls. I prequalify buyers and agents, half the time an agent doesnt know how to prequal their customer and I have to do it for them to make sure this apartment fits their basic criteria. Running around the city and then having tbe buyer walk in and out of the apartment w/o saying a word is extremely frustrating.

Good for you for setting your boundaries!

Kay, Great point - Life is to short and time is the only commoditiy that we have. Thanks for the reminder of how to be a true professional.

Foreclosures In Kansas City

Aaron Wright

Kay-

Thank you for this post. Unfortunately, I learned this the hard way!

Kay, I like your approach. i wish all buyers would read it!

Kay I hear you loud and clear. I would not be showing homes to an unqualified buyer either!

The whole reason we hold a public open house is to get all those snoopy not-so-serious people through, and then hopefully some serious ones. We absolutely believe in qualifying buyers before we show properties. Infact, we prefer to have them come to our office for a 15 minute meeting to discuss the whole buying process. So far it's been working okay.

Kay, if we all adhere to the same standards, buyers will get the message that they need to get pre-approved for a mortgage if they want to purchase a home. We need to remember the Fair Housing Act, too. Also, you presented the Buyer's Agency in a no-nonsense manner. Sometimes I tend to go overboard when explaining it. Thanks for sharing your expertise.

Great post...we, the professionals, need to teach buyers that this is the way the business works...each and every time!

Great post Kay and very relevant in today's market where credit rules have tightened, etc.

Kay, I agree with everything you just said. You are a true professional in every sense of the word. They must come WITH the pre-qualification letter in hand!

Join my new AR group and post your blog at http://activerain.com/groups/virtualoffice

Regina P. Brown

Good for you and very well said. It's interesting how people approach this. I have a buyer who keeps going back and forth interviewing Realtors but never gets anything done. Just takes up a lot of time asking questions and getting free rides. Is pre-approved, but it's almost like not having a buyer...

Time is hard to replace with people that can't buy homes because fo credit issues.

So True!

Margaret, I took your advice and added the post to the Real Estate Rookies Group. Thanks.

Deb, I could easily be one of those desperate realtors, but I'm too busy working good buyers.

Bob and Carolin - I'll be glad when these rough times slow down.

Vicki, hope you were able to overcome the snag and close the deal.

Roland, I love prequalified buyers. They really want to buy a home.

George, It's taken a long time for me to stop wasting my time on the wrong buyer.

Reading the comments posted, I see I'm in the minority, but I believe that taking someone out once or twice (that is my limit) before they have a pre-approval is fine. They want to see if you're a good fit and you want to establish a relationship so that they trust you with one of the biggest financial decisions of their lives. Even if at the end of the day, they don't qualify, they've learned enough about you so that they like and trust you (hopefully) and will remain a good potential buyer and a source of referrals. Just my two cents.

Kay - rock on ! It is great to put that value on your time and not just run out to show any home to any buyer !

Sheldon, thank you. If we could help everyone, real estate would be easy.

Brenda, we've allowed these buyers to dominate too much of our time. Let's help the buyers that really want a home.

Becky, hope your agent took your advice. Our focus is sometimes blurred because of our need to succeed.

Ryan, I agree with you. I try to ask as many questions prior to going to show the first home. If I've lost a buyer, because I failed to ask the right questions, shame on me.

Jeffrey, glad to see you learned faster than me.

Christine, I don't want the buyer disappointed either. I'd rather see a buyer surprised to know they are able to buy a home.

John, thank you. I like your way of doing business too.

Tom, I guess I've learned not to be a "wheeltor".

Sharon, I know all buyers aren't loyal. That's what makes this business so hard.

Garreth, great idea. Let's schedule unqualifed buyers open house extravaganza once a month. Maybe we could convert some of them.

Great Post! So many people waste their precious time, money and energy on people that are not commited enough to do the thing they should do first, get a pre-approval... If they are not commited to taking that step first then how truly commited are they going to be to you when you have spent three days showing them homes and on a Sunday they walk into John Doe's Open House?

JB, I depend on lenders to qualify buyers for me. A few simple questions really makes our job easier.

Directors Realty, educate, educate, educate. It sure doesn't hurt.

Jason, part of our employment agreement with sellers is to show qualifed buyers only. We sometimes forget who hired us.

Green Parachute, , the public doesn't look at us as professionals. Sure would be nice to raise the bar.

Laura, wonder how many more of us are guilty of this terrible act?

Richard, you're right. We are professionals running a business like a business.

Randall, better to let a buyer down before they fall in love with a home, than after.

Jennifer, I had my reason to not show this particular buyer. I'll explain in a later post.

Debra, I even made my children get prequalified before they looked at homes. Gives the buyer confidence to know they are capable of buying when they find the right home.

Barb, sometime we forget we are the business.

Buying a home without a pre-approval is like going to H&R Block(heads) and asking them to do your taxes WITHOUT bringing in your W-2's

Hi Missy, I know you screen and qualify your buyers. We don't have time to run all over to show buyers that don't know what they can do.

Elizabeth, stop by when you visit Springfield. It is a beautiful city.

Sally and David, not only does it take time, it takes money. Some realtors are leaving the business because of their work ethics.

Hal, the 1-2 step is a great idea. I use that too, but sure is nice to get a refresher course. Thanks for the reminder.

Gail, I bet we don't lose many clients....some are just more determined to buy on their terms.

Tony, thanks.

Matt, I have a lender that does that too. I've had several buyers go thru the program and come back to buy. Thanks for the post.

Neal, I'm working more listings than ever right now. They take up most of my time too. So when a buyer wants to look, I qualify too.

Kevin, sure nice when a buyer is honest and up front with us.

Mary, thank you. Once we learn to respect our time, maybe the public will.

Suzanne, we are their hobby. LOL!

Christianna, great comment. I'll try to remember that when I want to hurry and get off the phone and run and show they buyer.

Jim, thanks. Hope all is well with you. I'm sure you are staying busy.

Jeff, right now I have so many short sales, I don't have time to waste on unqualified buyers.

Teresa, I was a very hungry realtor 20 years ago and showed every Tom Dick and Harry. I sure learned my lesson.

James, we do forget what we've learned and start acting like "pop tarts".

Lydia, Craigslist? Now that's good. And open houses are great places to weed out unqualified buyers.

Trish, thanks so much.

Kerry, you probably saved money in the long run.

Kent, you have a great business model. Slow down and enjoy the conversation. You learn so much more.

FEB

Kay - I've also received a lot of calls from unqualified or won't qualify buyers... Sometimes, you even get some attitude - I'm with you! If I don't know, I can't show.

Kay - excellent post about qualifying buyers before you drive them around to view homes. It is important the buyers know their buying power. Excellent post!

We went over these basic scripts / this basic approach in our team meeting this morning. The basics: qualifying questions. If you are not asking qualifying questions, you are not doing your job. If you are not asking qualifying questions, you are at risk of wasting the prospective buyers time and your time. If you are not asking qualifying questions, you are desperate. If you are not asking qualifying questions, you have not been around the block enough.

Kathy, I wonder what would happen to the real estate industry if all agents decided not to show property unless the buyer produced a prequalification letter.....a preapproval letter would be better.

Angela, it would be nice if real estate was easy. It's a lot of work, but the public doesn't know that.

Jim, no you can't get in my car if you aren't qualified! LOL! I bet you are a professional too! Would you show me property?

Gary, my assistant is out today show the qualified buyers. I know we have to cull through the lemons to find the strawberries.

Joshua, there are many good realtors out there. We just sometimes forget our training.

Vanessa, what type of example am I setting when I become a "pop tart". I have to remind myself too.

Geneie, I think the news makes the consumer think all sellers are desperate and overpriced. With a little education, we could get better offers.

Jaime, amen.

Mike and Cindy, I know we've had problems in the past, but the unqualified buyer is learning the hard facts.....that having good credit will be the only way they will own a home, unless of course, they get owner financing or contract for deed. Not a good idea.

Rebecca, the old saying: Time is Money! More important with the slowing market.

Troy, I think it is up to us to educate the public. The unqualifed buyers need help getting back on their feet too. We need to remember to give them good advice as well.

Lisa, so true. Let's stay ethical and legal.

Sherrie and Abe, good advice for your buyers.

Diane, as I get older, time becomes more important! LOL!

Shuki, I like your attitude.

Morgan, people can be rude when you are helping them. New York is huge! I'd have a problem running around there.

Aaron, you're welcome. I see you do a lot of foreclosures. Great job.

Tami, it doesn't take long to learn, does it. Glad you learned fast.

Kristi, if all buyers read and understood our reasoning, we would have a much easier job.

Bill, right now I'm working 12 - 15 hour days just taking care of the sellers and good buyers.

Breanne, that's a great idea. Glad it's working so well.

Jan, if realtors team together , teaching the public would be a piece of cake.

Chris, we are entering a new age of real estate. I see this year changing a lot of realtors.

Regina, thank you. I'll check out your group.

C Tann, I don't mind helping people, especially when they are up front with me.

Russ, I'm planning to spend my time this weekend on great buyers.

Deanne, thank you.

Lora, that's not a bad way for the buyer to get to know you. At least you give them a choice.

Billy, great response. You can just about qualify their loyalty in a short amount of time.

Carla, I've got to remember that phrase! Great job!

Debbie, I guess we could give the unqualified buyers to the agents that want to waste their time.

Sharon, we aren't doing our job if we don't educate the buyer. Thanks for the response.

Julie, we teach this concept in our office. I can almost memorize the script!

MAR

Kay,

I can't tell you how much I appreciated your post!! As a relatively new (2.5 years licensed) agent, and as one who focuses exclusively (currently) on buyers, it's important for me to have this concept re-inforced in my mind as a way of life. Buyers MUST be at least pre-qualfied BEFORE taking them to see property.

Thanks again!!

Kay,

Thanks again!!

MAR

It would be nice if all Realtors followed this same requirements. I refused to show someone a home because they would not show me a pre-qualification letter and I was accused of discrimination because I was the only realtor who had told them this.

But as I remember in good old Real Estate School, That Realtors are to only show homes to qualified buyers.

Did I do the wrong thing here???

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