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Maximizing Your Referral and Repeat Business.-Part 1
When you meet a new client, it's highly advisable to sit down with them and go over a list of qualifying and segmenting questions. Having a form prepared for such purposes, will save you a lot of running around and questioning down the road. It will also allow you to channel them into a select group for actions that meet their current needs. 
The following is a list of the basic questions we should all be addressing as an initiatory step when beginning to work with a new client/customer :
Name and Address Telephone number (s), fax number and email Selling or Buying ? Time frame (eg. 0-3 months,0-6 months,  6-12 months, 12 months+) How do they prefer that you communicate with them? eg. by phone, email, etc Are they presently working with a REALTOR® ? (this should be one of your very first questions at initial contact with any new prospective client) Have you worked with a REALTOR® before and how was your experience? How they found out about you eg. referral, website, etc Are they familiar with the buying/selling process? Are there any other parties that will be involved with the decision making process eg. parents, partner, etc. Price range ... more

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