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Prequalifying Clients... It’s Not Just for Buyers!
Prequalifying Clients... It’s Not Just for Buyers!
Last week we hosted an event completely focused on listing presentations, and helping agents understand how they can win at the listing presentation.
I was thrilled at the response (we were completely sold out and had to turn people away at the door!) because it confirmed two suspicions I had: 1) agents are struggling at listing presentations, and 2) agents aren't getting great training on this critical topic.
Based on the questions we had at the event, it was clear to me that most agents don't do much (if any) prequalification of sellers. It seems as though many of you are taught to prequalify before getting in the car with buyers, but that same philosophy isn't extending to the listing side of the business.
Qualifying your seller is an important part of the process. Too often, we get a call from someone indicating they may want to list their house, and we drop everything and dash over. I truly believe agents don't put the same level of care and energy into qualifying sellers that they do with buyers.
Agents typically feel they've qualified the seller if they ask questions such as, "What is ... more

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