Qualifying Clients
A Clients
• Someone who has to move (transferred, sold house already, etc.)
• Must move situation
• Less picky
• Pre-qualified for a mortgage
• Therefore costs you less
B Clients
• Really want to move
• Easily set up appointments
• Tend to drop what they are doing
• They make it a priority to find a home
• They are very motivated
• Pre-qualified for a mortgage
C Clients
• People who want to move but do not have to
• They are picky
• Divide them into two groups, C+, and C-
• Difference
- C+ come and look
- C- Drive by
• Often are hidden B’s
• Recommended if not busy to take C’s out
• Generally not pre-qualified for mortgage
D Clients
• Easily identified
- “If the right house comes around let me know”
• The majority of clients are D-Z’s
• They always want the address
• Not pre-qualified
• Time wasters
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