Coaching Tip September 4, 2010 part 1

Education & Training with Century 21 United Realty Inc. RECO #4724381


So congratulations, you have converted an incoming buyer call to an appointment.  Now what?

    * Are you going to charge right out the door and start showing houses?  I sure hope not.
    * Approach the buyer in the same fashion that you deal with a seller.
    * Do you have a buyer presentation?  Do you have a buyer qualification process that you use?
    * Do you have a buyer questionnaire that you use?  How do you determine the buyer's wants and needs?
    * Do you immediately connect your buyer with a loan officer to discuss financing options and a prequalification letter?

Next tip I will discuss showing the home. Until then I wish you all continued success.

Posted by

It's Your Career - I'm Here to Support YOU!

Constantine Isslamow

Broker of Record / Mortgage Broker

CENTURY 21 United Realty Inc. Brokerage.

Independently Owned & Operated

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Friends, followers and Connections are the way of the future.


Comments (2)

LaNita Cates
REMAX of Joliet - Joliet, IL

I NEVER charge out of my home when someone calls. That is such a huge mistake in my opinion because now that buyer controls YOUR business and time and expects this from you each time. I've had buyers say "I really want to see this house tonight" and I don't bend. They need to respect my time and schedule an appointment.

Sep 04, 2010 01:11 PM
Fred Hookham
Keller Williams - Milton, WI

I used to jump and run 7 years ago when I started in the business, but I found out it just wasn't very efficient. I still "run" meaning that I show houses on short notice, but only for pre-qualified buyers. Without a clear understanding of the buyers needs and proof of their financial abilities, we're all just wasting each other's time....

Sep 07, 2010 07:32 AM