Mr. Brady called my men-tee and said he was an investor who wanted to purchase multiple condominiums in the Palm Harbor area of Florida. My Men-tee was so excited because Mr. Brady was a lead that she received from one of those websites that use our mls database to gain leads and then sell them back to us. (you know who I mean) She felt that the expense had finally paid off.
Ms. Men-tee called me to ask if I would go with her to show the properties. This is not something I normally do with men-tees and I told her she was more than prepared to handle the showings herself. I followed up with "have you gotten their proof of funds?" since they were paying with cash. Ms. Men-tee says "no, but they said they were and investor" WRONG then I asked "are you meeting them at the office first" Ms. Men-tee says "No, i told them to meet me at the property". WRONG.
Here is the thing. When you have the person buying a home come into the office for a Pre-Approval interview, you have the ability to meet the customer, obtain their pre-approval or proof of funds, and get in-depth information about the home that the buyer wants. I have my buyers meet me at the office and I have an entire package to go over with them just as I do with home sellers. This puts me in a mental position with the customer as a professional who is is prepared and is in the home buyers corner. Meeting the buyer at the home first, immediately puts you in the position of "door unlocker" and not highly educated and highly trained real estate professional.
After telling all of this to Ms. Men-tee ( for the 10th time) she says "but I don't want to have them come to the office first, it may scare them away". Here's the thing, if they are not willing to meet you at the office and get pre-approved they are not serious buyers and will waste your time, your money and your sanity.
C.I.T.O (Come Into The Office)
written by Michael J. Gallo