Qualifying your buyers…

Posted in Selling on February 23, 2010 at 3:27 pm

We invest large amounts of time with buyers.  The key component to successfully working with buyers is the qualifying process. Qualifying is the lost art of the sales process. Sometimes we get so excited that we have a lead that we fail to determine its value. That is why the process of qualifying is focused on determining the value of leads.

To really have effectiveness in qualifying we must develop a series of questions. This series of questions or script has to be used every time. Every buyer must be evaluated on his response to these questions. Some examples of questions are:

How long have you been looking? If they have been looking for six months the motivation to buy may not be very high.

Do you need to sell a home before you can buy?  If you have to wait for their home to sell, how will this impact you?

Have you met with a lender?  Figure out if this potential lead get qualified to buy your home.  Email me at jdelorenzo@citi-habitats.com for Mortgage referrals.

Are you committed to another agent?

How soon do you want to be in your new home? This question will tell you the buyer’s motivation. Time frame and motivation are linked together. The longer the time frame the lower the motivation.

Determining the time frame and motivation are critical to selling your home.

Make sure that you qualify everyone you work with before you invest your time. Time is your most precious asset. Don’t invest it where it doesn’t bring you a return. I guarantee that if you took the time you waste with unmotivated people and invest it at home with your family the return would be like no other.