 TIP #2
Qualifying Potential
Buyers
When prospects call or visit,
qualify them with a few casual questions:
- How did they hear about you?
- Have they been looking long?
- Are they first-time buyers, have they
just sold, will they be selling?
- What possession date do they have in mind, and do
they have school-age children?
- Have they already pre-qualified for a mortgage?
If they seem uncertain
or defensive, they may be unsure about some aspect
of their purchase, and that may prevent them from
acting, even though they like your property.
It's awkward for you to question them too
directly, but you can refer them to
the buyers section of
PrivateList so they can:
- view current mortgage rates
- access various mortgage calculators
- learn how to be pre-qualified for a mortgage
- review their likely closing costs
- feel more confident about negotiating with you
They'll be grateful for the help, and better able
to let you know where they stand.
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