You only need to ask 3 questions to qualify your buyers. Here’s what I’m thinking…
If we all agree that time is our most precious resource, then why waste it working with buyers who are not ready to buy?
I know many agents and especially rookies struggle to manage their time and are easily distracted with a buyer who may or may not be ready to go.
But what if we could quickly qualify our buyers with 3 questions to help us make that time investment decision and help them out at the same time.
What if you could provide great assistance without wasting your time on someone not even close to buying?
And there’s another very important factor here that will cost you big money if you fluff it up; What if the buyer is also a seller?
If you turn them away, then you’ll struggle to become their listing agent.
I’ll get to the qualifying questions in a moment but there’s something you need to do first.
Write two or three blogs on your website so you can refer buyers to them when you let them down gently.
If you don’t have your own website and blog, you need to get one.
Your articles will be something like:
- 5 things to look for before you buy in (your area)
- A Buyer’s Guide to (your area) real estate
- 12 buyer tips for buying real estate in (your area)
- 3 success stories from buyers in (you area)
These blogs will also help MASSIVELY with organic search.
You need to blogs because you’ll be referring your B class buyers to them so you can continue to help them on their purchasing journey.
Okay, so here are the 3 buyer qualifying questions:
1. How long have you been looking?
2. What have you seen that you like?
3. Have you made any offers?
At this point you will be able to assess if the buyer is also a seller and act accordingly.
Here’s another great question to see where they are at in the buying process: “Have you lined up a good mortgage deal? I can refer you to an excellent mortgage broker if you like”
So by now you know if they are ready to buy or not.
But here’s the thing: Most rookie agents just can’t say “no”
They agree to take the buyer around to homes they can’t (or are not ready to) buy and burn daylight when they should be prospecting.
They do the easy, non productive actions that have way less chance of getting results instead of investing their time wisely in quality, solid prospecting.
When you get a listing, the ‘real’ buyers come to you.
So after asking your qualifying questions, you’ll know if your buyer is ready to go or not. There are no ‘maybes’ here.
If yes, then great. You know what you need to do.
If no, then why not grab their email and send them a link to your blog to help them get ready to buy.
You have a heap of options here.
The mission is to quickly establish if a buyer is ready to go and worth investing time in.
There are plenty of ways to help a buyer if they’re not ready to buy.