MONEY OR NO MONEY?… here’s an obvious "must do". Before you spend much time with any buyer, it is critical that you be sure "they can get the money/financing to make the purchase". Think about it this way…if you were absolutely sure that they couldn't get the money, would you put them in your car? Of course not! So right up front, be sure to ask them, "Have you been approved for financing? & Do you have that in writing?". What if the answer they give you…doesn't really answer your question? What if their answer is vague…or evasive?
Here is your ACTION STEP… what if they say, "Oh that's no problem, we're okay"? This could mean anything!… Including: "We haven't done anything about that yet, we will worry about that later". Now what?!!
Here is a great solution that will plug this hole most of the time… your response is… "Oh you already have your financing, that's great. I guess that means when we put in an offer, we won't need the Conditional on Financing clause… you will be buying firm, is that correct?
This is where your listening skills will serve you especially well. Watch the body language when they answer. It will give you all the clues you need to evaluate this particular buyer. Don't forget… you are the professional and your time is valuable. Don't let anybody waste it. There is always somebody out there who really needs you! NO Excuses.