Every Real Estate Salesperson knows how important it is to prequalify their prospects. Doing so is a very important time saver. There’s a right way and a wrong way to do this. When you’re prequalifying either a home buyer or a home seller there’s three main questions everybody always asks. Where/when/why? Where are you going? When do you want to be there? And what’s taking you there? (ie: Why are you moving?)
There’s one more very important question you must ask your home Seller before you go out. Here it is: “Mr. and Mrs. Seller, when I come out tomorrow night if you’re comfortable with the things we’ve discussed, are you ready to go ahead and put your home on the market with me?”
You can typically ask this just before you hang up after you’ve set the appointment. You have every right to know the answer to this query. Now if they say, “No” it doesn’t mean you don’t go. I’m just suggesting you need to know in advance.
You deserve to know what to expect. Don’t miss asking this question. Find out in advance…is this really a listing appointment or is it more a rapport building session? Also, if you’re going out to make a full listing presentation and possibly sign the listing, you’ve got to be ready mentally for that. Make sure you ask this question. NO Excuses.
This is a perfect example of another of the easy-to-ask questions that make such a difference in our “All the Right Words” scripts and dialogues Package. It’s all there, CDs, books, etc.. You can check it out on my website on the Store page.
Question…what prequalifying question do you find the most difficult to ask? Leave a comment below. Looking forward to hearing from you.