Real Estate Agents: Are you finding it challenging to determine which of your buyer leads will actually buy? Will they buy with YOU?
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-There are more buyers in today’s market than there are listings to sell them.
-Even when your buyers are both motivated AND qualified, you have no guarantee that you’ll find them the right house, win a potential bidding war, and soon you may have to worry about how you’ll get paid for your hard work. Prequalification just became more important than ever!
How do you determine which of your buyers will actually turn into a closed transaction? Who should you set appointments with to have a Buyer Presentation and get the Agency and Exclusive Agency documents signed?
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The Buyer Prequalification Script is simply a conversational outline, using questions to find out the following from your buyer prospects. After using the Buyer Prequalification Script, you’ll then meet your buyer prospects and use your Buyer Presentation to solidify your relationship, how you work, and how commissions work.
Today we are showing you just a few questions from the Buyer Prequalification Script. For the full script as well as the Buyer Presentation, simply join Premier Coaching for free today.
1. “I assume because you’re calling/emailing/texting me directly, you’re not already working with another agent?” This question happens early in the script so you can skip the rest of the script if they’re already committed to another Realtor.
2. “What price has your lender told you NOT to go above?” This question covers all of the bases with regard to finding out about their financing. When you ask this question, they’ll tell you if they’re all cash. They’ll tell you that they haven’t got a lender yet, they’ll tell you if they’re pre-approved, and what price not to go over. Instead of asking all of those individual questions, the script “What price has your lender told you not to go above” gets straight to the answer.
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3. “Which home in the neighborhood do you plan on selling?” This helps you determine if they are also a listing lead! Note: many agents never ask this question when they get buyer leads. Don’t make this mistake! Many buyer leads are listing leads in disguise.
4. “Paint me a picture. Ideally, what are you looking for in your next home?” The more you can drill down on the prospect’s needs, the faster you can find what they want. This is critical since you may have to proactively find off-market homes for the prospect if what they desire simply isn’t in the MLS.
5. “When I find you a home that has a, b, c, and d (their stated needs and price range), the home you’re looking for that checks all the boxes, on a scale of 1-10, where would you rate your desire to write up an offer on it? 10 means you absolutely are 110% ready, and 1 means you’re just kicking tires”. If they are anything less than a 10, your follow-up question is “What would it take to make you a 10?”
These are just 5 questions from our Buyer Prequalification Script. You can see how the answers you get from your buyer prospects will help you determine whom to spend your time with and who may be a prospect in the future, or possibly not even a ‘lead’ at all!
Sign up for Premier Coaching today to get the full script, as well as the seller (listing) prequalification script, Pre Listing Package, Listing Presentation, and yes, the Buyer Presentation which results in a signed Buyer Representation Agreement.
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