How Do You Screen Buyers

[Ryan Ward]

When you get a call from a buyer who wants to see a property, what do you ask them before meeting them at a property to avoid wasting your time and theirs.

[BrandonSternfield]

Conduct a mini interview. It shouldn't last more then 5 minutes. You just want some basic info.

When are you looking to move?
Why did you want to see this house (location, price, community?)
First house? Second? Fresh out of college?

If they say they wanted to move in a year, it's something that you don't want to show. Simply tell them how it will sell before that.

Just get some info to see if they are serious. If they say 'umm' and such a lot, they aren't really prepared, in which case it might not be worth your time to show the house, but it is always worth the time to get to know a potential client and to let them know you. They might not be ready now, but you want them to come back to you when they are.

[keenjosh]

Exactly. It's best to qualify all leads using a predetermined set of questions. Be sure you get permission to engage in a qualification "interview". For instance, you might say - "Oh...that's a great house and I'd love to show it to you. Do you mind if I ask you a few questions so we can set a time to do that?"

You'll get some buyers who demand to see property and don't want to answer your questions. Always disengage politely and move on. With the number of leads I'm sure you're getting at this point ... people have to play by your rules.

[Eric Blackwell]

Agents in our office (for the most part) do things a bit different. We screen sellers far harder than buyers IN TODAY'S MARKET.

Yes, there are some basic questions...but IMO it is MORE important to screen a seller who could cost you TONS in marketing for a house that may sit on the market for a WHILE and may be less than motivated to reduce price.

You do want to know if someone is qualified to buy, but in over 60% of our cases, they have ALREADY applied somewhere online...if not we hook 'em up and are ready to go.

best;

Eric

[Micheal Pannell Realtor]

every call that comes though the door is pre-quiflied before one of my agents get the lead. After this happens the either go to an agent or go to credit repair till we can get them approved

[Morristown]

I throw a net over them.

Just kidding. All of the above, way of doing it varies by person though.

Never ever do I spend much time on them before getting them pre-approved though. To many people out there who think looking at houses is a sport, but when it comes time to get pre-approved their credit sucks and they can't do anything. It is not worth it. Also I have had a stalker in the past, I did not realize it but she followed me around for a while, came to a few of my open houses, then called about a house and wanted to meet me there to look at it. house was vacant, she knew it, ...

[Gjtrafl]

It will only take a few waisted trips before you begin to realize how important it is to do some pre-screening. Not to mention the safety aspects of the situation as well. I keep my list handy at my desk for when the calls come in.

[Ryan Ward]

What about internet inquiries? Would you use the same prescreening techniques via email? I just feel like it isn't doing anyone a good service until you know what they can afford, if they need to sell something else, etc...

[RESteve]

By email I really try to get a number so that we can talk on the phone. Via phone, I do my best converting using scripts, plus they can actually hear me, my tone, etc. I push to set the appointment for a meeting prior to seeing homes. I usually will get them approved second, but lately I've been doing that first.

[Ryan Ward]

I think it's time for me to start doing this. I'm not a tour guide.