Ask seeking questions....my special weapon is to Set The Appointment! You HAVE to get in front of people...and then you convert them. Whether they seem qualified or not...many buyers tend to hold back their true information over the phone. Set the appointment whether it be at your office or at the home-bring a coworker if you don't feel comfortable meeting at a vacant property or have your seller stick around for a few mins.
Reminder- 1st impressions are everything!

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Traver Giles
Eastside Real Estate Professional