3 Questions Realtors® Are Afraid to Ask
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Okay, you might not be afraid to ask these questions, but dollars to doughnuts I'll bet some agents think twice before they ask them. And is it because we're so thirsty for business in a slow market and so we'd rather work with somebody who walks like a buyer and talks like a buyer, but they're really not a buyer? So what do you think?Any way, here are the three questions realtors are afraid to ask for fear they might turn a client off and yet, depending on the answers, the questions could save them a headache, could save them some time, could save them some gas and ultimately, most importantly, could save them from being distracted so that they miss the real buyers when they come calling:
Are you afraid to ask potential buyers/clients...
(1) Are you working with another agent?
(2) Have you been pre-approved by a lender yet?
(3) If we have a home that fits your needs, are you ready to move on it now?
(Questions from GMAC Reminder Binder)
Labels: mother lode, questions, real estate lake tulloch, realtor, sales, sell your home, sonora real estate, sugar pine realty, tuolumne county, twain harte
posted by Unknown at 10:51 AM
14 Comments:
Good points Mike. I coach my staff to qualify prospects and you hit on the top three. Many agents do not ask and thusexpense many hours with unqualified people.
I'm not afraid to ask! Time is money.
Yes, I never invest any time with out properly qualifying who I'm talking with. Every ones time is valuable. The sellers the buyers the mortgage folks and the Realtors.
No matter which party you are in the mix, kindly explain that you value their time and the other peoples time in the transaction so you are going to ask. Its good business practice.
Steven Barchetti
http://www.StevenLending.com
Good points.
Always be qualifying (ABQ?) prospects.
BUT If the answer to the third question is no, a Realtor shouldn't ignore the prospect.
I get TONS of business from people I met months/years ago who weren't active when I met them.
Keep in touch with people who are looking to buy in a few months/years. They will need a Realtor!
I've been a full-time REALTOR for 12 years. Questions #1 and #2 are a given. But, I am finding in these economic times that Question #3 is vital!!!
I am finding in '09 that the first time home buyer is not ready! And looks for excuses to NOT commit. Or, does commit and uses lame excuses to get out of contracts!?! I can't put my finger on it---is it the economy or a Generation X/Y trait?
It's a great time to be an attorney--because I do anticipate more litigation on the horizon as sellers will be holding buyers to the legal obligations they got themselves into!
I've heard 2 stories in 1 week VS 12 years? Not a good trend!
You know, that third question is the real key. I've got lots of buyers (almost 10) that are only working with me, have money and credit to buy, but are still flakes when it comes to following through on commitment. At some point between "I want to write an offer on this listing" and "you're in escrow" my buyers flake out on me, a few waited until we had an accepted offer and the just stopped answering my calls! What is going on here?
You are SO right, and I've come to realize that NOT asking those 3 questions is causing me to do a lot of unpaid work because so often we go through the motions but never get to closing.
yes those are the key ?'s to ask. I also like to ask. Have you worked with a Realtor before? and what did you like or not like about it?
On the seller side, the question to ask is "On a scale of 1 to 10, how motivated are you to move?" and I would take a pass on a listing if it is not a 7 or above. Think lots of REALTORS are afraid to ask that one.
Great questions, the situation that I find extremely unnerving is getting a lead and when it comes to making the offer another person be it a family member, neighbor or who ever comes along and announces, "Oh, I have a friend in the business ( or words to that effect) lets have him/her write the offer so they get the commission. Where are there ethics, have any suggestions?
I became a much happier Realtor when I decided long ago that only qualified and committed buyers get my time.
These 3 questions to buyers from Realtors are unequivocally the keys to qualifying a buyer into a solid customer even if the buyers have been working with another Realtor, do not have a pre-qual letter or are not planning to buy yet. A well trained and experienced Realtor will use these 'objectives' to their advantage by turning the situation around and make a customer for life.
Very valid questions. You are correct in that asking them saves time, money and energy. It is important to qualify buyers first in such a tough market. An agent who does not do so is running on a treadmill, with the carrot dangling up ahead and out of reach. Spend your energy on marketing, social media and that good old stand-by: direct contact with past clients and you SOI.
Not skeered! I ONLY work with ready willing and able buyers via a signed buyers agent agreement and strongly suggest my competition ignore this advice.
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