Once you’ve generated some leads, you’re going to get a number of inquiries. While it’s great to have folks contact you and increase your database of leads, the real goal is to convert these leads into clients.
Before you invest too much time and energy into a lead, there are a few things you should find out about them.
8 Key Questions
First, you need to know if they are qualified leads. Do they really plan to buy? Can they afford it? Can you help them? Here are eight great questions to get the conversation going, and also help you find out how likely it is that this lead will turn into something more.
Question 1: How long have you been looking for a home?
This question can help you determine a lot about the buyer. If they’ve been looking for a couple of years, they may never be willing to move. If they just started their search, they may not be serious about acting soon, either.
Question 2: How soon do you need to move?
If they need to move immediately, then you’ve got a high-priority client on your hands. If they want to move in the next few years, you’ll want to take note of that as well.
Question 3: Do you need to sell your current home before you can buy?
Most sellers can’t buy a new home because they have to sell their current one first. This also means you can potentially help them with more than one transaction.
Question 4: What type of home are you looking for? Condo? Single-family? Etc.
Whether they’re looking for a single-family home or a condo, find out what they’re looking for and why. File this information for future use.
Question 5: What is your comfort zone in terms of price?
Using this language can be much more valuable to you than just asking about their price range. They may be able to afford more, but only feel comfortable looking in a specific range. This information will be helpful if you move forward.
Question 6: Are you working with another agent?
Find out early if you’re the only agent in the running for their business. If they’re still interviewing agents, you’re in the clear. But if they’ve signed an agreement with another agent, you should not move forward.
Question 7: Have you met with a lender yet?
This is the best way to get the ball rolling in terms of finding out if they’re pre-approved, which makes them a more viable buyer.
Question 8: Have you been pre-qualified or pre-approved?
If they haven’t been pre-approved yet, see if you can help them with the process. Ask them the following: “If I call a lender who has an opening available tomorrow or the next day, would you consider taking an appointment?” That way, not only will they get prequalified and you’ll know that they can afford to buy a home, but you can get them to meet with your favorite lender. This will help solidify the relationship.
What to do once you’ve vetted a lead
Once you have a good lead, it’s time to start converting. Click here to start your seven-day free trial of AgentEDU today and watch our course, “Converting Real Estate Leads.”
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