Page 9 - New Agent Real Estate training book

HANDLING BUYER PROSPECTS

Receiving Buyer Calls and Inquiries

First contact Script

1. Introduce self and ask who is speaking
2. In case we are disconnected can I get your phone number?
3. How did you find this property? What specifically caught your eye?
4. Are you local? How long are you in town for?
5. What kind of property are you interested in? (primary, secondary, income producing)
6. Is there a specific location, price, or features you are looking for (bedrooms, garage, pool,
ect.)
7. Are you interested in scheduling a time to view this home?
8. Are there any other signs or properties you were planning on calling about?

Try to schedule an appointment at the office or schedule a property showing (remember to get
complete contact information )

Qualifying Buyers

Asking a few simple questions can help you establish the buyer’s qualifications, determine their
motivation, and whether or not you will be able to help this prospective client.

Qualifying Question Script

1. Do you already own a home? Do you need to sell before buying? Is it listed?
2. How long have you been looking?
3. Have you found anything you liked since you starting searching?
4. Are you currently working with any other agents?
5. Are you moving from out-of-town?
6. Is anyone else involved in the selection process?
7. Ask if they have a pre-approval letter from bank or proof of funds?
8. Has anyone taken the time to qualify you financially?
9. What kind of timeframe are you looking at?

CONVERTING BUYER PROSPECTS INTO BUYER CLIENTS

Agency Disclosure

At first substantive contact SC Real Estate commission requires you to explain agency disclosure and give
them an agency disclosure brochure.