Putting Your For-Sale Signs to WorkA:“Well, I’d be glad to help you with basic information,
but it would be best to have your agent call me di-
rectly so I can get you into this property as soon as
possible.”Qualify Them
Qualifying a buyer clears out all of the unknowns that
may prevent you from going forward with a buyer. Make
sure you “sharpen the saw” and get these unknowns out of
the way, first and foremost. The qualifying method is going
to require a different approach. You just can’t question the
buyer to death without giving them back something that
they want. They’ll just hang up. Don’t give out the price
and don’t give out the address. What you do is answer
their question with a question, as illustrated earlier in the
dialogue with Gary. Here are some examples:
Buyer:“What is the price of the house?”
Agent:“What price range are you pre-approved to buy
in?”
B:“The $300,000 to 350,000 range.”
A:“Well, you fit right in. What type of home are you
searching for?”Build Rapport
To build rapport, use the same techniques we just dis-
cussed. Answer a question with a question to build a rela-
tionship with the buyer. Try to find characteristics in
common with your prospect. This will lead you to close for
the appointment. For example: