This is an effective way to get them into the office. Re-
member, do not hesitate to ask for the appointment.
Do You Have an Agent?
This should be the first question you ask a buyer who
calls you. You don’t want to work hard selling a buyer on
a listing for ten minutes and then at the end find out that
they have an agent. You’ll essentially do that agent’s job
for them.
If they say that they have an agent, ask them if they are
actively working with that agent. The reason for this is
that many buyers will say that they have an agent just to
avoid you claiming them as your clients. If they say that
they are not actively working with their agent, ask for
their agent’s information so you can e-mail the agent the
listing that they inquired about. Now, if they don’t have
the agent’s information, chances are they are bluffing.
Don’t call them out on their bluff but ask them, noncha-
lantly, whether they would like you to show them some
properties.
Are They Able to Buy?
Screen the buyers to find their buying ability. Ask if they
are qualified for a mortgage and for how much. Ask them
how long they have been searching for a home. And, fi-
nally, ask them what their timeline is to purchase. If they
aren’t qualified for a loan, have a loan officer you work
with contact them to qualify them. Then you’ll have more
control over the transaction when they buy.
The Real Estate Agent’s Guide to FSBOs