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Hoop #1: The buyer lead is introduced to me either by an incoming or outgoing telephone call, email, website submission, direct mail, or personal interaction. At this time, the following list of questions is asked of the buyer
Buyers: What Do I Say?
Buyer’s Names:______________________________________________
Date:________ Phone: (H)________________ (W)_________________
Phone: (Cell #1)__________________ (Cell #2)___________________
Fax: ________________Email:___________________________________
Address:_____________________________________________________
1. How did you
hear about Bill or the property you are inquiring
about?___________________________________________________
2. How long have you been looking?_______________________
3. Are you working with another agent/broker?_____________ If yes, who?_____________________________________________
4. How many are in your family?___________________________
5. Do you own now, or are you renting?____________________
Rent Amount?__________________________________________
6. Must you sell before buying (or complete the lease period before buying?) If yes, how long?_______________________
7. Have you seen any homes/investment properties that you really liked?___________________________________________
8. If yes, why didn't you buy it?_____________________________
8a. How did you find that property that you liked?______________
9. How soon do you need to move?________________________
Why?___________________________________________________
10. If we can find the right property, are you prepared to make a decision now?______ If not, when?_______________
11. What price range have you been considering? $_______________________ to $____________________________
12. How much has a lender told you that you are qualified for? $________________________________________________
13. What is your initial investment that you want to use for the purchase? $____________________________________________
14. Do you have a budget for monthly payments? $_________
15. What is the name of the lender that pre-approved you? ________________________________________________________
16. Please describe what you are looking for and WHY:
Single Family:___________ Lot Size: ______________
Twnhs/Condo:__________ Sq. Ft: ________________
Bedrooms :_____________ Bathrooms: ___________
Family/Great room:_____ Fireplace:_____________
Garage: _______________ Age Preference:_________
Pool: ___________________ Schools:_________________
Other features:__________________________________________
________________________________________________________
________________________________________________________
17. Is there a particular location in the city you prefer?_______
18. Is there a particular HOME style that you would prefer?__________
19. Is there anyone else who will be helping you make the decision about buying? _______________________________
20. What is your schedule for being involved in the process of finding a new home?
________________________________________________________
________________________________________________________
21. What special requirements do you need in your new property from Bill? ________________________________
_______________________________________________________
22. Where are you employed?______________________________
23. Where is your spouse employed?________________________
24. If Bill gives you 100% of his time will you buy your new property from him? ____________________________________
25. What times are best for you to look?_____________________
26. How would you like us to communicate? I.e. phone, email, or a posted website/intranet?___________________________
27. I will have Bill call you so that he can go over details of the hunt and the next step. What is the best time to have him call you?_________________________________________
At which number?______________________________________
28. What are your favorite ways to view property? (i.e virtual tours, video, drive by, w/family members?___________________________
29. Referred by: Name:__________________________________
Address: ________________________________
Phone:______________ Fax:_______________
Email:___________________________________
OFFICE SUMMARY:
Price range $__________________ to $_________________
Down payment $__________________ to $_________________
Bdrms/Baths ______ /______ Units _____ to _____ Sq. Ft. _________
Locations :___________________________________________________
Comments: _________________________________________________
_____________________________________________________________
Communication process:_____________________________________
_____________________________________________________________
Next step:____________________________________________________
Other: _______________________________________________________
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
Buyer is a seller! Yes or No (see Seller question list!)
Ask appropriate follow-up questions. REMEMBER: a sale of the buyer’s home will provide surety of close to a seller of the home that the buyer desires. This plus few, if any, contingencies, a large deposit, a pre-approval letter, as close to full price as possible, a note and picture from the buyers will almost guarantee an acceptance. How many of the above do you have?
If they are not cooperative with my questions at this initial contact time, I refer them to one of the Realtors® I work with in town for a 30% referral fee.
Hoop #2: If they cooperate with the questions, the list is then faxed to my team member lender who performs the pre-qualification process with third party endorsements of my services along the way. Should the buyer not qualify, they are put into either a budgeting program or a credit repair program by my lender. If they do qualify we have them enter hoop #3.
Hoop #3: The buyer is then invited to my office for a consultation. We discuss the services I am going to offer the buyer and the benefits to the buyer when they sign a loyalty agreement (Buyer/Brokerage Agreement) with me. If they wish not to sign the agreement or we find that we do not work well together, then the buyer is once again referred to an agent with whom I have a working relationship.
Hoop #4: The buyer should agree to my schedule of showings and agree to respond to the submissions I make by way of the communication method they have chosen (email, phone, etc.).
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