Your house is for sale. Your marketing is in place and calls are coming in. Your next order of business is to prescreen prospective buyers prior to showing them the property. In order to save time and be more efficient, have a prepared set of questions to ask these prospective buyers when they call. Keep in mind that the most important questions you need answered are how much of a down payment can they afford and what is the maximum monthly payment they can make. However, you should always ask a couple of nonthreatening questions to break the ice and build a rapport before asking about their financials.
You do not need to spend a lot of time on the phone to get the information you need. Remember, the three most important items you need to discover are:
(1) How big of a down payment can they make?
(2) How much can they afford in monthly payments?
(3) How soon are they planning on moving in?
Get the information and set the appointment. If someone calls in and they do not have a sufficient down payment available, always remind them of their options. These include borrowing from family or friends, using their 401K or other available funds they may have access to, but not immediately think of. Stress how important it is for them to get into a home of their own and to find the funds that are necessary. Always remind them that there is other interest now being scheduled and that time is of the essence.
Getting prospective buyers excited about your home becoming theirs is crucial for deal making success. They need to understand the benefits of owning their own home. Stress the benefits of home equity and appreciation. Get them excited about the opportunity of your home becoming theirs. Then, as soon as your prospect has been prescreened, set the appointment while the oven is hot and excitement is at a highest.