Agents In Action - Education, Inspiration, And Strategies For Real Estate Agents | Realtors

The Three Step Prep is the key to setting up a successful 1st appointment with clients. Step 1 – The Initial Conversation Find out the Why, What, Where, and When about their decision to buy/sell their house. Are you convinced they are motivated to take action? Step 2 – Pre-Qualify There are two types of pre-qualification, financially and level of motivation. You must pre-qualify 100% of the time. Pre-qualification must become a standard if not already. Step 3 – Set up the Appointment Offer an alternative close to help set the appointment. Use an open ended question. Ideally, allow for a few days to get lenders "ok" before you even meet.