We wonder how much time you’ve wasted in your sales career because you didn’t take adequate time to pre-qualify a prospect. Perhaps, in your excitemen...
We wonder how much time you’ve wasted in your sales career because you didn’t take adequate time to pre-qualify a prospect. Perhaps, in your excitement to move the ball forward on your first call, you failed to ask a few basic questions, the answers to which might have prevented you from going down a terribly inefficient rabbit hole.An important (critical?) part of your job as a real estate agent is to ask the kinds of question that will help you determine a prospects motivation. And, in truth, this process of asking the right questions is as much about serving the client’s needs, more so than your own.While there are myriad benefits to a thorough pre-qualification process, three of the most important are:
Again, selling is about knowing how to ask good, open-ended questions, and listening carefully to the responses. Effective pre-qualification can save you a tremendous amount of time and energy. But more importantly, you’ll be better serving your clients’ needs by getting a complete picture of their dreams and motivations.
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