It's really the same as any other lead or contact - do you want to meet with me, or not? Do you want to be involved in a real estate transaction or not? I know there are people who can mine the nots and turn them into dos, but I need to see some motivation on their part.
But I never talk to a prospect about pre-screening with a lender until they've been pre-screened by a financial planner. Unless they are also a CFP, lenders are not qualified to counsel potential buyers as to whether or not they SHOULD get a mortgage, only if they COULD get a mortgage. As professionals with our client's best interest in mind, we should focus on the SHOULD before we look at properties.
Contact me if you need more help with the questions to ask and other resources you could use to progress your relationship with Leads.
I interview each of my leads not only to better understand what they want but just as importantly if they can AFFORD what they want. My time is money to me so I want to make sure they have been pre-approved before I start burning gas to show them homes. If they haven't, then I give them 3 mortgage broker names and follow-up to make sure they've met with them and are approved.
I did have one of the best leads ever by someone who contacted me via Trulia, asking about a specific property in Piedmont CA. I responded that the property is already in contract, but that there are a few others that have similar properties to that one (I didn't give them the addresses, just descriptions and price ranges). Within minutes, they called me up and asked to meet with me in an hour because they're on their way from San FRancisco and would like to see properties. I asked them to come to my office first so that we can talk and look at properties online. They agreed. And that was the beginning of a wonderful relationship that resulted in a closed escrow -- my biggest sale this year!
You need to make a personal decision. That decision is, 'Who is the captain of the ship?"
"I don't want to lose the lead" suggests there is confusion in several areas.
#1. Is this a lead?
#2. Is the a conversion?
#3. Is this a client?
Which one(s) are you actually doing business with?
If you are not the captain of your ship, you will do business with NONE of them.
This is a business not a hobby. The differece between the two are OBJECTIVES.
One has NONE.
When must you make your real estate purchase?
Where will you make your real estate purchase?
What are you going to buy?
How much are you going to spend?
Who is paying?
Having the answer to these question is the difference between a captain who has plotted a course to a desirable destination and WISHFUL THINKING.
Wishful thinking is the currency of hobbyists.
Who , What, When, Why, Where....that the minimal pre-screen and should take place in the most impressive office to which you have access or can rent.
At this point you know whether you do or do not have the solutions they need. The 'Captain' would declare, I can get you there with the array of resources I have available now, but you need to buy a ticket. Sign here.
By the way, how can you fulfill your over site responsibility, such as sending to the PROPER lending source without this information?
Best of success,
Annette Lawrence, Broker/Associate
Remax Realtec Group
Palm Harbor, FL
Palm Harbor University High School distirct