Hi rookie. First of all, good luck in this business and I hope you do amazing! Pre-qualification via first contact -- be it a walk-in or via phone -- is a must. You must ascertain that your prospect is qualified financially. Find out when they need to move. When does their lease end? Why are they moving? Are they getting divorced? A new higher paying job? A natural disaster a la Sandy?
A break up with significant other? Expanding the family? Look for urgency in their response. Also be upfront. I ask: "If I show you an apartment today that you like, are you prepared to submit an application on the spot?" Put that action in their head and kick them of the fence of indecision. You also must qualify whether they are an A+ prospect (urgent, financially sound, responsive, organized) or D- (they can move anytime, they have weak financials, cancels appointments, they are dealing with multiple brokers.) Not all leads are created equal. Spend most your energies with A+ to B- leads. I wish you the best of luck in this business. You're going to need it! ;-)... more