Lead qualification is certainly a methodical process, but your potential clients should not be made to feel like they are talking to a robot or they have been arrested. The best thing to do is to establish a rapport with potential client's long before you have even met by having a social media presence and high visibility within your community. Choosing an agent is a huge moment for our client's that should ultimately lead to finding that perfect home, so they not only need to like you but they need to trust you.
Maximize the quality of that first conversation by asking questions that offer more than a simple yes or no. You can learn a great deal about the psychology and buying patterns of your clients by asking them about where they have lived, what they liked or disliked about their previous residence, what aspects of buying a home make them nervous, what they have done to prepare to purchase a home, and what they expect from their agent. These are just a few examples but they will allow you to delve much deeper and develop a better rapport.
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