📊 Client Qualification Results
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Frequently Asked Questions
Start with timeline questions: 'When are you looking to buy/sell?' and 'What's driving your timeline?' Then assess financial readiness: 'Are you pre-approved for a mortgage?' and 'What's your target price range?' Understand motivation: 'What's prompting this move?' and 'What happens if you don't buy/sell?' Finally, gauge commitment: 'Have you interviewed other agents?' and 'Are you working with anyone else?' These questions reveal urgency, financial capacity, and exclusivity - the three pillars of client qualification.
High-quality buyers have specific criteria, defined timelines, and mortgage pre-approval. They ask detailed questions about neighborhoods, schools, and commute times rather than just browsing. They're willing to provide financial information and have urgency drivers (job relocation, lease expiration, growing family). Tire kickers are vague about timelines, reluctant to share financial details, and often say they're 'just looking.' They focus on entertainment value rather than practical concerns and aren't motivated by specific life events.
Use a 100-point scoring system: Timeline (30 points) - immediate need scores highest. Financial qualification (25 points) - pre-approved with 20% down payment scores highest. Motivation (20 points) - job transfer, divorce, or growing family scores highest. Exclusivity (15 points) - not working with other agents scores highest. Geographic focus (10 points) - local buyers score higher than out-of-state. Leads scoring 70+ deserve immediate attention, 50-69 need nurturing, and below 50 should be automated follow-up only.
Explain that discussing financials protects their time and ensures you show appropriate properties. Frame it as professional service: 'I want to ensure we're looking at homes you can actually purchase.' If they remain resistant, provide general market information first to build trust. Use soft approaches: 'What price range feels comfortable?' rather than demanding bank statements. For persistent resistance, these may be unqualified leads - limit your time investment and use automated nurturing instead of personal attention.
Lead qualification determines if someone is a potential client worth pursuing - they have need, financial capacity, and timeline. Client conversion transforms qualified leads into committed clients through consultation, needs assessment, and service demonstration. Qualification is about filtering and prioritizing leads efficiently. Conversion is about building relationships and demonstrating value. A qualified lead becomes a client when they sign representation agreements and commit to working exclusively with you. Focus qualification on facts, conversion on relationship building.