Where’s the Buyer’s Urgency? Part 2

The first diagnostic or pre qualifying session begins with, no not their financial qualification, that’s not important at this time, if they don’t have a need. It doesn’t matter what their credit score is or how much cash they are working with, if they don’t need a home, none of that matters, end of discussion. Begin by asking. Where are you living now? Is your home listed? With Whom? Is it under contract? Do you need the cash from the sale to purchase the next? What is the contract date for closing on your old home? If renting. Do you have a lease? When is your lease up? Are you willing to break your lease if you found the right home today? How long have you been looking? It is only after this line of questioning and diagnosing their need that you can make an informed decision as to whether you wish to go to the next step of the process.

The second series of questions begins with their financing of the purchase or whether they are paying cash. If financing what lender, have they received their pre-approval letter yet? If they have, now and only now does it make sense to find out what they need and where they need to live? Set the appointment. If not Pre –Approved offer your help and decide whether you will set an appointment now, or wait until they get their pre-approval. Hey we are back to the days which many of you don’t know, the day when many people could not qualify for a mortgage. 3 years ago you could buy a $400,000 home without a real income. Pre Approvals didn’t matter as much, if at all.
Stay tuned for part 3