How to Pre-Qualify Luxury Sellers
As I sat by the pool earlier this year, I found my thoughts drifting back to a situation that occurred, not too long before, where I found myself moving heaven and earth to accommodate an out of town seller by meeting at their home. My goal was to deliver my usual stellar pre-listing procedure but the seller’s goal was much different.
You see, after spending my entire morning there (and a few hours of time preparing a CMA and marketing plan), the seller called me to say, “You will probably not be surprised to learn that we hired the agent who lives next door to us.”
Well, I was surprised but shame on me. I had neglected to pre-qualify the seller prior to the meeting. I always qualify during an appointment but I have to toughen up my process to make sure that a seller is qualified to have that appointment with me.
Going through this experience allowed me to see that there are two questions that I should be asking prior to scheduling an appointment:
1) Are you interviewing other agents?
2) Assuming all goes well during our appointment(s), is there any reason right now that you would not engage Jack to sell your property?
Pre-qualifying luxury sellers is a key step to ensure that you don’t waste their time or yours. It’s all in today’s video. <– Click to Tweet
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Jack Cotton
1 Comment
Judy Wrozier
04/21/2015I have come across several situations when qualifying a seller by asking if they were planning on interviewing other agents and I was asked, “Should we?”. I felt like I had shot myself in the foot!
Also, even though your prospective client is going with the “neighbor” agent, I bet you didn’t “waste” your time, because more than likely you will be the one they call when the “neighbor” can’t sell the property and the listing expires.