How To Qualify and Remember More About Your Prospects [PDF Download]

When I call a prospective client for the first time I don’t use a script to qualify and understand what they’re looking for. Instead, I have a general idea of the things I need to know like number of bedrooms/bathrooms, location and where in the home buying process they are.

I begin my initial call to a new website prospect/referral by asking a few open ended questions and listening which will usually yield all the answers to the questions posed in the checklist below. The checklist was created out of my need for continuous flow during the first call and to help me recall exactly what my prospective client is looking for.

Was there major emphasis on mass transit? Which type of mass transit does my prospect prefer? Are they open to communities with homeowner’s association fees every month in exchange for more community amenities? These questions are all addressed in the checklist.

I encourage you to download and use the following checklist as a guide while you converse with your prospects. There is a large area at the bottom of the third page where you can write additional notes like home style preference and other special requests.

Did you find the checklist above useful? Are there any changes/improvements you would make? Let me know in the comments below!