MAPS Coaching & Masterminds - Script of The Month: Prequalifying A Listing Appointment
Prequalifying Script For A Listing Appointment
The old adage “time is money” has never been truer than in the real estate industry. The cost of a listing appointment with a seller who is not ready to put their house on the market may be the $6,000-$10,000 commission you lost from another appointment you could have had instead. Because the opportunity cost is so high, it is important to do everything possible to ensure a seller is ready to list. You can accomplish this through prequalifying your appointments. You ask questions to demonstrate a seller’s intention and willingness to begin the real estate process. Sellers who are qualified will list faster, are more motivated to sell, and will typically be more flexible with their listing price.
Incorporate the following prequalifying questions into your appointment setting dialogue and see how much time and money you can save.
Prequalifying Questions:
1) Where are you moving to?
2) When do you need to be there?
3) Why are you moving?
4) What price do you realistically want to list for?
5) What do you owe on your home, 1st, 2nd, 3rd?
6) Are your payments current?
7) Have you thought of selling for sale by owner?
What would happen if your home doesn’t sell?
9) What are you looking for in a Realtor to sell your home?
10) Please tell me about your home: how many bedrooms, bathrooms, size of the garage, etc.
11) How would you rate your home on a scale of 1–10, 10 being great.
12) What would make it a 10, please explain.
13) Should I talk to any other decision makers?
14) Do you have any questions of me?
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