Within our industry there is a simple truth: not every customer you come into contact with will buy. Anyone in sales can tell you this, yet very few salespeople actually conduct their business with this concept in mind. Too often the desire for a potential sale trumps all other logic and qualifying is forgotten. We have witnessed agents so blinded by the chance for a 6-figure commission that they completely missed the signs suggesting that they were in the middle of a scam and were only brought back to reality upon their client’s arrest- true story! Well into an executed contract that agent’s time and money was wasted and their reputation damaged.
The art of qualifying- actually determining the ability and motivation of a client to purchase, is one of the most useful skills one can acquire and should be the first skill developed. Get to know your clients; not just their property criteria but what type of lifestyle they live and their intended use for the property. The more information obtained, the more clear the situation and the easier it is to notice when things just don’t add up. As a professional, your time is valuable and should not be wasted. Yes, assist and educate but also prioritize your clients and determine quickly who is worthy of your time . . . and don’t be afraid to walk away from those who aren’t.
As a boutique brokerage, we have an opportunity to work closely with our agents and offer insights that may help them take their business to the next level. If you feel you would benefit from this type of collaborative environment, feel free to contact us.