Q: Denise, when you talked about “qualifying” sellers who call you up for a listing appointment did you really mean that we should ask questions other than very, very basic ones before going to the home?

A: Yes I did – and thank you for asking me to clarify! I believe as agents we are all too ready to hop in our cars and drive to a seller’s home … a seller who may not be truly motivated, or even able to sell their home. I teach the agents I coach with to find out – before they ever go to an appointment – what the seller’s motivation and ability to sell might be by asking a series of fairly direct questions. I don’t know about you, but I would always want to be sure that I’m spending my time with clients who are ready, willing, able, and reasonable. The only way you can find that out is by prequalifying them.